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https://www.dcsmi.com/workbook Download Workbook from Data Center Go-to-Market 2025 Jumpstart
https://www.dcsmi.com/newsletter Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)
In episode #71 of the Data Center Go-to-Market Podcast, data center marketing and sales expert Joshua Feinberg shares proven strategies for closing sales faster and finding the right data center niches to avoid commoditization.You'll learn to adapt to the self-guided buyer's journey, leverage marketing and sales automation, build an impactful webinar and events program, and measure and optimize revenue growth.
Whether you're a data center operator, technology provider, or facilities company, these insights will help you stand out, attract the right clients, and scale your business.
0:00 Day Three of Data Center Go-to-Market 2025 Jumpstart
0:15 Recap of Day One and Day Two of Data Center Go-to-Market 2025 Jumpstart
1:33 Agenda for Day Three of Data Center Go-to-Market 2025 Jumpstart
2:14 Introducing Joshua Feinberg, CEO at DCSMI
6:53 5 Ways to Close Sales Faster With Your Data Center Leads
7:03 Biggest challenges with closing data center sales
8:09 Agenda for Close Sales Faster With Your Data Center Leads
8:52 Provide an Excellent Prospect Experience While Prioritizing Your Growth Goals
22:12 Segment and Personalize Based on Prospect Actions
32:31 Use Marketing and Sales Automation to Deliver Timely, Educational
37:13 Implement Sales Productivity Tools That Eliminate the Most Common Friction Points
38:00 Build a Full-Funnel Webinar and Events Program That Educates and Builds Trust
53:44 What’s your biggest takeaway from 5 Ways to Close Sales Faster With Your Data Center Leads?
54:32 Special Bonus Section Break
55:59 Ian McClarty, President at PhoenixNAP (How Data Center Sales and Marketing Are Changing)
60:54 Tsafrir Lahav, Vice President of Global Sales at AimBetter (The Future of Sales and Customer Success Roles)
68:08 Emily Newman, Marketing and PR Manager at NJFX (Future of Marketing and AI in Data Centers)
70:49 What’s your biggest takeaway from Ian McClarty, Tsafrir Lahav, and Emily Newman?
71:27 How to Find the Right Data Center Niches and Avoid Commoditization
72:10 What’s your biggest challenge with niches and avoiding commoditization?
72:18 Agenda for 10 Ways for Colocation Data Centers to Find the Right Niches and Avoid Commoditization
77:13 Provide Managed Services, But Not as an MSP
81:04 Assess Your Product/Market Fit
84:14 Get In Front of Today’s Colocation Buyer’s Journey
85:40 Analyze Your Competitive Positioning
94:30 Take Stock of Your Content Assets (or Lack Thereof)
97:03 Attract the Right Strangers
98:57 Generate More Highly-Qualified Leads
102:14 Accelerate More Opportunities
104:02 Scale Revenue Growth Across Both New and Existing Clients
106:22 Let Your Best Clients’ Data and Buyer Personas Dictate Niches
112:01 What’s your biggest takeaway from How to Find the Right Data Center Niches and Avoid Commoditization?
112:19 What's your biggest takeaway from Data Center Go-to-Market 2025 Jumpstart?
114:23 Joshua Feinberg (Connect with on LinkedIn) and DCSMI (Follow on LinkedIn and Website)
#datacentergtm #dcsmi #datacenter #datacentermarketing #datacentersales #datacentergrowth #edgecomputing #cloudinfrastructure #colocation #datacentersolutions #hyperscale #edge #digitalinfrastructure -
https://www.dcsmi.com/newsletter Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)
In episode #70 of the Data Center Go-to-Market Podcast, host Joshua Feinberg sits down with Giuseppe Caltabiano, the Senior Director of Marketing at AVK. Giuseppe shares his insights on effectively combining branding and activation initiatives in the data center industry, adopting a full buyer’s journey marketing approach, and leveraging content marketing to build trust with technical buyers. He also provides valuable advice on navigating career transitions, integrating sales and marketing teams, and building a strong brand identity that resonates with your target audience. Whether you're a marketer, sales professional, or aspiring data center expert, this episode is packed with actionable strategies and best practices to elevate your go-to-market efforts.
0:00 Coming up In this episode of the Data Center Go-to-Market Podcast
1:24 Introducing Giuseppe Caltabiano, Senior Marketing Director at AVK
2:03 The Career Journey to Senior Marketing Director at AVK
4:32 Schneider Electric, Content Marketing, Channel Partner Field Events at American Power Conversion (APC)
9:40 AVK’s Data Center Marketing Infusing More Aggressive B2B SaaS Marketing and Brand Refresh
18:58 Advice for Entry-Level Data Center Careers in Marketing, Sales, Product, and Channel
24:53 Data Center Go-to-Market for Self-Driven Buyer’s Journey and Increasing Role of Marketing
32:54 Data Center Thought Leadership, Sales Enablement, and Marketing Leadership
40:37 Data Center Sales and Marketing Alignment: Educating and Building Trust
42:15 Collaborating with Data Center Spokespersons, Thought Leaders, and Subject Matter Experts
44:32 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)
45:09 Advice for Mid-Career Data Center Professionals and Former Coworkers (and SaaS Marketing Career Learnings)
56:17 Biggest Data Center Marketing Mistakes: Branding Foundation, Diagnosis, and Strategy Before Execution
68:14 Data Center Sales and Marketing Integration: Subject Matter Expert Interviews and Thought Leadership Content Teams
72:01 AVK CEO Company Culture and Executive Leadership Team Strongly Supporting Marketing and Branding Collaborations
75:24 The Future of Data Center Marketing: Strategic Narrative, Go-to-Market, and Increasing Marketer’s Role
79:23 Giuseppe Caltabiano (Connect with on LinkedIn) and AVK (Follow on LinkedIn, Website, and YouTube)
81:03 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)
#datacentergtm #dcsmi #datacenters #datacentermarketing #datacenterbrand #datacentercareers #datacenterindustry #avk #datacentersolutions #datacentersales #colocation #hyperscale #edge #digitalinfrastructure
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Saknas det avsnitt?
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https://www.dcsmi.com/workbook Download Workbook from Data Center Go-to-Market 2025 Jumpstart
https://www.dcsmi.com/newsletter Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)
In episode #69 of the Data Center Go-to-Market Podcast, you’ll learn the strategies and tactics needed to modernize your data center lead generation efforts. You'll discover how to avoid the "vendor box" and position your team as trusted advisors, the importance of cross-functional collaboration on game-changing campaigns, and proven methods for measuring and iterating your lead gen programs over time.
Feinberg also shares insights on leveraging LinkedIn to reach key decision-makers, involving your sales team in content creation, and prioritizing accounts based on economic value.
Whether you're a seasoned data center marketer or sales professional, or just getting started, this episode is packed with actionable advice to help you generate higher-quality leads and accelerate the sales cycle.
0:00 Welcome to Day Two of Data Center Go-to-Market 2025 Jumpstart
0:39 Recap of Day One of Data Center Go-to-Market 2025 Jumpstart
2:02 Agenda for Day Two of Data Center Go-to-Market 2025 Jumpstart
3:14 Introducing Joshua Feinberg, CEO at DCSMI
4:55 Data Center Lead Generation 101
5:05 What's your biggest lead generation challenge?
5:43 Agenda for Data Center Lead Generation 101
7:15 Modernize Your Lead Generation Strategy
15:22 Provide the Right Kinds of Incentives
20:33 Overcome the Sales Stigma and Escape from the Vendor Box
22:23 Collaborate on Game-Changing Lead-Generation Campaigns
27:23 Accelerate the Sales Cycle
31:01 Focus Your Attention on the Most Impactful Lead-Generation
35:06 Measure What’s Still Measurable and Iterate
36:56 What's your biggest takeaway from Data Center Lead Generation 101?
39:59 Special Bonus Section Break
41:17 Brandon Peccoralo, VP of Sales, Voltage Park (formerly Head of BDR at DataBank) (The Future of Data Center Sales)
48:05 Cecilia Hjertzell, Chief Sustainability and Marketing Officer, T.Loop (The Future of Data Center Marketing)
54:16 What's your biggest takeaway from Brandon Peccoralo and Cecilia Hjertzell?
54:55 Data Center Lead Generation 201 (Getting to Decision Makers and Larger Sales)
55:05 What’s your biggest challenge with getting to decision-makers and larger sales?
56:33 Agenda for Data Center Lead Generation 201
57:02 Get Your LinkedIn Profile and Company Page Ready for Decision Makers
59:38 Grow Your LinkedIn Connections at Your Target Accounts
62:56 Spread Your Thought Leadership at Your Target Accounts
67:16 Attract the Decision-Making Committee for Larger Sales
75:20 Improve Lead Generation from Your Target Accounts
86:11 Close Larger Sales from the Decision-Making Committee
90:05 Expand Your Relationship with Decision Makers at Your Target Accounts
93:47 What’s your biggest takeaway from Data Center Lead Generation 201 (Getting to Decision Makers and Larger Sales)?
94:24 Special Bonus Section Break
95:14 Jonathan Evans, Director, Total Data Centre Solutions (Future of Data Center Sales, Marketing, Conferences)
100:55 Inese Pētersone, Data Center Product Line Manager, Delska (The Future of Digital Infrastructure Product Management)
103:54 What’s your biggest takeaway from Jonathan Evans and Inese Pētersone?
104:18 Data Center Lead Generation 301
104:28 What’s holding you back from crushing your lead generation goals?
104:52 Use the Right Terminology: Leads vs. Sales Opportunities
107:13 Transform Strangers into Known Leads
110:02 Reboot Your Positioning
112:08 Exchange Value (Deposit Into the Relationship Account)
114:14 Turn Your Website Into a Lead Generation Factory (For the AI Factory Era)
118:22 What’s your biggest takeaway from Data Center Lead Generation 301?
118:48 Recap of Day Two of Data Center Go-to-Market 2025 Jumpstart?
119:07 Preview of Day Three of Data Center Go-to-Market 2025 Jumpstart?
119:18 Joshua Feinberg (Connect with on LinkedIn) and DCSMI (Follow on LinkedIn and Website)
#datacentergtm #dcsmi #datacenters #datacenterleads #datacentermarketing #datacentersales
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https://www.dcsmi.com/newsletter Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)
In episode #68 of the Data Center Go-to-Market Podcast, host Joshua Feinberg sits down with industry leaders Stefan Frenzel and David G. to discuss the evolving data center landscape. Learn how Stefan’s and David's diverse backgrounds led them to become champions of sustainability and decarbonization in the sector. Discover the urgency for data centers to address challenges like AI, EVs, and grid capacity, and explore strategies for attracting young talent, especially women, to the industry. Gain insights on how consultants like Stefan and David advise companies to adapt their business models and embrace new technologies like liquid cooling and heat reuse. This episode is a must-watch for anyone interested in the future of the data center industry.
0:00 Coming up In this episode of the Data Center Go-to-Market Podcast
0:59 Introducing Stefan Frenzel, Managing Director at DME and David G., Consultant at Impleon
1:29 Stefan Frenzel's Career Journey to Managing Director of DME and OCP Foundation (Open Compute Project)
2:55 David G.’s Career Journey to Impleon, Data Center Decarbonization, Sustainability, Heat Reuse, and Cooling
5:10 Digital Infrastructure Innovation and Global Ecosystems to Decrease Data Center’s Scope 3 CO2 Emissions
7:47 AI Carbon Production and Data Center Energy Usage with Sustainable Digitalization Standards
9:59 Data Center Industry Consuming Lots of Energy and Utility Grid and Water Constraints
11:53 Data Center Entry-Level Career Advice and Recruiting More Women into Data Center Jobs
23:22 Data Center Mid-Career Advice for a Rapidly Changing AI-Centric Industry
29:18 Role Models for Green, Sustainable Data Center Sites | Scope 3 Reporting Tools
31:21 Comparing Air-Cooled Data Centers vs. New Liquid-Cooled Data Centers (Driving Career Choices)
36:46 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)
37:23 Data Centers Built Where Low Land and Energy Costs, But Too Far to District Heating Grid
37:44 Underground Data Centers with IT Heat Digital Boilers
39:28 Data Center Operator as Utility Power Grid Contributor and Heat as Asset | Already Exists in France
43:19 Data Centers and Net Zero Carbon Emission Targets for Cities (Urban Areas Where Heat Needed)
44:56 Biggest Data Center Industry Mistakes: Missing Social, Environmental, and Circular Economy Pillars
49:48 Biggest Hyperscale Data Center Mistakes: Real Emissions Much Higher Than Declared
54:10 The Future of Data Center Consultants, Advisors, Communities, and Conferences
56:53 The Future of Data Center Consulting on Sustainability, Circular Economy, and Decarbonization
60:34 AI for Content Creation: ChatGPT, Video Recording Summaries
62:07 Favorite Tools: Client-Preferred Video Tools, LinkedIn (Sales Navigator), Email, and PowerPoint
67:35 Others to Interview: Julie Bolthouse, Elena Schlossberg, Deborah Andrews, John Laban, Henrik Borling
71:44 Stefan Frenzel (Connect with on LinkedIn) and DME (Follow on LinkedIn, Website, and YouTube)
72:32 David G. (Connect with on LinkedIn) and Impleon (Follow on LinkedIn, Website, and YouTube)
74:38 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)
#datacentergtm #dcsmi #ai #aicarbonproduction #businessadaptation #circulareconomy #colocation #datacenter #datacenteradvice #datacenterbuilding #datacenterconstruction #datacenterconsultants #datacenterdecarbonization #datacenterenergy #datacenterindustry #datacentercareer #datacentermarketing #datacenteroperator #datacentersiteselection #datacentersolutions #decarbonization #digitalinfrastructure #edge #futureofdatacenter #heatreuse #hyperscale #impleon #liquidcooling #opencomputeproject #scope3 #stefanfrenzel #sustainability #sustainabledatacenters #technologyinnovation #utilitygrid #utilityintegration #urbanplanning
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https://www.dcsmi.com/workbook Download Workbook from Data Center Go-to-Market 2025 Jumpstart
https://www.dcsmi.com/newsletter Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)
In episode #67 of the Data Center Go-to-Market Podcast, host Joshua Feinberg provides a comprehensive overview of essential data center go-to-market strategies. You'll learn how to adapt your sales process to support the modern buyer's journey, build a balanced go-to-market team, create relevant and competitive content using a video-first approach, and effectively market and sell to CTOs and CIOs. Gain insights from industry leaders on the evolving data center landscape and discover actionable tactics to position your company as a trusted advisor and subject matter expert. Don't miss this must-watch episode for data center sales, marketing, and go-to-market professionals.
0:00 Welcome to Day One of Data Center Go-to-Market 2025 Jumpstart
0:33 Introducing Joshua Feinberg, CEO at DCSMI
4:20 Agenda for Day One of Data Center Go-to-Market 2025 Jumpstart
4:55 Data Center Go-to-Market 101
6:12 What's your biggest go-to-market challenge?
6:54 Adapt Your Sales Process
12:10 Build Your Team
17:30 Connect the Dots
20:15 Get on the Radar Screen of the Right Buyers
26:15 Plan, Create, and Distribute Your Content
31:25 What's your biggest takeaway from Data Center Go-to-Market 101?
32:18 Special Bonus Section Break
33:36 Patricia Alvina, Sales Manager ASEAN, at Siemens (Future of Sales in Data Center and Digital Infrastructure)
41:19 Jon Clayton, Enterprise Account Manager at Blancco Technology Group (Future of Enterprise Account Managers)
44:40 What's your biggest takeaway from Patricia Alvina and Jon Clayton?
46:48 Data Center Sales Has Changed: Is Your Team Living In The Past?
47:00 What's your biggest sales challenge?
47:22 Agenda for Data Center Sales Has Changed: Is Your Team Living In The Past?
47:43 Prepare for Today’s Data Center Leads
55:05 Rethink How Data Center Sales Teams Prioritize
61:06 Reinvent Data Center Sales Professionals to Thrive in the AI Era
70:19 What's your biggest takeaway from Data Center Sales Has Changed: Is Your Team Living In The Past?
71:11 Special Bonus Section Break
72:28 David Rapoport, Chief Business Development Officer at ASOTO (Changing Role of a Chief Business Development Officer)
74:58 Viggy Hegde, Vice President of Marketing at Compu Dynamics (Future of Data Center Marketing)
80:14 What's your biggest takeaway from David Rapoport and Viggy Hegde?
80:54 How to Market and Sell to CTOs and CIOs (for Data Center Go-to-Market Professionals)
81:21 What's your biggest marketing and sales challenge with CTOs and CIOs?
81:58 Agenda for How to Market and Sell to CTOs and CIOs
82:27 Get Up to Speed on the State of CTOs and CIOs
90:56 Prepare Your Team for Today's Buyers
93:24 Engage Buyer Persona: CTO/CIO Oscar
97:40 What's your biggest takeaway from How to Market and Sell to CTOs and CIOs?
97:54 Recap of Day One of Data Center Go-to-Market 2025 Jumpstart
98:29 Preview of Day Two of Data Center Go-to-Market 2025 Jumpstart
98:59 Preview of Day Three of Data Center Go-to-Market 2025 Jumpstart
99:16 What's your biggest takeaway from Day One of Data Center Go-to-Market 2025 Jumpstart?
99:28 What’s the video-first version of a whitepaper?
104:12 Joshua Feinberg (Connect with on LinkedIn) and DCSMI (Follow on LinkedIn and Website)
#datacentergtm #dcsmi #cio #colocation #cto #datacenter #datacenterindustry #datacenterleads #datacentermarketing #datacentersales #datacentersolutions #digitalinfrastructure #edge #hyperscale
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https://www.dcsmi.com/newsletter Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)
In episode #66 of the Data Center Go-to-Market Podcast, host Joshua Feinberg sits down with Greg Ratcliff, the Chief Innovation Officer at Vertiv. Greg shares his unique career journey and insights into Vertiv's innovation process, from technology transfer to collaboration with industry organizations. Listeners will gain valuable advice for early-career and mid-career professionals looking to enter or advance in the data center industry. Greg also discusses the sector's major challenges, including power and water constraints, and how Vertiv is leveraging AI to improve efficiency. This episode is a must-watch for anyone interested in the future of digital infrastructure and critical facilities.
0:00 Coming up In this episode of the Data Center Go-to-Market Podcast
0:50 Introducing Gregory Ratcliff, Chief Innovation Officer at Vertiv
1:11 The Career Journey to Chief Innovation Officer at Vertiv
2:33 The Difference Between Innovation and Engineering at Vertiv (And the Technology Handoff)
3:33 Lithium Batteries and Liquid Cooling in Data Centers (From Idea to a Vertiv Product)
5:00 Innovation Management Organizations: Innov8rs and UIDP (University-Industry Demonstration Partnership)
7:15 Advice on Entry-Level Data Center Jobs and Career Paths
9:26 Advice to Mid-Career Digital Infrastructure Professionals on the Data Center Ecosystem
12:12 How Military, Banking, Finance, Aviation, and STEM Drive the Data Center Engineering Talent Pipeline for Vertiv
15:04 Biggest Data Center Industry Challenges and Mistakes Being Made in Metro Areas by Big Data Center Developers
17:16 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)
17:53 Geographic Differences in Data Center Energy Management with Water and Power Constraints
19:56 Rethinking How to Measure Data Center Efficiency
20:56 The Future of Chief Innovation Officers at Vertiv in the Data Center Ecosystem (Planning and Strategy)
22:53 What Drives Vertiv’s Innovation Pipeline (Gina O'Connor at RPI: Scouts and Liasons)
26:48 AI Impact: Grammarly, Specialized Tools (IP Patent Searching), Perplexity Showing Sources
30:02 AI Coding Pilots at Vertiv | More Projects and Releasing Products Faster
32:29 Infrastructure Masons: Santiago Suinaga and Dean Nelson
33:06 Gregory W. Ratcliff | Connect with on LinkedIn, and Follow on LinkedIn and X with #innovation #Vertiv
34:28 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)
#dcsmi #datacentergtm #criticalfacilities #datacenter #datacentercareer #datacenterefficiency #datacenterenergy #datacenterengineering #datacenterindustry #datacenterinnovation #datacenterplanning #datacenterpower #datacenterstrategist #datacentertechnology #digitalinfrastructure #innov8rs #innovation #techleadership #uidp #vertiv
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https://www.dcsmi.com/newsletter Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)
In episode #65 of the Data Center Go-to-Market Podcast, you’ll learn proven strategies to overcome commoditization and fill your colocation data center space. Discover how to adapt your sales and marketing approach to the changing buyer preferences, including leveraging thought leadership content, events, and building relationships across the full decision committee. Gain insights on pivoting your business model to focus more on technology services versus real estate. This episode is a must-watch for data center sales and marketing professionals looking to drive more qualified leads and close more deals.
0:00 Coming up In this episode of the Data Center Go-to-Market Podcast
0:18 Introducing 10 Ways for Colocation Data Centers to Find the Right Niches and Avoid Commoditization
1:10 How to improve colocation data center lead generation and lead qualification
5:58 How to fill and expand data center space
13:16 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)
13:54 How to sell IT asset disposition (ITAD) to data center decision-makers
20:02 How to close colocation data center deals when struggling with commoditization
25:52 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)
#datacentergtm #dcsmi #datacenter #datacentersales #datacentermarketing #colocationdatacenter #datacentersolutions #colocation #hyperscale #edge #digitalinfrastructure #itassetdisposition #itad
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https://www.dcsmi.com/newsletter Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)
In episode #64 of the Data Center Go-to-Market Podcast, Joshua Feinberg interviews Jeremy Coyle, an account manager at MSA (Management Science Associates) in Pittsburgh. Jeremy shares his unique career journey from telecommunications to the data center industry, highlighting the advantages of working for a mid-sized provider with the resources of a larger organization. Viewers will learn strategies for building a successful sales career in digital infrastructure, including the importance of becoming a subject matter expert, adapting to emerging technologies like AI and robotics, and engaging with the local community. This episode also provides insights into the challenges and opportunities of selling colocation services, as well as the productivity tools and techniques used by an experienced sales professional.
0:00 Coming up In this episode of the Data Center Go-to-Market Podcast
0:33 Introducing Jeremy Coyle, Account Manager at Management Science Associates
0:57 Career Journey to Colocation Data Center Sales as an Account Manager for MSA
2:15 From Telecommunications Carrier Sales to Colocation Sales
3:16 How Selling Colocation to the CTO, CIO, and CISO Has Changed
4:12 Advice on Entry-Level, Client-Facing, Digital Infrastructure Colocation Jobs
7:33 Mid-Career Advice for Data Center Sales Professionals Needing a Reset
9:31 Colocation vs. Telecommunications Average Deal Size, Sales Cycle Length, and Contract Length
11:11 Selling Colocation to Pittsburgh Robotics Startups and Scaleups with AWS Direct Connect
14:44 Biggest Digital Infrastructure Cost Challenges with NVIDIA GPUs
16:23 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)
17:00 Future of Sales for Colocation Data Center Providers with Marketing, Infrastructure, and Power
17:54 MSA Colocation Sales Team of One with Resources of 500+ Person Data Analytics Company
21:18 Moneyball Lessons from the Consumate Utility Player in Colocation Data Center Sales
23:03 AI Impact as a Colocation Account Manager with Power and Cooling Capabilities
25:33 Pittsburgh Robotics Community Event and Three Mile Island Nuclear Power Conversations
28:55 Hosting Local Tech Events in MSA Facilities for Marketing, Brand Awareness, and Community Support
32:06 Favorite Tools for Data Center Account Management
35:48 Jeremy Coyle (Connect with on LinkedIn) and Management Science Associates (Follow on LinkedIn and Website)
37:05 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)
#datacentergtm #dcsmi #colocation #datacentersales #datacentermarketing #digitaltransformation #ai #robotics #pittsburgh #telecommunications
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https://www.dcsmi.com/newsletter Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)
In episode #63 of the Data Center Go-to-Market Podcast, you’ll learn proven strategies for growing your data center solutions, asset liquidation, safety, and immersion cooling businesses. Discover how to increase brand awareness, position your team as trusted advisors, connect with key decision-makers, and leverage educational content to dominate your market. Whether you're a data center operator, technology provider, or facilities expert, you'll walk away with actionable insights to accelerate your company's growth.
0:00 Coming up In this episode of the Data Center Go-to-Market Podcast
1:00 Introducing Joshua Feinberg, CEO at DCSMI
2:54 Agenda for Data Center Go-to-Market, Sales, and Marketing Q&A #21
4:21 How a data center solutions provider can increase awareness
17:38 How to prove that you're a data center subject matter expert and trusted advisor
31:47 How a data center asset liquidation and demolition company can get connected to decision-makers
44:27 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)
45:27 How a global data center safety provider can find clients
54:09 How to start a data center business
64:45 Growing a data center commissioning business as a service delivery manager
69:54 How to grow immersion cooling business within data center and high-performance computing environments
82:42 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)
#datacentergtm #dcsmi #datacenters #datacentermarketing #datacentersales #immersioncooling #datacentersolutions #highperformancecomputing #hpc #datacentercommissioning #datacentersafety #datacenterassetliquidation #datacenterdemolition #datacenterdecommissioning #colocation #hyperscale #edge #digitalinfrastructure
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https://www.dcsmi.com/newsletter Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)
In episode #62 of the Data Center Go-to-Market Podcast, industry veteran Emil Sayegh shares his expertise on the evolving challenges and opportunities in the digital infrastructure space. Learn strategies for simplifying complex concepts, communicating the benefits of data centers, and attracting top talent. Discover how to navigate the public cloud vs. private cloud debate, leverage AI to enhance professional networking, and implement flexible hybrid work models. Whether you're a data center operator, sales and marketing professional, or aspiring industry newcomer, this episode provides actionable insights to drive growth and innovation.
0:00 Coming up In this episode of the Data Center Go-to-Market Podcast
0:59 Introducing Emil Sayegh, Serial Tech and Data Center CEO at Profit Growth Insights
1:37 Career Journey to CEO in Digital Infrastructure and Managed Services
3:20 Public Cloud and SaaS GTM vs. Private Cloud vs. Premise-Based Client/Server (and Virtualization)
6:20 Career Advice for Entry-Level, Client-Facing AI, Data Centers, and Digital Infrastructure Jobs
11:00 How Changes in Data Center Designs Bring More Architecture and Industrial Construction Jobs
13:12 Role of Data Center Marketing and Go-to-Market for Building Trust with Community Stakeholders
15:33 Why Edge Data Centers: EV, Smart Cities, AI and Closing the Education Gap with Politicians and General Public
18:41 Mid-Career Advice for Data Center Professionals Pivoting into Adjacent, Lateral Job Opportunities
21:42 Addressing Data Center Recruiting and Retention Talent Shortages and Cross-Training
26:23 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)
27:00 Upskilling with Data Center Technology Training and Mobility Within Companies
29:27 From Data Center Sales (AE, AM, or TAM) to Solution Architect or Product Manager
32:29 Addressing Data Center Power Scarcity Challenges Without Overbuilding Data Center Capacity
35:20 Purpose-Built Data Centers vs. Repurposing Existing Legacy Data Centers
36:57 Remote vs. Hybrid vs. On-Site Jobs in Digital Infrastructure, Data Centers, or Managed Services
40:41 Data Center Operator Sales AE Jobs, Data Center Tours, Co-Worker Fairness, and Company Culture
44:43 LinkedIn as the Always-On Trade Show with AI Writing and Editing Support
49:36 Building a Personal, Professional Data Center Brand on LinkedIn as a Thought Leader
51:31 Emil Sayegh (Connect with on LinkedIn) and Profit Growth Insights (Website)
53:54 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)
#dcsmi #datacentergtm #ai #cloudcomputing #datacenters #datacareers #datacentersindustry #datacentermarketing #datacentersales #digitalinfrastructure #edge #managedservices
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https://www.dcsmi.com/newsletter Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)
In episode #61 of the Data Center Go-to-Market Podcast, you’ll learn proven strategies to grow your data center business. Discover how to identify the right target customers for a telecommunications provider, reach decision-makers as a data center marketing consultant, and leverage a digital infrastructure investment firm to impact sales cycles. Get tips on driving cloud adoption, uncovering unmet market needs, and building brand awareness as a BIM startup. Whether you're in sales, marketing, or a data center executive, this episode is packed with actionable insights to elevate your go-to-market approach.
0:00 Coming up In this episode of the Data Center Go-to-Market Podcast
0:56 Introducing Joshua Feinberg, CEO at DCSMI
2:14 Agenda for Data Center Go-to-Market, Sales, and Marketing Q&A #20
3:28 How a telecommunications company can find the right data center customers
13:43 How a data center marketing and sales consultant reaches decision-makers
23:13 How a digital infrastructure investment firm can impact sales cycles for data center business
28:09 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)
29:18 How can a data center hosting, connectivity, and cloud provider get clients to move to the cloud
38:32 How a data center wire and cable company can Identify and address market needs
46:51 How building information modeling (BIM) startups gain brand awareness in the data center industry
56:45 Joshua Feinberg (Connect with on LinkedIn) and DCSMI (Follow on LinkedIn and Website)
57:32 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)
#datacentergtm #dcsmi #bim #buildinginformationmodeling #cloudadoption #cloudprovider #connectivity #datacenter #datacentercabling #datacentermarketing #datacentersales #datacenterwiring #digitalinfrastructure #digitalinfrastructureinvestment #hosting #infrastructureinvestment #telecommunications
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https://www.dcsmi.com/newsletter Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)
In Episode #60 of the Data Center Go-to-Market Podcast, Eckart Zollner of Digital Parks Africa shares invaluable insights on navigating the complex sales journey in the data center industry. You'll learn strategies for building trust with prospects, differentiating your services, and adapting to changing customer needs. Eckart emphasizes the importance of understanding both your own offerings and your customers' businesses, as well as the need to develop technical expertise within your sales and marketing teams. This episode is a must-watch for anyone looking to elevate their data center sales and marketing efforts.
0:00 Coming up In this episode of the Data Center Go-to-Market Podcast
0:52 Introducing Eckart Zollner, Business Development at Digital Parks Africa
1:26 Journey to Business Development for Data Center Operator in South Africa
3:25 How Data Center Sales is Changing to Be Much More Consultative (Trusted Advisor)
6:53 Data Center Decision-Makers, Decision Committees, Buyer's Journeys, and Other Stakeholders
10:22 Data Center Marketing Partnering with SDR/BDR and AE Teams for Brand Visibility and Building Trust
13:37 How Data Center Branding and Differentiation Has Changed in Today’s Marketplace to Be More Educational
16:47 Data Center Operator Differentiation to Move Upmarket and Protect Pricing/Margins
18:25 South Africa Data Centers: Hyperscalers, Global Enterprises, Outsourced Premises, Hybrid and Private Cloud
21:18 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)
21:55 Data Center Career Advice for Entry-Level Jobs and Students
26:10 Onboarding New Hires at Digital Parks Africa for a Multi-Skilled Data Center Environment
29:21 Understanding Data Center Clients’ Timelines
31:09 Data Center Clients’ Different Motivations: Industry-Specific Solutions and Communities/Ecosystems
36:15 The Future of Data Center Sales/Business Development: Partnerships, Globalization, Data Sovereignty
41:08 Eckart Zollner (Connect with on LinkedIn) and Digital Parks Africa (Follow on LinkedIn and Website)
42:05 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)
#dcsmi #datacentergtm #datacenterbusiness #datacentercareers #datacenterdecisionmakers #datacenterdifferentiation #datacentereducation #datacentergotomarket #datacentermarketing #datacenteroperations #datacenteroutsourcing #datacenterpricing #datacenterrevenue #datacenterroles
#datacentersales #datacenterservices #datacentertalent #datacentertrends #hybridcloud #privatecloud
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In episode #59 of the Data Center Go-to-Market Podcast, Joshua Feinberg shares essential strategies for reaching and connecting with data center decision-makers in today's self-propelled buyer's journey. You'll learn how to develop buyer personas, create a content strategy to position your sales team as trusted experts, explore effective collaboration opportunities, evaluate the feasibility of starting a hosting or cloud company, and improve your company's branding and messaging. Upskilling your sales team to have insightful, consultative conversations is also highlighted as a key to success. Don't miss these actionable insights for elevating your data center sales and marketing efforts.
0:00 Coming up In this episode of the Data Center Go-to-Market Podcast
0:38 Introducing Data Center Sales Has Changed: Is Your Team Living In The Past? (Joshua Feinberg, CEO at DCSMI)
1:43 How to reach data center decision-makers
8:16 Data center channel partner sales metrics for collaboratively aligning with others
13:23 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)
14:04 How to connect with data center decision-makers
18:35 Niche cloud service providers (CSP) and cloud hosting business model viability
21:40 How to improve data center branding and messaging
25:55 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)
#datacentergtm #dcsmi #datacenters #datacentersales #datacentermarketing #cloudhosting #datacentersolutions #colocation #hyperscale #edge #digitalinfrastructure -
https://www.dcsmi.com/newsletter Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)
This special bonus episode of the Data Center Go-to-Market Podcast provides a unique opportunity to hear from 11 industry leaders on the future of data center sales, marketing, product management, and strategy. You'll discover the evolving role of sales professionals, the shift towards hybrid data centers, the growing importance of digital tools and innovative marketing approaches, the value of multi-faceted expertise, the transition of sales towards a more consultative model, and the impact of AI on data center infrastructure. Whether you're a sales, marketing, or product professional in the data center industry, this episode is packed with actionable insights and strategies to help you stay ahead of the curve. Don't miss this chance to gain a competitive edge!
0:00 Coming up In this episode of the Data Center Go-to-Market Podcast
0:22 Introducing Joshua Feinberg, CEO at DCSMI
2:44 The Future of Sales in Data Center and Digital Infrastructure (Patricia Alvina at Siemens)
10:33 The Future of Enterprise Account Managers In and Around Data Centers (Jon Clayton at Blancco Technology Group)
14:07 The Changing Role of a Chief Business Development Officer in Power Generation and Energy Storage (David Rapoport at ASOTO)
16:42 The Future of Data Center Marketing: Staying Current and Highly Visible While Proactively Educating Communities (Viggy Hegde at Compu Dynamics)
22:11 The Future of Data Center Sales (and Future-Proofing Your Career) (Brandon Peccoralo at Voltage Park)
28:58 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)
29:41 The Future of Data Center Marketing (Cecilia Hjertzell at T.Loop)
36:03 The Future of Data Center Sales, Marketing, and Conferences (Especially For Colocation Operators) (Jonathan Evans at Total Data Centre Solutions)
41:47 The Future of Digital Infrastructure Product Management (Inese Pētersone at Delska)
45:01 How Data Center Sales and Marketing Are Changing (Ian McClarty at PhoenixNAP)
49:59 The Future of Sales and Customer Success Roles (Tsafrir Lahav at AimBetter)
57:19 Future of Marketing and AI in Data Centers (Emily Newman at NJFX)
60:10 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)
#DCSMI #DataCenterGTM #DataCenters #DataCenterMarketing #DataCenterSales #DataCenterStrategy #DataCenterTrends #DataCenterIndustry #FutureofDataCenters #Colocation #Hyperscale #Edge #DigitalInfrastructure
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In episode #58 of the Data Center Go-to-Market Podcast, host Joshua Feinberg sits down with Pierre Ellow, the European Business Development Manager at Pronomic. Pierre shares his unique career journey from material handling to the data center industry, providing valuable insights into the complexities and evolving challenges of data center equipment and logistics. Viewers will learn about the diverse stakeholders involved, the growing importance of safety and ergonomics, and strategies for adapting to market changes. This episode offers a fascinating look at an often overlooked, yet critical, aspect of the data center ecosystem.
0:00 Coming up In this episode of the Data Center Go-to-Market Podcast
0:40 Introducing Pierre Ellow, BDM Business Development Manager Data Centre at Pronomic Data Center
1:09 Journey from Material Handling to Data Center Equipment Ergonomics
3:35 Career Advice for Entry-Level Data Center and Material Handling Career Paths
8:28 Data Center Infrastructure Managers, Equipment Moving, Late Stages of Commissioning, Crash Carts, and Material Handling
10:47 Data Center Sales Techniques and Go-to-Market Approach for Decision-Makers and Other Contacts
12:17 Selling to Data Center Commissioning Companies vs. Equipment Replacement (Infrastructure Managers and Site Managers)
13:33 Selling to Data Center Risk Managers / HR (Preventing Workplace Injuries) and Social Aspect of Material Handling
17:22 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)
18:00 Biggest Challenges with Data Center Equipment Ergonomics and Material Handling
21:19 Moving AI Data Center Servers: Liquid Cooling Impact, Financial Investment, Equipment Weight
23:33 Hyperscale vs. Edge Data Center Equipment Moving and Material Handling
24:32 Data Center Equipment Moving Lifecycle, Maintenance, and Local Presence
28:27 The Future of Data Center Business Development
32:34 Pierre Ellow (Connect with on LinkedIn) and Pronomic Data Center (Follow on LinkedIn and Website)
35:57 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)
#datacentergtm #dcsmi #datacenters #datacenterequipment #materialhandling #datacenterlogistics #datacentersafety #datacentertechnology #datacentersales #datacentermarketing
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https://www.dcsmi.com/newsletter Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)
In episode #57 of the Data Center Go-to-Market Podcast, you’ll learn proven strategies to grow your business, no matter your role in the data center ecosystem.
Discover how to define your ideal client profile and buyer personas, conduct research to understand their goals and challenges, and develop a content and events strategy to position your company as the go-to experts.
Get insights on targeting the right geographic markets and company sizes for data center maintenance, colocation, construction, and decommissioning services.
Plus, learn how to leverage content and customer marketing to establish your green data center business as a sustainability leader.
Don't miss these actionable tips to elevate your sales, marketing, and go-to-market efforts.
0:00 Coming up In this episode of the Data Center Go-to-Market Podcast
0:50 Introducing Joshua Feinberg, CEO at DCSMI
2:26 Agenda for Data Center Go-to-Market, Sales, and Marketing Q&A #19
3:19 How cable management companies can get to IT contacts in data centers
14:51 How a data center and critical infrastructure maintenance company can grow its client pool
26:58 How a colocation data center plans for revenue growth
37:36 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)
38:13 How can data center construction and infrastructure company improve its branding
49:14 How to generate data center decommissioning projects
58:18 How a green data center business can reach out to customers
63:58 Joshua Feinberg (Connect with on LinkedIn) and DCSMI (Follow on LinkedIn and Website)
64:29 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)
#datacentergtm #dcsmi #colocation #colocationdatacenter #datacenter #datacenterconstruction #datacenterdecommissioning #datacentermaintenance #datacentermarketing #datacentersales #datacentersolutions #digitalinfrastructure #greendatacenters
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In episode #56 of the Data Center Go-to-Market Podcast, host Joshua Feinberg sits down with Benjamin Myers, a National Account Sales Executive at DH Pace. Ben shares his unique perspective on the data center industry, having transitioned from the physical security space.
Listeners will learn about the key stakeholders involved in data center projects, strategies for consolidating and standardizing specifications to reduce complexity, and the critical importance of physical security in maintaining uptime. Ben also provides insights on the evolving role of owner-operators in the supply chain, as well as the future trends and challenges facing the industry.
This episode is a must-watch for anyone interested in the data center sales and marketing landscape.
0:00 Coming up In this episode of the Data Center Go-to-Market Podcast
0:35 Introducing Benjamin Myers, National Accounts Sales Executive at DH Pace Company
1:18 From Physical Security Sales to Data Center Sales
3:01 Selling to Data Center Owner-Operators, Architects, and GCs for Hyperscale and Colocation
5:04 Rapid Pace of Data Center Construction, Physical Security, and Temperature Control
7:28 Advice to Students Considering Sales Careers in B2B Tech and Critical Facilities
12:21 Specializing in Data Center, Critical Facilities Sales to Owner-Operators, Architects, and GCs
13:03 Biggest Physical Security Mistakes in Data Centers and Digital Infrastructure Facilities
15:40 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)
16:17 Standardizing Data Center Facilities' Supply Chains Around Physical Security and Energy Savings
19:22 Comparing Data Center Construction vs. Retrofits with Data Center Owner/Operators, Architects, GCs, and Manufacturers
20:48 Networking with Other Data Center Sales Professionals
22:31 DH Pace’s Data Center GTM Team: Estimating, Bidding, Projects, Shipping, Warehousing, Post-Construction, Facilities
23:58 Data Center Client Stakeholders: New Construction Project Managers, Designers, Architects, Post-Construction Facilities Maintenance
26:09 Biggest Challenges Selling Data Center Physical Security and Critical Facilities Supply Chain Services
27:56 Future of Data Center Sales to Owner/Operators: Controlling More Supply Chain for Cost and Uptime
29:55 How Data Center General Contractors (GCs) Can Reinvent Themselves and Avoid Commoditization
33:59 Benjamin Myers (Connect with on LinkedIn) and DH Pace Company (Follow on LinkedIn and Website)
35:55 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)
#datacentergtm #dcsmI #datacenterarchitect #datacenterdowntime #datacenterenergy #datacenterfacilities #datacenterindustry #datacentermaintenance #datacentermarketing #datacenterowneroperators #datacenterphysicalsecurity #datacenterprojectmanagement #datacenters #datacentersales #datacentersupplychain #datacentersustainability #physicalsecurity #technologysales
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In episode #55 of the Data Center Go-to-Market Podcast, host Joshua Feinberg covers essential strategies for sales and marketing professionals in the data center industry. You'll learn how to define an ideal client profile and buyer personas for hyperscale, telecommunications, fiber optic, colocation, and power solutions providers. Discover how to align sales and marketing teams, leverage thought leadership content and events, and transition client-facing roles to operate as consultative experts. This episode is packed with actionable insights to elevate your go-to-market approach and drive more business.
0:00 Coming up In this episode of the Data Center Go-to-Market Podcast
0:58 Introducing Joshua Feinberg, CEO at DCSMI
1:59 Agenda for Data Center Go-to-Market, Sales, and Marketing Q&A #18
2:44 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)
3:18 How to create a go-to-market strategy for a hyperscale data center operator
21:19 How a multi-channel telecommunications consultancy can refine its ideal client profile (ICP)
31:01 How a micro-grid and renewable energy provider for data centers can find new clients to talk to
39:08 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)
40:17 How a fiber optic network solutions provider can get more new clients
48:13 How a colocation provider can improve lead generation
56:56 How a data center power solutions provider can create more awareness
62:56 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)
#dcsmi #datacentergtm #colocation #datacenterindustry #datacentermarketing #datacenters #datacenterpower #datacentersales #datacentersolutions #digitalinfrastructure #fiberoptic #fiberopticnetwork #hyperscale #hyperscaledatacenter #microgrid #renewableenergy #telecommunications
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https://www.dcsmi.com/newsletter Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)
In episode #54 of the Data Center Go-to-Market Podcast, Gabe Andrews shares his unique career journey from the IT side to the sales side of the industry. Gabe provides valuable advice for both early-career and mid-career professionals, emphasizing the importance of finding fulfillment in your work and not just chasing titles. He also discusses key challenges facing the data center industry, such as the need to ask "why" more often and the growing importance of collaboration among diverse industry players. Listeners will gain valuable insights into the future trends shaping the data center market, including the shift towards tight-knit vendor partnerships. This episode is a must-watch for anyone looking to thrive in the dynamic world of data centers.
(When this podcast episode was recorded, Gabe Andrews was Director of High-Density Infrastructure at Wesco Data Center Solutions.)
0:00 Coming up In this episode of the Data Center Go-to-Market Podcast
0:45 Introducing Gabe Andrews, Vice President of Operations at Nautilus Data Technologies (formerly Director of High-Density Infrastructure at Wesco Data Center Solutions)
1:15 The Career Journey to Selling High-Density Infrastructure and Data Center Solutions
4:54 From Data Center Operations/Technologist to Consultative Data Center Solutions Sales
7:39 What Data Center Clients Want During the Sales Process
12:31 Advice on Data Center Careers for High School and College Students
16:42 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)
17:20 Data Center Career Advice for Mid-Career Colleagues/Friends
21:42 Biggest Data Center Industry Challenges and Mistakes
25:58 The Future of Data Center Technologists in Sales and Channel Partner Ecosystems
31:56 Gabe Andrews (Connect with on LinkedIn) and Nautilus Data Technologies (Follow on LinkedIn and Website) (formerly Director of High-Density Infrastructure at Wesco Data Center Solutions)
34:03 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)
#datacentergtm #dcsmi #datacenters #datacentercareers #datacenterclients #datacenterindustry #datacentermarketing #datacentersales #datacentersolutions #datacentertechnology #highdensity #highdensityinfrastructure #liquidcooling
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In episode #53 of the Data Center Go-to-Market Podcast, you’ll learn invaluable insights on how to effectively engage and influence key decision-makers like CTOs and CIOs in the data center industry. You'll discover strategies for positioning your company as the go-to expert, building trust through content and events, and improving lead generation. Gain practical tips for creating a compelling value proposition, understanding the budgeting process for new data center projects, and convincing hyperscale customers to partner instead of self-constructing. This episode is a must-watch for sales, marketing, and go-to-market professionals looking to elevate their game in the data center space.
0:00 Coming up In this episode of the Data Center Go-to-Market Podcast
0:57 Introducing How to Market and Sell to CTOs and CIOs
1:53 How to find the right CTO or CIO decision-maker
7:36 How to improve CTO and CIO lead generation for a data center-related business
12:54 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)
13:32 How to create a compelling CTO or CIO value proposition with your data center messaging
20:10 How to understand the budgeting process for new data center projects
23:17 How to convince hyperscaler customers to give up on self-construction
26:57 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)
#datacentergtm #dcsmi #datacenters #datacentermarketing #ctoengagement #datacenterbudgeting #hyperscale #cto #cio #datacentersales
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