In episode #13 of the Data Center Go-to-Market Podcast, you’ll learn key strategies for colocation data centers to find the right niches and avoid commoditization. In this informative podcast episode. Joshua Feinberg shares insights on assessing product/market fit, analyzing competitive positioning, generating qualified leads through content marketing, repositioning for the modern buyer's journey, and scaling revenue growth through customer success. Whether you work in sales, marketing, or management for a colocation provider, this episode provides valuable insights you can apply immediately.

#datacentergtm #dcsmi #colocation #datacenters #salesstrategy #contentmarketing #customersuccess #productmarketfit

0:00 Coming Up In this episode of the Data Center Go-to-Market Podcast

0:56 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)

2:56 Introducing 10 Ways for Colocation Data Centers to Find the Right Niches and Avoid Commoditization

5:12 Agenda (10 Ways for Colocation Data Centers to Find the Right Niches and Avoid Commoditization)

6:34 Two Battlefronts: Company Size and Differentiation

12:07 Provide Managed Services, But Not as an MSP

17:52 Assess Your Product/Market Fit

22:28 Get In Front of Today’s Colocation Buyer’s Journey

26:52 Analyze Your Competitive Positioning

35:10 Take Stock of Your Content Assets (or Lack Thereof)

37:57Attract the Right Strangers

41:08 Generate More Highly-Qualified Leads

43:46 Accelerate More Opportunities

48:56 Scale Revenue Growth Across Both New and Existing Clients

50:34 Let Your Best Clients’ Data and Buyer Personas Dictate Niches

54:35 Q&A on 10 Ways for Colocation Data Centers to Find the Right Niches and Avoid Commoditization

1:10:26 Recap of 10 Ways for Colocation Data Centers to Find the Right Niches and Avoid Commoditization

In episode #12 of the Data Center Go-to-Market Podcast, featuring Kristian Meling, Chief Operation Officer of ASP Data Center in Norway, you’ll learn about careers in the data center industry. Plus, gain advice for breaking into the field, as well as networking strategies, from an experienced data center COO. The discussion also addresses technology trends in cooling and AI, sustainability best practices in Norway, and using frameworks like value proposition canvas for effective sales. This episode offers helpful guidance and perspectives that will benefit both newcomers and veterans in the data center space.

#datacentergtm #dcsmi #datacenters #sales #careeradvice #sustainability #AI

0:00 Coming up In this episode of the Data Center Go-to-Market Podcast

0:36 Introducing Kristian Meling, Chief Operation Officer of ASP Data Center

1:04 How Kristian Meling got started in the data center industry

2:21 ASP Data Center in Norway Kristian Meling (Chief Operation Office)

3:56 Advice for those new to the data center industry

7:38 Advice for highly experienced data center sales professionals

10:17 How new data center cooling requirements impact data center sales

11:24 Why data centers in Norway have world-class cooling expertise and advantages

13:24 Comparing data center air cooling vs. liquid cooling

15:56 Comparing data center cooling in Norway vs. U.S. (heat re-use and sustainability)

20:48 How AI impacts data center operations professionals' daily routines

24:56 Connect with Kristian Meling, Chief Operation Officer of ASP Data Center on LinkedIn

Episode #11 of the Data Center Go-to-Market podcast helps you gain a competitive edge in data center sales and marketing by learning proven strategies for the modern buyer's journey. Learn key insights for optimizing lead generation, accelerating sales cycles, engaging channel partners, reaching decision-makers, and identifying new opportunities. Host Joshua Feinberg discusses practical tips for understanding personas, segmenting audiences, and providing value at each stage. You'll walk away equipped to educate prospects, build trust, and guide customers through their research - giving your company a strategic presence from awareness to close.

#datacentergtm #dcsmi #Datacenter #Sales #Marketing #GoToMarket #BuyersJourney

0:00 Coming Up In this episode of the Data Center Go-to-Market Podcast

0:32 Data Center Go-to-Market, Sales, and Marketing Q&A 3

3:12 Data center lead generation, business development, and marketing best practices

10:20 How carrier-neutral data centers can reduce long sales cycles

16:33 How to set reseller targets for data center enterprise analytics infrastructure

23:37 Getting to the decision maker for data center cooling and air quality

30:46 Go to market for telecom network services, including carriers, OEMs, tower companies, and integrators

33:51 Identifying new data center business opportunities for industrial integration

In episode #10 of the Data Center Go-to-Market Podcast, you’ll gain invaluable career and industry insights from Jonathan Evans, director of Total Data Centre Solutions, as he shares over 20 years of experience in this podcast episode. Learn about data center fundamentals, sustainability best practices, changing marketing strategies, emerging technology trends, and tips for lifelong learning from an industry leader. Whether you're just starting your career or looking to advance your knowledge, this episode provides valuable lessons for professionals in fields like sales, marketing, and operations within the data center sector.

#datacentergtm #dcsmi #datacenters #datacentre #sustainability #careeradvice #technologytrends #lifelonglearning

0:00 Coming up In this episode of the Data Center Go-to-Market Podcast

0:40 Introducing Jonathan Evans, Director of Total Data Centre Solutions

1:01 How Total Data Centre Solutions started helping colocation companies get established

3:51 Advice for those who are new to working in the data center industry

5:44 Advice for highly experienced data center professionals

8:27 Data center sustainability, heat re-use, and grid capacity (Finland, Norway, Sweden, and UK)

15:31 The future of data center sales, marketing, and conferences (especially for colocation operators)

21:02 AI impact on your daily routine and the data center industry

22:14 Data center conference mobile apps and LinkedIn

26:28 Connect with Jonathan Evans, Director of Total Data Centre Solutions on LinkedIn

In episode #9 of the Data Center Go-to-Market Podcast, you’ll learn data center sales strategies that work in today's digital landscape. In this podcast episode, Joshua Feinberg shares insights on adapting to changing buyer behavior, repositioning your sales team as trusted advisors, and engaging prospects earlier in their journey. He provides tactical recommendations for content marketing, thought leadership, sales enablement tools, and personalizing your outreach. Walk away with actionable tips for improving lead generation, brand awareness, and attracting top clients. Perfect for data center sales, marketing, and leadership teams.

#datacentergtm #dcsmi #DataCenterSales #B2BMarketing #ContentMarketing #ThoughtLeadership #BuyerPersonas

0:00 Coming Up In this episode of the Data Center Go-to-Market Podcast

0:32 Preview of Data Center Sales Has Changed: Is Your Team Living In The Past?

2:46 Data Center Sales Has Changed: Is Your Team Living In The Past?

5:25 Agenda

6:05 Prepare for Today’s Data Center Leads

15:10 Rethink How Data Center Sales Teams Prioritize

22:04 Reinvent Data Center Sales Professionals to Thrive in the AI Era

28:47 Q&A on Data Center Sales Has Changed: Is Your Team Living In The Past?

44:48 Recap of Data Center Sales Has Changed: Is Your Team Living In The Past?

In episode #8 of the Data Center Go-to-Market Podcast, you’ll learn how to adapt sales strategies to evolving customer needs, realign your IT career to new areas of growth, and understand how AI is impacting roles and tools within data centers. Ian McClarty also provides insights into the regional impacts of semiconductor manufacturing expansions. This episode provides advice and recommendations directly from an industry leader to help data center professionals grow and stay informed on technology trends.

#datacentergtm #dcsmi #datacenters #salesstrategy #careeradvice #AI #semiconductors

0:00 Coming up In this episode of the Data Center Go-to-Market Podcast

0:51 Introducing Ian McClarty, President of phoenixNAP

1:39 How Ian McClarty from phoenixNAP got started in the data center industry

4:54 Managed service providers (MSPs and MSSPs) and colocation data center infrastructure

9:04 Career advice for those new to the data center industry

11:46 Career advice for those who've been in the data center industry for a while

15:01 Semiconductor industry in Phoenix

17:54 Data center power generation

21:50 How data center sales and marketing are changing

26:40 The impact of AI on phoenixNAP

31:57 Connect with Ian McClarty, President of phoenixNAP on LinkedIn and Learn About phoenixNAP

Episode #7 of the Data Center Go-to-Market podcast discusses essential strategies for optimizing lead generation, business development, sales targeting, and marketing in the data center industry. Joshua Feinberg provides actionable tips for tier 3 data centers, data center efficiency technologies, mission-critical facilities, and colocation sales. Discover how to understand your clients' needs, identify the right stakeholders, and adapt your approach for the digital buyer's journey. You'll walk away with key insights on encouraging new tech adoption, optimizing for success, and modern data center sales best practices.

#datacentergtm #dcsmi #datacenters #salesstrategy #digitalmarketing #buyersjourney #colocation #missioncritical

0:00 Coming Up In this episode of the Data Center Go-to-Market Podcast

0:12 Data Center Go-to-Market, Sales, and Marketing Q&A 2

1:27 Lead generation tips for Tier III data centers

4:18 Business development strategy for data center energy efficiency, cooling, and system architecture

10:07 Optimize sales and marketing to mission-critical facilities

16:06 How to encourage the adoption of new data center and cloud infrastructure technology

23:08 How data center account executives can get to the correct person within an organization

29:20 How to reach potential customers for data center colocation

In episode #6 of the Data Center Go-to-Market Podcast, you’ll gain invaluable career advice and industry insights from data center veteran Peter Gross. Learn how to navigate your career in the fast-paced data center industry, understand the trends shaping its unprecedented growth, and get tips for staying relevant through continual learning. Gross also discusses the most pressing challenges around power constraints and sustainability that the industry must address. For anyone working in or interested in the data center field, this episode provides invaluable lessons on developing your skills to succeed in this evolving industry.

#datacentergtm #dcsmi #datacenters #careeradvice #datacenterpodcast #powersustainability

0:00 Coming up In this episode of the Data Center Go-to-Market Podcast

0:44 Introducing Peter Gross of PMG Associates Consulting and Advisory

5:12 Career advice for those new to working in the data center industry

10:07 Career advice for those in the data center industry looking for their next adventure

15:19 The secret to long-term success in the data center industry

18:26 Data center power and the great inflection point in the data center industry

24:27 Connect with Peter Gross of PMG Associates Consulting and Advisory