Data center commissioning is the phase between construction and operational readiness, involving multiple vendors and extensive testing. For a service delivery manager, Joshua Feinberg highlights the importance of building relationships with various stakeholders, including design and construction companies, real estate investment trusts (REITs), and technology firms, for lead generation and brand awareness.
Feinberg emphasizes the need for self-awareness regarding geographical, project size, and industry suitability. He advises leveraging personal branding, networking, and co-marketing initiatives to establish a foothold in the competitive data center commissioning market.
Action Items
- Identify the key stakeholders and potential referral sources in the data center ecosystem.
- Assess your capabilities, team expertise, and capital to determine the best fit for your data center commissioning services.
- Develop a plan to establish yourself as a go-to expert in data center commissioning. This plan should include creating educational content, hosting events, and building a strong online presence.
- Determine the geographic regions, data center sizes, and industries that best suit your data center commissioning services.
Outline
Data Center Commissioning Overview
- Joshua Feinberg explains that data center commissioning is the process between the construction and operational phases of a data center.
- He mentions that multiple vendors coordinate the commissioning process, which requires significant testing to ensure readiness.
- Feinberg highlights the importance of trust and relationships in the data center commissioning business due to the high value and long sales cycle.
- He emphasizes building relationships with various stakeholders, including design and build companies, construction firms, and real estate investment trusts (REITs).
Key Considerations for Data Center Commissioning
- Joshua Feinberg discusses the importance of understanding geographical suitability for data center commissioning projects.
- He advises considering the ideal size and type of data centers for which a company is best suited, such as edge or small colocation data centers versus massive hyper-scale projects.
- Feinberg stresses the need for self-awareness regarding capabilities, team expertise, and capital to plan for future growth.
- He suggests that relationships built in previous roles should be portable when transitioning to a new company.
Building a Professional Brand in Data Center Commissioning
- Joshua Feinberg advises leveraging LinkedIn and other platforms to build a personal brand and connect with potential stakeholders.
- He suggests collaborating on co-marketing initiatives like podcasts, webinars, and educational events to enhance brand awareness.
- The importance of positioning oneself as a sphere of influence and a go-to expert in the data center commissioning space.
- He emphasizes the need for clarity in where to begin, often guided by past successes and experience.
Challenges and Competitive Nature of Data Center Commissioning
- The competitive nature of the data center commissioning space due to its lucrative potential.
- He advises building a professional brand and ensuring visibility in the right places and at the right times to stand out.
- To be seen as a go-to expert, it is important to show up early and often in the buyer's journey.
- Reiterating the need for strategic positioning and relationship-building to succeed in the data center commissioning business.
Resources
Watch the full podcast Ep. #63 Joshua Feinberg, CEO of DCSMI | Data Center Go-to-Market Podcast
- Connect with Joshua Feinberg, CEO at DCSMI, on LinkedIn
- Follow DCSMI on LinkedIn
- Follow the Data Center Go-to-Market Podcast on LinkedIn
- Learn About DCSMI
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