Joshua Feinberg discusses the complexities of the budgeting process for new data center projects, emphasizing the need for pattern recognition and understanding that each company's budgeting process is unique.
He highlights the involvement of various executives, including CFOs, finance teams, operations, CEOs, technology executives, and possibly construction or real estate roles.
Feinberg suggests creating educational resources, such as ebooks, templates, or webinars, to engage potential clients and stay top of mind.
He also recommends leveraging platforms like LinkedIn for outreach and using content and events to initiate conversations.
The success of these strategies depends on company culture, growth stage, and ownership.
This video is excerpted from the podcast Ep. #53 Joshua Feinberg, CEO of DCSMI | Data Center Go-to-Market Podcast.
Action Items
- Develop an educational resource (e.g., ebook, template, webinar) to help potential clients understand their budgeting process for new data center projects.
- Identify the key decision-makers in the budgeting process for new data center projects, including technology executives, finance executives, facilities/construction/real estate personnel, and site selection experts.
- Implement a strategy to promote educational resources to target companies, potentially using LinkedIn campaigns, LinkedIn Sales Navigator, or a combination of both.
Outline
Understanding the Budgeting Process for New Data Center Projects
- Joshua Feinberg discusses the importance of pattern recognition in budgeting processes across similar companies, noting that while there are commonalities, each company has its unique budgeting process.
- He emphasizes the role of the CFO or finance team, operations, and sometimes the CEO in the budgeting process for new data center projects.
- Joshua suggests that early involvement in budgeting conversations is crucial and recommends developing educational resources, such as ebooks, templates, interactive tools, or webinars, to help potential clients understand the budgeting process.
- He advises considering external consultants or conducting interviews or podcasts to build the necessary expertise if it is unavailable internally.
- Joshua highlights the importance of identifying the members of the budgeting decision-making committee, including technology executives, finance executives, facilities managers, and, depending on the company size, those in construction or real estate roles.
- He stresses the value of investing in educational resources and using tools like LinkedIn Campaign Manager and Sales Navigator to reach target companies and influence their budgeting decisions. He considers factors like company culture, growth stage, ownership, and board roles.
Resources
Watch the full podcast Ep. #53 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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