Data Center Sales & Marketing Institute (DCSMI) Blog
Elevating the role of sales, marketing, and go-to-market (GTM) professionals in the growth of the data center industry
What is Product/Market Fit (PMF)?
Dec 22, 2017 8:10:00 AMProduct/market fit is the degree to which a company knows: Who are their ideal clients are What price points do their bu...
What Is a Buyer Persona?
Dec 20, 2017 8:45:00 AMA buyer persona is a semi-fictional representation of one of your ideal clients based on research and educated speculati...
What Is Your Average Cost of Client Acquisition or COCA?
Nov 13, 2017 12:19:07 PMWhat is your average cost of client acquisition -- otherwise known as COCA? Your average COCA is an important metric to ...
Does Average Client Lifetime Value (LTV) Really Matter?
Oct 27, 2017 11:44:17 AMTo a great extent, average client lifetime value (LTV) dictates what kinds of marketing and sales activities you can aff...
Purchase Decisions of the Modern B2B Buyer
Aug 23, 2017 10:20:00 AMThe way people make purchase decisions and the way people research purchase decisions--regardless of whether they are in...
Which Marketing and Sales Strategies Work Best for Data Centers?
Aug 3, 2017 1:00:00 PMA few approaches work well for data centers on their marketing and sales front. These approaches are described below. Ev...
How Data Centers Attract Prospects In Small Markets
Aug 1, 2017 1:00:00 PMFirst and foremost, let’s quantify—regarding your sales team's ability to attract prospects in a small market—what small...
How Data Centers Can Get the Decision Maker's Attention
Jul 27, 2017 1:00:00 PMThe best ways for data centers to attract, approach, and get in front of today’s decision-makers are to: Educate prospec...
Differentiating Your Data Center in a Crowded Market
Jul 25, 2017 1:00:00 PMInterestingly, if you look at market research firms or conference organizers, they often look at the five or six biggest...
Most Important Factor When Prospecting for Larger Sales
Jul 24, 2017 1:00:00 PMWhen prospecting for larger sales, differentiation is absolutely critical. If you look at all the consolidation and comp...
