Joshua Feinberg and Benjamin Myers discuss the sales strategy for targeting owner-operators, general contractors (GCs), and architects in the data center industry.
Ben explains that their company works with all major owner-operators, including tech giants like Microsoft and Google, and offers full life cycle services, from initial specs and safety protocols to supply and maintenance.
DH Pace ensures preventative maintenance and service planning to control costs and increase uptime.
Despite their small share of the total data center spend, DH Pace emphasizes the critical nature of physical security, which can cause significant issues if not properly managed.
This video is excerpted from the podcast Ep. #56 Benjamin Myers, National Accounts Sales Executive of DH Pace Company | Data Center Go-to-Market Podcast.
Action Items
- Discuss the codes and safety protocols with the architects and GCs.
- Provide supply, whether through the owner-operator or GC.
- Plan out the preventative maintenance, service, and any break-fix, repair, or remodel needs.
Outline
Owner-Operators and Their Roles
- Joshua Feinberg inquires about the nature of owner-operators, questioning if they are typically smaller colocation companies or if it depends on the maturity of the stage.
- Benjamin Myers clarifies that they deal with all the largest owner-operators in the country, including companies like Microsoft and Google, as well as smaller colocation firms.
- Benjamin explains that their company is a full life cycle company, working with architects and general contractors (GCs) to ensure compliance with codes and safety protocols.
- The company also handles supply, either directly through owner-operators or through GCs.
Full Life Cycle Services
- Ben emphasizes that their company is a full life cycle company, managing 70 locations nationwide.
- DH Pace handles various aspects of maintenance, including preventative maintenance, service planning, break-fix repairs, and remodeling.
- Planning these services from the beginning helps owner-operators control their total cost of ownership and increase uptime by preventing unexpected breakdowns.
- Ben highlights the importance of having a comprehensive plan to avoid serious issues arising from equipment failures.
Physical Security and Partner Integration
- Ben discusses the significance of physical security in data centers, noting that it constitutes less than 1% of the total spend.
- He mentions the various security measures they handle, such as bollards, perimeter fencing, and access control.
- Benjamin points out that even minor security issues can lead to significant outages and problems, emphasizing the need for a reliable partner.
- Working with one partner for all these services has benefited owner-operators, simplifying the process and ensuring seamless integration.
Resources
Do you want to stay up to date about upcoming episodes?
Subscribe to the Data Center Sales and Marketing Newsletter
