Episode #56 of the Data Center Go-to-Market Podcast features an interview with Benjamin Myers, National Accounts Sales Executive at DH Pace Company.
- Discover how a sales professional transitioned from physical security to the data center industry
- Understand the key stakeholders and decision-makers involved in data center projects
- Learn strategies for consolidating and standardizing data center projects to reduce complexity
- Explore the importance of physical security and maintaining uptime in data centers
- Identify opportunities for networking and building partnerships with non-competing companies
- Recognize the evolving role of owner-operators in the data center supply chain
- Gain insights on the future trends and challenges facing the data center industry
- Recognize the value of specialized expertise and consultative selling in the data center space
Host:
Joshua Feinberg, CEO
DCSMI
Special Guest:
Benjamin Myers, National Accounts Sales Executive
DH Pace Company
Benjamin Myers, a national account sales executive at DH Pace, discusses the challenges and opportunities in the data center industry. He emphasizes the need for standardization and consistency in data center projects to reduce complexity and costs. Ben highlights the importance of proactive maintenance and the role of DH Pace in providing full-lifecycle solutions, including supply, installation, and preventative maintenance. He notes the growing trend of owner-operators taking a more active role in the supply chain to ensure cost and uptime control. Ben advises aspiring sales professionals to network, gain experience, and embrace the evolving role of consultants in the industry.
Outline
Introduction and Guest Welcome
- Benjamin Myers discusses the complexity and variability of data center projects, highlighting the challenges of treating each project as unique.
- Joshua Feinberg introduces Ben Myers, a national account sales executive with DH Pace, and welcomes him to the podcast.
- Ben Myers thanked Joshua for having him and expressed his excitement about sharing his experiences in the digital infrastructure industry.
- Joshua inquires about Ben's career path, specifically how he transitioned from physical security to focusing on data centers.
Ben Myers' Career Journey
- Ben explains his 20-year career in the physical security space, both on the manufacturing side and now with DH Pace.
- He describes DH Pace as a national company with 70 locations, 1,700 technicians, and nearly 4,000 employees, operating in various verticals, including retail, logistics, and data centers.
- Ben was brought on board to work on the data center space, focusing on creating an easy-to-use solution for owner-operators, GC’s, and architects.
- He emphasizes the success and excitement of working in the data center space with DH Pace.
DH Pace's Role in Data Center Projects
- Joshua asks about the types of clients Ben works with, specifically owner-operators and GCc.
- Ben clarifies that they work with all major owner-operators, from hyperscalers to smaller colocation companies, and are a full-life-cycle company.
- He explains their involvement from the initial specs and safety protocols to supply, maintenance, and preventative care.
- Ben highlights the importance of having a single partner to manage all aspects of the data center, from planning to execution, to control the total cost of ownership (TCO) and increase uptime.
Challenges and Importance of Physical Security
- Joshua and Ben discuss the critical nature of physical security in data centers, emphasizing the high downtime costs.
- Ben mentions the importance of temperature control and the potential for significant issues if doors or other security measures fail.
- Joshua notes the lack of visibility for physical security compared to cybersecurity and the need for proactive measures.
- Ben agrees, stressing the importance of preventative maintenance and being proactive to avoid major issues.
Advice for Aspiring Sales Professionals
- Joshua asks Ben for advice for someone interested in entering a sales career, particularly in the B2B tech or mid-market space.
- Ben emphasizes the importance of networking, taking internships, and getting hands-on experience in technology companies or the data center supply chain.
- He highlights the future-proof nature of the technology industry and the opportunities for career growth and learning.
- Joshua and Ben discuss the challenges of finding and recruiting talent in the data center space, especially with the aging workforce.
Specialization and Expertise in Data Centers
- Joshua and Ben talk about the importance of specialization in the data center space and the challenges of working with companies that have multiple lines of business.
- Ben explains that DH Pace has specialists focusing solely on data centers, providing consultative services to owner-operators, architects, and GCc.
- He emphasizes the value of having a team that understands the codes, products, and needs specific to the data center industry.
- Joshua and Ben discuss the importance of being seen as experts and trusted advisors in the industry.
Common Mistakes and Solutions in Data Center Projects
- Joshua asks Ben about the biggest shortcomings and mistakes companies make in data center projects.
- Ben identifies the issue of treating each project as unique, leading to complexity and opportunities for issues.
- He advises companies to work with partners like DH Pace to consolidate and add consistency to their projects.
- Ben emphasizes the importance of using similar specs and products across multiple projects to streamline the supply chain and reduce downtime.
Impact of Sustainability and Regulatory Directives
- Joshua and Ben discuss the impact of sustainability directives and regulatory requirements on data center projects.
- Ben mentions the importance of energy efficiency and addressing issues like energy loss from doors and windows.
- He highlights the waste in building facilities not tailored to specific tenants and the need for better planning.
- Joshua and Ben agree that addressing these issues early can help companies meet their sustainability goals and avoid costly mistakes.
Role of Stakeholders and Networking
- Joshua inquires about the different types of stakeholders Ben works with and their roles in data center projects.
- Ben explains that they work with owner-operators, GCc, architects, and manufacturers, ensuring everyone is aligned and working together.
- He emphasizes the importance of networking and building relationships with non-competing companies to provide additional solutions.
- Ben shares his approach to networking, including using LinkedIn, attending events, and setting up virtual calls to share information and build partnerships.
Future of the Data Center Industry
- Joshua asks Ben about the future of DH Pace and the data center industry.
- Ben predicts that owner-operators will take a more active role in the supply chain, making decisions on inventory and product alignment.
- He expects pressure on GCc that focus solely on cost, as owner-operators seek more value-added solutions.
- Joshua and Ben discuss the need for the construction industry to adapt to the changing demands of the data center space and the importance of being proactive in addressing challenges.
Conclusion and Contact Information
- Joshua thanks Ben for sharing his insights and experiences on the podcast.
- Ben provides his LinkedIn profile and email for anyone interested in connecting or learning more about DH Pace.
- Joshua mentions the resources available on the DCSMI website and encourages listeners to subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)
- The podcast episode concludes with a reminder of the importance of the data center industry and the role of sales, marketing, and GTM professionals in its growth.
Guest Resources
- Connect with Benjamin Myers, National Accounts Sales Executive at DH Pace Company, on LinkedIn
- Follow DH Pace Company on LinkedIn
- Learn About DH Pace Company’s Data Center Solutions
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