Episode #51 of the Data Center Go-to-Market Podcast features
- Discover how to improve data center product management by focusing on delivering exceptional value to clients and channel partners
- Learn strategies for securing funding to scale a carbon negative data center, including building relationships with potential investors
- Explore ways a managed, full-service telecom provider can enhance its data center marketing approach
- Understand how to boost a telecom and data center provider's market presence by being present throughout the buyer's journey
- Identify methods for an electrical engineering firm to improve business agility, such as spending more time with key customers
- Gain insights on selling optical transmission, power cabling, and electronics to data centers by positioning the company as an industry expert
Host:
Joshua Feinberg, CEO
DCSMI
Joshua Feinberg from DCSMI discusses strategies for improving data center sales and marketing. He emphasizes the need for consultative selling, where salespeople act as trusted advisors providing unique insights and best practices. Other topics covered include 1) Improving data center product management by delivering exceptional value to clients and understanding their needs; 2) Securing funding for carbon-negative data centers by building relationships with investors; 3) Enhancing telecom providers' data center marketing by understanding client needs and being present throughout the buyer's journey; 4) Boosting business agility for electrical engineering firms by spending time with key customers; and 5) Effectively selling to data centers by leveraging direct relationships and educational content.
Outline
Improving Data Center Product Management
- Joshua Feinberg emphasizes the importance of delivering exceptional value to clients and channel partners.
- He discusses the role of product managers in understanding client needs and working closely with sales, customer success, and channel partners.
- Feinberg highlights the significance of spending time with clients and understanding their challenges and goals.
- He suggests that product managers should be involved in content and thought leadership creation to better understand client needs.
Funding for Carbon Negative Data Centers
- Joshua Feinberg explains the concept of carbon negative data centers and their importance in environmental stewardship.
- He outlines the process of securing funding for such data centers, emphasizing the need to understand investor requirements.
- Feinberg advises building relationships with potential investors long before funding needs arise.
- He suggests using content and events to educate and build trust with investors, similar to account-based marketing strategies.
Improving Data Center Marketing for Telecom Providers
- Joshua Feinberg discusses the challenges of standing out in a crowded telecom market.
- He emphasizes the importance of self-awareness and understanding historical successes and client needs.
- Feinberg advises building an ideal client profile and target account list to focus marketing efforts.
- He highlights the need for telecom providers to show up as consultants and trusted advisors, delivering value beyond traditional sales interactions.
Enhancing Market Presence for Telecom and Data Center Providers
- Joshua Feinberg questions whether telecom and data center providers should maintain separate lines of business or consolidate them.
- He stresses the importance of being present in as many touchpoints as possible throughout the buyer's journey.
- Feinberg advises against relying solely on events and instead focusing on continuous engagement through content and educational resources.
- He emphasizes the need for sales teams to show up as consultants and trusted advisors, adding value at every stage of the buyer's journey.
Improving Business Agility for Electrical Engineering Firms
- Joshua Feinberg discusses the importance of spending time with key customers and understanding their needs.
- He advises looking at media kits and attendee demographics to ensure events align with target clients.
- Feinberg emphasizes the need for collaboration and alignment within teams to improve business agility.
- He suggests using surveys, podcasts, and webinars to gather insights and inform strategic decisions.
Selling to Data Centers: Optical Transmission, Power Cabling, and Electronics
- Joshua Feinberg discusses the importance of understanding whether data centers typically buy all three product lines from a company.
- He advises on segmenting the market and developing go-to-market strategies based on historical data.
- Feinberg emphasizes the need for sales teams to show up as consultants and trusted advisors, delivering value beyond traditional sales interactions.
- He suggests using content and events to educate and build trust with prospects and clients, ensuring the company is seen as a go-to expert in the space.
Resources
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