Episode #80 of the Data Center Go-to-Market Podcast features an interview with Aaron Casey, President at Tubbesing Solutions.
- Discover how Aaron Casey's unexpected career path led him to the data center industry
- Understand the importance of gaining a broad technical foundation before specializing in the data center field
- Explore strategies for educating young people and new entrants about opportunities in the data center industry
- Learn how Tubbesing Solutions' Lunch and Learn series provides valuable education to customers, partners, and prospective employees
- Recognize the challenges of balancing education initiatives with sales goals and maintaining a consultative approach
- Gain insights into the evolving power and density requirements driving the future of data centers
- Identify the critical role of trusted advisors and solution providers in the data center ecosystem
Host:
Joshua Feinberg, CEO
DCSMI
Special Guest:
Aaron Casey, President
Tubbesing Solutions
Aaron Casey, President of Tubbesing Solutions, discussed his unexpected entry into the data center industry, starting with an electrical engineering degree and roles at EDS and Schneider Electric. He emphasized the importance of education and relationships in the industry, highlighting Tubbesing's Lunch and Learn series, which educates on various data center topics. Casey noted challenges in finding knowledgeable speakers and the need for online broadcasting. He predicted continued growth in data center demand, emphasizing the importance of technical expertise and relationship-building. C
Outline
Aaron Casey's Career Journey and Introduction to Data Centers
- Aaron Casey shares his unexpected entry into the data center industry, starting with an electrical engineering degree and working for an engineering firm he didn't know was a data center firm.
- He then moved to Schneider Electric and has been with Tubbesing Solutions for almost 20 years.
- Aaron discusses the differences between working for large companies like EDS and Schneider Electric and a smaller, mid-size company like Tubbesing Solutions.
- He emphasizes the importance of understanding both large and small data center needs to better serve clients.
Advice for Young People Interested in Data Centers
- Aaron advises young people to learn a little about various technical fields like computer science, electrical engineering, and mechanical engineering to get a broad foundation.
- He stresses the importance of having a good foundation before specializing in a specific area.
- Aaron mentions the lack of data center-related courses in many colleges and the need for universities to structure their STEM programs to fill the gaps in the data center market.
- He shares his experience of hiring college graduates and the need for education in the data center market.
Sustainability and Power Management in Data Centers
- Aaron discusses the importance of sustainability in data centers, mentioning simple measures like motion detectors and timers.
- Joshua highlights the role of interior and exterior lighting in data center sustainability.
- Joshua shares an example of a LinkedIn learning course on sustainability and how it relates to data centers.
- Aaron emphasizes that every little thing helps in building large data center capacities.
Challenges and Solutions in the Data Center Market
- Aaron identifies the biggest problem for hyperscalers as obtaining power and finding people to help build and design their massive campuses.
- For smaller entities, the main issue is finding the right people with the knowledge to help them navigate power infrastructure decisions.
- Education and relationship-building are crucial for both large and small data center operators.
- Aaron mentions the need for universities to educate students about the data center market and the importance of STEM programs.
Education and Lunch and Learn Series
- Aaron explains the motivation behind Tubbesing Solutions' Lunch and Learn series, which aims to educate customers and potential employees about the data center industry.
- The series covers various topics, including cybersecurity, cabling, backup generators, and more.
- Aaron highlights the success of the Lunch and Learn series and the positive feedback received from participants.
- The series also helps in educating interns and new employees about the industry.
Balancing Education and Sales
- Aaron discusses the challenges of balancing the Lunch and Learn series with other responsibilities and national conferences.
- He emphasizes the importance of prioritizing local education and the dedication of a marketing team to support the series.
- Aaron mentions the need to find subject matter experts who are knowledgeable and not just interested in sales pitches.
- The series aims to provide valuable, problem-solving content rather than just promoting new products.
Future of Data Centers and Tubbesing Solutions
- Aaron predicts the data center boom will continue, driven by increasing densities and power needs.
- He emphasizes investing in people and their knowledge to solve future challenges.
- Aaron sees a future in which data centers grow, and the demand for knowledgeable and experienced professionals increases.
- He highlights the role of Tubbesing Solutions in providing solutions and education to meet these future challenges.
The Role of Relationships in the Data Center Industry
- Aaron stresses the importance of relationships in the data center industry, whether with customers, engineers, contractors, or VARs.
- He believes technology changes, but the industry's core remains the relationships and the ability to solve problems.
- Joshua shares his perspective on the evolution of sales roles and the need for technical knowledge in sales teams.
- Aaron emphasizes the importance of being a trusted advisor and solution provider in the data center industry.
Final Thoughts and Future Interview Suggestions
- Aaron reflects on the importance of education, hiring, and cross-training in growing a company like Tubbesing Solutions.
- The podcast concludes with a thank you to Aaron and a reminder to subscribe to the Data Center Sales and Marketing Newsletter.
Guest Resources
- Connect with Aaron Casey, President at Tubbesing Solutions, on LinkedIn
- Follow Tubbesing Solutions on LinkedIn
- Learn About Tubbesing Solutions
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