Episode #54 of the Data Center Go-to-Market Podcast features an interview with Gabe Andrews, Vice President of Operations at Nautilus Data Technologies.
(When this podcast episode was recorded, Gabe Andrews was Director of High-Density Infrastructure at Wesco.)
- Discover Gabe Andrews' unique career journey from the IT side to the sales side of the data center industry
- Understand the importance of transitioning sales professionals to become true consultants and advisors
- Learn how to proactively anticipate customer questions and challenges to add more value
- Explore strategies for early-career and mid-career professionals to find fulfillment in the data center industry
- Identify the key challenges facing the data center industry, such as the need to ask "why" more often
- Recognize the growing importance of collaboration and orchestration among diverse industry players
- Gain insights into the future trends shaping the data center market, including the need for tight-knit vendor partnerships
Host:
Joshua Feinberg, CEO
DCSMI
Special Guest:
Gabe Andrews, Vice President of Operations
Nautilus Data Technologies
Gabe Andrews, Director of High-Density Infrastructure at Wesco, discussed his career journey from the military to the data center industry, emphasizing the importance of a tight-knit vendor ecosystem for full life cycle support. He highlighted the shift towards high-density infrastructure, liquid cooling, and hybrid data centers. Gabe noted the evolving role of sales professionals as consultants due to self-driven buyer's journeys. He stressed the need to ask "why" to understand customer needs better and the importance of collaboration among various data center stakeholders. Looking ahead, he foresees a unified, customer-centric approach to data center projects.
Outline
Gabe Andrews' Career Journey and Role Transition
- Gabe Andrews discusses the necessity for customers in the data center space to build a tight-knit, full life cycle set of vendors and partners.
- Joshua Feinberg introduces Gabe Andrews, the director of high-density infrastructure at Wesco, and asks about his career journey.
- Gabe shares that he started in a call center and transitioned to the data center industry, working in various roles from design to operations.
- Gabe highlights his global experience, having worked on data centers on six out of seven continents and now transitioning to a sales role.
The Shift to Sales and Customer Needs
- Gabe explains his transition to a sales role, focusing on high-density infrastructure, liquid cooling, and hybrid data centers.
- Joshua notes the shift in the sales process due to self-driven buyer's journeys and the need for sales professionals to become consultants and experts.
- Gabe admits to initial nervousness about transitioning to sales but finds customers are well-educated and seek validation of the information they have consumed.
- Joshua emphasizes the importance of trustworthy occupations and the need for sales professionals to be true consultants and advisors.
Consultative Selling and Customer Engagement
- Gabe shares his experience of customers coming to the table well-educated and seeking validation of the information they have consumed.
- Joshua discusses the importance of pattern recognition and muscle memory in proactively anticipating customer questions and challenges.
- Gabe highlights the need for sales professionals to be ready for a true consultative dialog and not just an exchange of bullet points.
- Joshua and Gabe agree on the importance of adding value to clients and achieving team and company goals while addressing immediate gratification expectations.
Advice for Early Career and Mid-Career Professionals
- Gabe advises early career professionals to take risks and understand the value of data centers in their daily lives.
- Gabe emphasizes the importance of understanding what one wants to do in their work and finding a role that brings peace and excitement.
- Gabe shares his own experience of taking a long commute to reflect on his career path and find what he truly wanted to do.
- Joshua and Gabe discuss the importance of being passionate and excited about one's work and the challenges of finding the right career path.
Challenges and Future Trends in the Data Center Industry
- Gabe identifies the biggest challenge as the lack of asking "why" and understanding the underlying needs and assumptions.
- Joshua and Gabe discuss the importance of challenging beliefs and leading change, especially with the rise of AI and automation.
- Gabe predicts a future where customers will need a tight-knit, full life cycle set of vendors and partners to manage the pace and scale of data center projects.
- Gabe envisions a unified approach with a customer-centric ecosystem to adapt to changes and ensure successful project outcomes.
Collaboration and Orchestration in the Data Center Industry
- Gabe and Joshua discuss the need for collaboration and orchestration among different channel partners and key players in the data center industry.
- Gabe emphasizes the importance of everyone talking to everyone to ensure a smooth delivery of data center projects.
- Joshua highlights the challenge of understanding the various key players and their interactions in the data center industry.
- Gabe and Joshua agree on the importance of keeping customers happy and ensuring a successful outcome through collaboration and communication.
Final Thoughts and Contact Information
- Joshua thanks Gabe for sharing his insights and wisdom from his career journey and transition to sales.
- Gabe provides his LinkedIn profile as a way for listeners to connect with him and learn more about his work at Wesco.
- Joshua mentions the podcast sponsor, DCSMI, and encourages listeners to subscribe to the Data Center Sales and Marketing Newsletter.
- Gabe and Joshua conclude the podcast, expressing their appreciation for the conversation and shared insights.
Guest Resources
- Connect with Gabe Andrews, Vice President of Operations at Nautilus Data Technologies, on LinkedIn (When this podcast episode was recorded, Gabe Andrews was Director of High-Density Infrastructure at Wesco Data Center Solutions.)
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