Episode #64 of the Data Center Go-to-Market Podcast features an interview with Jeremy Coyle, Account Manager at Management Science Associates.
- Discover how Jeremy Coyle transitioned from a telecommunications background to a sales role in the data center industry
- Understand the unique advantages of working for a mid-sized data center provider like MSA that is part of a larger organization
- Learn strategies for building a career as a subject matter expert in digital infrastructure and client-facing roles
- Explore the opportunities and challenges of selling colocation services, including managing long-term contracts and educating clients
- Gain insights into how data centers are adapting to support emerging technologies like AI and robotics
- Understand the importance of community engagement and hosting events to build relationships and showcase capabilities
- Identify productivity tools and techniques used by an experienced sales professional in the data center space
- Recognize the potential impact of innovative energy solutions like nuclear power on the future of data centers
Host:
Joshua Feinberg, CEO
DCSMI
Special Guest:
Jeremy Coyle, Account Manager
Management Science Associates
Jeremy Coyle, an account manager at MSA (Management Science Associates), discusses his career transition from telecommunications to data centers, driven by the growth of robotics and AI in Pittsburgh. He highlights MSA's unique position as its own biggest client, providing diverse expertise in hardware, VMware, and software. Jeremy emphasizes the importance of building relationships with clients, understanding their needs, and leveraging MSA's redundant power and bandwidth for colocation services. He also mentions the success of their first community event with the Pittsburgh robotics network and the potential of liquid cooling for efficiency.
Outline
Jeremy Coyle's Career Journey and Role at MSA
- Jeremy Coyle, an account manager with MSA (Management Science Associates), discusses his career path, emphasizing his data-driven background in telecommunications.
- He explains how his extensive experience in telecommunications helped him transition into the data center industry, particularly in Pittsburgh's growing robotics and AI sectors.
- Jeremy shares that he initially tried to join another organization but ended up at MSA, which he now considers a good fit.
- He highlights the importance of differentiating oneself in a commoditized telecom market and the opportunities in the data center industry.
Transitioning from Telecom to Data Centers
- Joshua Feinberg and Jeremy Coyle discuss the similarities between telecom and colocation data center operators, particularly in interconnection and carrier neutrality.
- Jeremy explains how his familiarity with various telecom providers has been beneficial in his current role, allowing him to offer blended products with 100% uptime guarantees.
- He emphasizes the importance of being prepared and knowledgeable about clients' needs and pain points.
- Jeremy advises young professionals interested in client-facing roles in digital infrastructure to focus on understanding infrastructure and becoming subject matter experts.
Advice for Early Career Professionals
- Jeremy advises early career professionals to focus on infrastructure and become experts in specific areas, such as hardware, VMware, and software.
- He highlights the importance of building a professional brand early on to avoid commoditization.
- Joshua and Jeremy discuss the unique aspect of MSA being their own biggest client, which allows them to pressure test their infrastructure and provide expertise in various facets.
- Jeremy emphasizes the importance of being versatile and having a broad skill set in sales, marketing, and infrastructure knowledge.
Mid-Career Pivot to Data Centers
- Jeremy shares his own mid-career pivot from telecom to data centers, emphasizing the importance of overcoming fear and making a leap into a new field.
- He explains that the commoditization of telecom made it difficult to make quota, while the data center space offers significant revenue potential.
- Jeremy advises mid-career professionals to be open to new opportunities and to focus on their happiness and fulfillment in their careers.
- He highlights the importance of getting comfortable with new jargon and understanding the technical aspects of the data center industry.
Challenges and Opportunities in Data Center Sales
- Jeremy discusses the challenges of long-term colocation contracts and the importance of building trust and educating clients.
- He explains the benefits of having a proof of concept period to demonstrate the value of colocation services.
- Joshua and Jeremy discuss the unique opportunities in Pittsburgh's robotics industry and the importance of networking and understanding client needs.
- Jeremy highlights the potential for liquid cooling and other innovative solutions to improve efficiency and reduce costs.
Community Engagement and Event Hosting
- Jeremy shares his experience hosting an event for the Pittsburgh robotics community, partnering with a local nonprofit to showcase MSA's facilities and capabilities.
- He emphasizes the importance of being involved in the local community and building relationships with potential clients.
- Joshua and Jeremy discuss the potential benefits of hosting events for HR recruitment and building a strong professional network.
- Jeremy highlights the unique aspects of MSA's facilities, including a 300-acre property with a decommissioned airport, which are ideal for testing and developing new technologies.
AI and Machine Learning Impact on Data Centers
- Jeremy discusses the impact of AI and machine learning on his personal routine and productivity, emphasizing the importance of self-education and networking.
- He highlights the need for agility and creativity in managing power and infrastructure to support AI and machine learning workloads.
- Joshua and Jeremy discuss the potential for nuclear power to become a significant energy source for data centers, given the current challenges with green energy.
- Jeremy shares his thoughts on the potential for nuclear power to provide long-lasting, efficient energy solutions for data centers.
Tools and Resources for Sales Professionals
- Jeremy shares his reliance on Office 365 and Teams for daily work and scheduling, emphasizing the importance of maintaining an updated calendar.
- He discusses the benefits of using LinkedIn for scheduling meetings and the importance of being organized and focused.
- Joshua and Jeremy discuss the importance of professional development and staying informed through podcasts, webinars, and LinkedIn Learning.
- Jeremy highlights the value of background noise, such as music or podcasts, in maintaining focus and productivity while working.
Final Thoughts and Contact Information
- Jeremy shares his enthusiasm for his role at MSA and the unique opportunities it provides for growth and innovation.
- He emphasizes the importance of having supportive leaders and the freedom to explore new ideas and strategies.
- Joshua and Jeremy discuss the potential for nuclear power and other innovative solutions to shape the future of data centers.
- Jeremy provides his LinkedIn profile for those interested in connecting and learning more about MSA's colocation business in Pittsburgh.
Guest Resources
- Connect with Jeremy Coyle, Account Manager at Management Science Associates, on LinkedIn
- Follow Management Science Associates on LinkedIn
- Learn About Management Science Associates
Do you want to stay up to date about upcoming episodes?
Subscribe to the Data Center Sales and Marketing Newsletter
Submit a comment