This very special bonus episode of the Data Center Go-to-Market Podcast features how to
- Discover the evolving role of sales professionals in the data center industry and the importance of active listening and understanding customer challenges
- Explore strategies for adapting to self-propelled buyer's journeys and the need for continuous training and market understanding
- Understand the shift towards hybrid data centers and the growing importance of virtualized infrastructure
- Learn how data center leaders are leveraging digital tools and strategies to improve efficiency and reach in their business development efforts
- Recognize the rapid changes in the data center industry and the need for marketing teams to stay ahead with innovative approaches
- Identify the value of multi-faceted expertise and continuous learning for data center professionals
- Examine the evolving role of product managers in predicting future industry requirements and staying ahead of trends
- Lead the transition of sales professionals towards a more consultative, customer-centric approach
- Prepare for the impact of AI and the need for data center infrastructure to support high-density computing
- Gain insights on adapting marketing and sales strategies to meet the evolving needs and preferences of data center customers
Host:
Joshua Feinberg, CEO
DCSMI
Special Guests:
Patricia Alvina, Sales Manager ASEAN of Siemens
Jon Clayton, Enterprise Account Manager of Blancco Technology Group
David Rapoport, Chief Business Development Officer of ASOTO
Viggy Hegde, Vice President of Marketing of Compu Dynamics
Brandon Peccoralo, Vice President of Sales of Voltage Park (formerly Head of BDR at DataBank)
Cecilia Hjertzell, Chief Sustainability and Marketing Officer of T.Loop
Jonathan Evans, Director of Total Data Centre Solutions
Inese Pētersone, Data Center Product Line Manager of Delska
Ian McClarty, President of PhoenixNAP
Tsafrir Lahav, Vice President of Global Sales of AimBetter
Emily Newman, Marketing and PR Manager of NJFX
This Data Center Go-to-Market Podcast special bonus episode features insights from various industry leaders on the future of data center sales, marketing, and product management. Key points include the evolving role of sales professionals, emphasizing active listening and understanding customer challenges. The shift towards hybrid data centers and the importance of virtualized infrastructure are highlighted. Marketers are urged to embrace generative AI and stay ahead of market trends. The discussion also covers the growing reliance on digital tools like LinkedIn and the need for sales professionals to be multi-faceted and continuously learning. The episode underscores the importance of adapting to self-service buyer journeys and the potential impact of AI on the industry.
Action Items
- Continuously learn and stay up-to-date on the latest technologies, trends, and best practices in the data center industry.
- Develop a more consultative sales approach, focusing on understanding client needs and challenges rather than just pushing products.
- Leverage digital marketing tools and channels, such as LinkedIn, webinars, and podcasts, to reach and educate the target audience.
- Adopt a more forward-looking and visionary mindset as a product manager, anticipating the future needs of the industry.
- Invest in training and development to help sales teams transition from transactional to consultative roles.
Outline
Future of Data Center Sales and Marketing
- Joshua Feinberg introduces this special bonus episode of the Data Center Go-to-Market Podcast, which highlights the diverse perspectives of industry leaders.
- Joshua outlines the episode's structure, featuring insights from various professionals in the data center industry.
- Patricia Alvina from Siemens discusses the evolving role of sales professionals, emphasizing the importance of active listening and understanding customer challenges.
- Joshua and Patricia discuss the impact of self-propelled buyer's journeys and the need for sales teams to stay ahead with training and market understanding.
Evolving Sales Strategies in Data Centers
- Jon Clayton from Blancco Technology Group discusses the shift towards hybrid data centers and the importance of virtualized infrastructure.
- David Rapoport from ASOTO talks about the daily routine of a Chief Business Development Officer and the increasing use of digital tools to improve efficiency.
- Viggy Hegde from Compu Dynamics highlights the industry's rapid changes and the importance of staying ahead with market knowledge and innovative strategies.
- Brandon Peccoralo emphasizes the need for data center professionals to be multi-faceted and continuously learn about new technologies and trends.
The Role of Marketing in Data Centers
- Cecilia Hjertzell from T Loop discusses the need for marketing to evolve and embrace new tools and strategies to reach a broader audience.
- Jonathan Evans from Total Data Center Solutions shares his views on the future of marketing, emphasizing the importance of online presence and digital tools.
- Inese Pētersone from Delska discusses the evolving role of product managers, the need to predict future requirements, and the need to stay ahead of industry trends.
- Ian McClarty from PhoenixNAP discusses the changing role of sales professionals, focusing on understanding customer needs and providing consultative services.
Adapting to Self-Service Buyer Journeys
- Tsafrir Lahav from Aim Better emphasizes the importance of professional sales training and the role of AI in supporting sales processes.
- Emily Newman from NJFX discusses AI's impact on data centers and the need for infrastructure to support high-density computing.
- Joshua Feinberg and the guests discuss the importance of understanding buyer personas and adapting marketing and sales strategies to meet evolving customer needs.
- The episode concludes with a call to action for sales and marketing professionals to stay ahead of the curve and continuously learn and adapt to new technologies and trends.
Resources
- Connect with Joshua Feinberg, CEO at DCSMI, on LinkedIn
- Follow DCSMI on LinkedIn
- Follow the Data Center Go-to-Market Podcast on LinkedIn
- Learn About DCSMI
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