https://www.dcsmi.com/newsletter Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)

In episode 165 of the Data Center Go-to-Market Podcast, you’ll learn how to shorten colocation sales cycles, compete in an 83% self-directed buyer’s journey, and reposition your sales team as teachers, consultants, and trusted advisors instead of “just vendors.”

🧠 You’ll see how to define sharper ideal client profiles and buyer personas, build target account lists, and use webinars, Lunch & Learns, tours, and thought leadership content to earn your way into the early stages of the journey.

📊 We’ll also walk through practical GTM strategies for data center operators, HPC solutions providers, operations consultancies growing data analytics, natural gas and energy firms partnering with data center construction, and power management solutions providers choosing the right customers and offerings.

⚡ Whether you sit in sales, marketing, product, channel, consulting, facilities, or energy, you’ll get concrete ideas to make your go-to-market motion more client-centric and AI-ready. 🚀

Ep. 165 Joshua Feinberg, CEO of DCSMI | Data Center Go-to-Market Podcast

0:00 Coming up in this episode of the Data Center Go-to-Market Podcast

0:47 Introducing Joshua Feinberg, CEO at DCSMI

3:03 Agenda for Data Center Go-to-Market, Sales, and Marketing Q&A 63

5:07 How colocation data centers can shorten the sales cycle

20:55 How a data center operations consultancy grows its data analytics business

36:00 How a high-performance computing solutions and data center infrastructure company generates awareness

46:18 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)

47:37 How a data center colocation and interconnection company focuses on high-density GTM strategies

59:59 How a natural gas production and infrastructure company partners with data center construction firms

1:12:20 How a data center power management solutions provider chooses customers and offerings

1:21:53 Joshua Feinberg (Connect with on LinkedIn) and DCSMI (Follow on LinkedIn and Website)

1:23:18 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)

#cloudservices #colocation #dataanlytics #datacenter #datacenterconsulting #datacenterenergy #datacentergtm #datacenterinfrastructure #datacenterindustry #datacenteroperations #datacenterpower #datacenters #datacentersales #datacentersolutions #dcsmi #digitalinfrastructure #edge #energytransition #hpc #hyperscale #infrastructure #interconnection #lng #missioncritical #naturalgas #powermanagement

https://www.dcsmi.com/newsletter Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)

In episode 163 of the Data Center Go-to-Market Podcast, you’ll learn how to sharpen your ideal client profile, segment the right buyer personas (from CTOs and MSP owners to ESG leaders and channel partners), and use hyper-local playbooks to generate qualified colocation, cloud, and infrastructure leads.

🚀 We walk through how today’s buyers self-educate through 83% of their journey, and how you can stay relevant by running education-first events (in-person, virtual, and on-demand) that position your team as trusted advisors instead of commoditized vendors.

🧠 You’ll also see how to enter new regional markets for data center cooling and services, evaluate conferences vs. hosting your own events, reduce price pressure, and build repeatable growth motions across data center operators, technology providers, construction, and sustainability-focused firms. 🌍🏗️💡

Ep. 163 Joshua Feinberg, CEO of DCSMI | Data Center Go-to-Market Podcast

0:00 Coming up in this episode of the Data Center Go-to-Market Podcast

0:46 Introducing Joshua Feinberg, CEO at DCSMI

3:04 Agenda for Data Center Go-to-Market, Sales, and Marketing Q&A 62

5:04 How a leading colocation and hybrid cloud provider generates data center leads

27:01 How a colocation, cloud services, and network connectivity company generates demand

44:11 How to grow a data center cooling business in a new regional market

58:42 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)

59:51 How a data center general contractor generates customers for future project scope

1:12:05 How a data center efficiency, reliability, and sustainability firm sells solutions and optimizes costs

1:25:08 How to grow a data center infrastructure and cloud solutions business

1:40:43 Joshua Feinberg (Connect with on LinkedIn) and DCSMI (Follow on LinkedIn and Website)

1:42:17 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)

#cloud #cloudservices #cloudsolutions #colocation #criticalfacilities #datacenter #datacenterconstruction #datacentergc #datacentercooling #datacenterefficiency #datacentergtm #datacenterindustry #datacenterinfrastructure #datacentermarketing #datacenters #datacentersales #datacentersolutions #datacentersustainability #datacenterreliability #dcsmi #digitalinfrastructure #edge #edgecomputing #hybridcloud #hyperscale #missioncritical #networkconnectivity

https://www.dcsmi.com/newsletter Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)

In episode 162 of the Data Center Go-to-Market Podcast, you’ll Joshua Feinberg talks with Yong Tan, Global Director of Sales for AI systems for data centers at Supermicro, about how the AI data center “gold rush” is reshaping careers, infrastructure design, and customer expectations

🚀 You’ll hear Yong’s journey from engineering and IT roles at EMC and Microsoft into leading AI data center sales, why the window to participate in the AI infrastructure boom may only be 12–18 months, how power density, liquid cooling, and GPU-driven architectures are changing data center strategy, and what early-career and mid-career professionals should be doing right now to stay relevant

📈 Yong also shares his favorite AI productivity tools, thoughts on modular data centers, ecosystem trends around Nvidia, and how advances like self-driving vehicles connect back to AI-ready data centers 🤖

Ep. 162 Yong Tan, Global Director of Sales (US and Global Accounts) - AI Systems for Data Centers of Supermicro | Data Center Go-to-Market Podcast

0:00 Coming up In this episode of the Data Center Go-to-Market Podcast

0:59 Introducing Yong Tan, Global Director of Sales (US and Global Accounts) - AI Systems for Data Centers at Supermicro

1:29 Career Journey to AI Systems for Data Centers, Global Director of Sales at Supermicro

4:10 How Data Center Sales is Rapidly Changing: Hiring IT Professionals and Engineers Into Business Development

9:04 Advice on Entry-Level Data Center Jobs/Careers

14:34 Advice for Mid-Career Data Center Professionals Seeking New Opportunities

19:48 Biggest AI Data Center Challenges and Mistakes

25:47 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)

26:23 Data Center Obsolescence Lifecycle and Real Estate-Centric Data Center Operators

28:37 Consolidating Data Center Ecosystem to Accelerate Time to Market: Space, Power, Location, and Cooling

34:17 Modular Data Centers with Integrated Solutions, Modular Data Center Construction, and Nvidia Ecosystem Portfolio Companies

36:40 Favorite Data Center Sales Productivity Tools

40:55 Future of AI Data Center Global Sales

48:45 Yong Tan (Connect with on LinkedIn) and Supermicro (Follow on LinkedIn and Website)

52:48 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)

#aidatacenter #aifactory #aiinfrastructure #aisystems #cloudcomputing #cloudservices #colocation #criticalfacilities #datacenterchallenges #datacentercooling #datacenterecosystem #datacenterengineers #datacentergtm #datacenterindustry #datacenterjobs #datacenterlifecycle #datacenterlocation #datacentermistakes #datacenteroperators #datacenterpower #datacenterre #datacenterrealestate #datacenters #datacentersales #datacentersolutions #datacenterspace #datacentertimetomarket #dcsmi #digitalinfrastructure #edge #edgecomputing #enterpriseit #gpu #hyperscale #itprofessionals #liquidcooling #missioncritical #modularconstruction #modulardatacenters #nvidia #nvidiaecosystem #salesleadership #supermicro

https://www.dcsmi.com/newsletter Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)

In episode 161 of the Data Center Go-to-Market Podcast, you’ll learn how to build a sharper ideal client profile, pinpoint the right buyer personas, and use education-led marketing to grow data center businesses in operations, sustainability, power, infrastructure, design, energy monitoring, and wholesale

📈 You’ll see how to segment by geography, company size, and industry, structure persona-specific content and events, gain country-level traction with outbound and ads, and manage lengthy enterprise and wholesale sales cycles with email, webinars, and in-person sessions that position your team as true experts

🧠 From data center power consultancies to design and infrastructure management providers, you’ll get practical, repeatable GTM playbooks you can use to generate better leads, close more deals, and build long-term trust across complex buying committees 🤝

Ep. 161 Joshua Feinberg, CEO of DCSMI | Data Center Go-to-Market Podcast

0:00 Coming up in this episode of the Data Center Go-to-Market Podcast

0:22 Introducing Joshua Feinberg, CEO at DCSMI

2:14 Agenda for Data Center Go-to-Market, Sales, and Marketing Q&A 61

3:46 How a data center operations and sustainability consulting firm personalizes its strategic insights

16:53 How a data center power consultancy grows its client base

29:48 How a data center infrastructure provider generates leads, establishes trust, and educates customers

43:50 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)

44:54 How a global data center power management business gains country traction

56:39 How a data center design, energy monitoring, and infrastructure management business grows

1:08:41 How wholesale data centers can manage lengthy sales cycles

1:19:01 Joshua Feinberg (Connect with on LinkedIn) and DCSMI (Follow on LinkedIn and Website)

1:20:28 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)

#cloudservices #colocation #criticalfacilities #datacenterconsulting #datacenterdesign #datacenterenergy #datacentergtm #datacenterindustry #datacenterinfrastructure #datacentermarketing #datacentermonitoring #datacenteroperations #datacenterpower #datacenters #datacentersales #datacentersolutions #datacentersustainability #dcim #dcsmi #digitalinfrastructure #edge #energymonitoring #hyperscale #missioncritical #wholesaledatacenter

https://www.dcsmi.com/newsletter Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)

In episode 160 of the Data Center Go-to-Market Podcast, host Joshua Feinberg talks with Oliver Bredgaard, Business Development Manager for data centers at Hovmand, about how he moved from SaaS and sports management into the rapidly growing world of data centers 🚀.

You’ll hear how Oliver navigates complex buying committees, tailors his message for health & safety, operations, and remote hands teams, and uses conferences, trade shows, and associations to build trust in what is still a very “closed” industry 🤝.

Oliver explains why safer, ergonomic lifting solutions are critical for uptime, worker safety, and talent retention, and how tools like Hovmand’s virtual engineering app and AI assistants help him research, prepare, and communicate more clearly—while keeping the human relationship front and center 🧠

🛠️. If you’re curious about client-facing careers in data centers, or you sell into this ecosystem and want to improve your go-to-market strategy, this episode is packed with practical insights you can apply right away 📈.

Ep. 160 Oliver Bredgaard, Business Development Manager Data Centres of Hovmand A/S | Data Center Go-to-Market Podcast

0:00 Coming up In this episode of the Data Center Go-to-Market Podcast

0:52 Introducing Oliver Bredgaard, Business Development Manager Data Centres at Hovmand A/S

1:20 Career Journey to Business Development for Data Center Ergonomic Lifting Solutions

5:11 Ideal Hovmand Data Center Clients: Site Managers, Lead Technicians, Operations, and Remote Hands

8:37 Decision Makers and Health/Safety Buyer Personas for Data Center Lifters and Material Handling (Enterprise vs. Hyperscale)

11:03 Data Center Industry Conferences, Exhibitions, Trade Shows, and Associations (Example: Danish Data Center Association)

12:14 Establishing Early Relationships in Data Center Material Handling Buyer’s Journeys

13:43 Ergonomic Safety Dangers and Financial Risk of Moving 100 Kg (220 lb) Servers in Narrow Data Center Aisles

14:58 Generative AI Changes Data Center Safety and Material Handling With Much Heavier Server Hardware and Batteries

16:19 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)

16:56 Advice on Entry Level Data Center Business Development and Sales Jobs

19:37 Biggest Data Center Safety, Efficiency, and Material Handling Lifter Mistakes That Data Center Facilities Managers Make

23:00 Favorite Data Center Business Development Software: Hovmand Virtual Engineering App, HubSpot CRM, ChatGPT

24:28 The Future of Data Center Business Development

27:01 Data Center Ergonomics, Health, and Safety with Data Center Server and Battery Lifting/Material Handling

31:22 Oliver Bredgaard (Connect with on LinkedIn) and Hovmand A/S (Follow on LinkedIn and Website)

32:46 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)

#ai #cloudservices #colocation #criticalfacilities #datacenter #datacenterbatteries #datacenterbusinessdevelopment #datacenterconferences #datacenterefficiency #datacenterengineering #datacenterergnomics #datacentergtm #datacenterhealth #datacenterindustry #datacenterjobs #datacenterlifter #datacentermarketing #datacenters #datacentersales #datacentersafety #datacenterservers #datacentersolutions #datacentre #dcsmi #digitalinfrastructure #edge #ergonomics #healthandsafety #hovmand #hyperscale #materialhandling #missioncritical #serverhardware

https://www.dcsmi.com/newsletter Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)

In episode 159 of the Data Center Go-to-Market Podcast, you’ll discover practical sales and marketing strategies for the data center industry!

🎯 Learn how to identify your ideal clients, host impactful educational events, build lasting trust, and create content that connects. Gain tips for motivating prospects, segmenting audiences, boosting engagement, and aligning your team around innovation and growth. Whether you’re in sales, marketing, or leading a go-to-market team, you’ll find actionable steps to grow your client base and revenue. 🚀

0:00 Coming up in this episode of the Data Center Go-to-Market Podcast

0:44 Introducing Joshua Feinberg, CEO at DCSMI

2:48 Agenda for Data Center Go-to-Market, Sales, and Marketing Q&A 60

4:14 How a data center operator and telecommunications provider finds their target audience

21:36 How a data center design and construction marketer gets an audience for their content and events

35:28 How a data center telecommunications provider motivates potential customers

45:40 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)

46:50 How an energy-efficient data center solutions provider generates awareness

1:00:31 How a cloud hosting, infrastructure management, and connectivity company generates new leads

1:16:57 How an oil and gas technology and services company grows its data center revenue

1:32:46 Joshua Feinberg (Connect with on LinkedIn) and DCSMI (Follow on LinkedIn and Website)

1:34:09 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)

#cloudservices #colocation #criticalfacilities #datacenter #datacenterconstruction #datacenterdesign #datacenterenergy #datacentergtm #datacenterindustry #datacenteroperator #datacenterrevenue #datacenters #datacentersales #datacenterservices #datacentersolutions #datacentertechnology #datacentermarketing #dcsmi #digitalinfrastructure #edge #hyperscale #missioncritical #oilandgas #telecommunications

https://www.dcsmi.com/newsletter Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)

In episode 158 of the Data Center Go-to-Market Podcast, Joshua Feinberg talks with Dan Lawrence, CEO and co-founder of OBM, about how a small Bitcoin mining side project turned into a global platform for energy flexibility

⚡. You’ll hear how remote management headaches led to an enterprise solution, why the real grid challenge is inflexible loads (not data centers), and how crypto mining and generative AI workloads are converging around shared power, siting, and margin pressures

🤝. Dan explains how co-locating AI factories and Bitcoin miners can smooth load profiles, how behind-the-meter wind projects and ERCOT’s controllable load resources change the energy game, and why the smartest operators now treat energy as a strategy—not just a cost

💡. You’ll also learn about new career paths at the intersection of data centers, power markets, and AI, plus emerging models for heat reuse, community impact, and storytelling with regulators and activists 🌱.

Ep. 158 Daniel Lawrence, CEO and Co-Founder of OBM | Data Center Go-to-Market Podcast

0:00 Coming up In this episode of the Data Center Go-to-Market Podcast

0:54 Introducing Daniel Lawrence, CEO and Co-Founder at OBM

1:14 Career Journey from Software Engineer at U.S. Department of Defense to Bitcoin Mining Software Startup

3:44 Remote Management of Small Bitcoin Mining Data Center

6:22 First Customer: One of Largest Publicly-Traded Bitcoin Miners (via Consultant Who Saw Reddit Crypto Bitcoin Mining Community Posts)

10:04 Convergence of Crypto Mining Entrepreneurs Into Generative AI Entrepreneurs (AI Factories)

13:31 Crypto Mining Power Pricing: Self-Hosting vs. Wholesale Data Center Developers vs. Colocation Data Center Operators

15:59 Bitcoin Miners Selling Excess Power for GPU AI Workloads

15:24 Bitcoin VCs for Capital-Intensive Buildouts ⇒ Crypto Operators That Want Load Flexibility

18:32 OBM Evangelizing Energy Optimization and Load Flexibility Within Bitcoin Mining and

Data Center Power Conferences

20:46 Bitcoin Mining Behind the Meter, Load Profiles, and Grid Load Flexibility (Example: Wind Farm with ERCOT TX Panhandle)

24:41 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)

25:19 OBM Expansion into AI Factories/GenAI Workloads with Pause-less Energy Curtailment

29:08 Comparing Bitcoin Mining Entrepreneur vs. Data Center Entrepreneur/Investor Demographics

32:09 Entry-Level Career Options and the Power Grid Crisis in Crypto, Data Center, and Infrastructure Operator Companies

39:20 Biggest Crypto and AI Data Center Energy Optimization Mistakes with Fixed-Cost Mindset (vs. Load Flexibility as Revenue Driver)

41:41 Load Flexibility Energy Optimization Parallels with European Data Center Heat Reuse Startups

45:07 AI Data Center and Bitcoin/Crypto PR, Messaging, Narrative (And Educating Community Stakeholders on Flexing Grid Loads)

48:38 ERCOT Texas Grid Innovation (Batteries, Renewables: Wind and Solar; Weak Transmission System)

50:37 The Future of Growing a Flexible Load, Energy Management Software Business for Bitcoin and AI Factory Operators

55:11 Daniel Lawrence (Connect with on LinkedIn) and OBM (Follow on LinkedIn and OBM .io Website)

57:21 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)

#aifactory #behindthemeter #bitcoinmining #cloudservices #colocation #criticalfacilities #crypto #datacenterenergy #datacentergtm #datacenterindustry #datacentermarketing #datacenterpower #datacenters #datacentersales #datacentersolutions #dcsmi #digitalinfrastructure #edge #energymanagement #energyoptimization #energystrategy #ercot #excesspower #gridflexibility #gridloads #heatreuse #hyperscale #infrastructure #loadflexibility #missioncritical #obm #powergrid #solarfarm #texasgrid #utiltygrid #windfarm

AI data centers, AI factories, behind the meter, Bitcoin mining, crypto mining, DCSMI, Data Center Go-to-Market Podcast, Dan Lawrence, data center marketing, data center sales, data center strategy, demand response, energy flexibility, generative AI, grid flexibility, Joshua Feinberg, load flexibility, OBM, OBM energy software

https://www.dcsmi.com/newsletter Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)

In episode 157 of the Data Center Go-to-Market Podcast, you’ll get ready to boost your data center strategy!

🚀 You’ll learn how to pinpoint your best-fit customers, shape standout buyer personas, and craft winning educational events that fill your sales pipeline.

Discover how leaders in sales, marketing, consulting, and energy efficiency can engage decision-makers, build trust, and position themselves as trusted advisors—all while maximizing growth and real results in today’s rapidly evolving data center landscape. 💡🏢🔥

Ep. 157 Joshua Feinberg, CEO of DCSMI | Data Center Go-to-Market Podcast

0:00 Coming up in this episode of the Data Center Go-to-Market Podcast

1:16 Introducing Joshua Feinberg, CEO at DCSMI

3:45 Agenda for Data Center Go-to-Market, Sales, and Marketing Q&A 59

5:24 How a multi-tenant data center operator generates qualified leads

20:15 How to grow a data center consulting and engineering firm

31:56 How a data center, telecommunications, and technology company defines its primary focus

47:10 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)

48:33 How a data center simulation and engineering firm can engage with the right decision makers

1:06:02 How a data center electrical and connectivity solutions provider wins new data center projects

1:17:51 How a data center energy efficiency consultancy generates new leads and clients

1:29:12 Joshua Feinberg (Connect with on LinkedIn) and DCSMI (Follow on LinkedIn and Website)

1:30:35 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)

#cloudservices #colocation #connectivity #criticalfacilities #datacenterconsulting #datacenterengineering #datacenterenergy #datacentergtm #datacenterindustry #datacentermarketing #datacenteroperator #datacenterpower #datacenters #datacentersales #datacentersimulation #datacentersoftware #datacentersolutions #datacentertechnology #dcsmi #digitalinfrastructure #edge #hyperscale #infrastructure #missioncritical #mult-tenantdatacenter #telecommunications