https://www.dcsmi.com/briefing Subscribe to the Data Center GTM Briefing

In episode 198 of the Data Center Go-to-Market Podcast, Joshua Feinberg talks with Princeton Identity CEO and founder Bobby Varma about how physical security in data centers is evolving from doors and perimeters to cages and high-value AI racks 

🧠🔐. You’ll hear how biometric “iris on the move” systems support compliance, auditability, and zero trust, plus how decision-making differs between enterprises and colocation providers 

🏢🏭. Bobby explains what CISOs, VPs of security/facilities, and legal teams each care about, why buyer education now happens long before first contact, and how “land and expand” strategies turn initial wins into multi-year growth engines 

📈. The conversation also covers hiring and upskilling technical sellers, focusing GTM motions on narrow verticals, and preparing for a future where physical and digital identity management converge across HR, IT, and security systems 🤝.

Ep. 198 Bobby Varma, Chief Executive Officer of Princeton Identity | Data Center Go-to-Market Podcast

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

1:22 Introducing Bobby Varma, Chief Executive Officer at Princeton Identity

1:53 Reaching the Data Center Economic Buyer of Biometric Security (CISO, VP of Facility Security, and Legal Counsel)

6:51 How AI Workloads Changed Data Center Biometric Security GTM Strategy

9:10 How Deep Learning & Edge AI Changed Princeton Identity Product Strategy

11:29 Buyer Education for Data Center Biometrics and Identity Management

15:38 Favorite Go-to-Market Playbook for Data Center Biometrics, Physical Security, and Cybersecurity

18:34 Hiring Business Development and Upskilling Sales Talent for Data Center Biometrics

20:16 The Outdated Data Center GTM Strategy That Is Failing in Physical Security, Biometrics, and Identity Management

22:03 Why Technical Biometrics Content Fails to Drive Enterprise Sales

23:41 Training as a Business Development Growth Engine in Data Center Biometrics

31:08 Subscribe to the Data Center GTM Briefing

32:05 What Biometrics Sales Teams Get Wrong About Data Center CISOs and Facilities Security VPs

36:37 Data Center Biometrics Marketing and Sales Experiment Failure vs. What Worked

48:10 Future of Data Center Biometrics Identity Tech, Business Growth, and CEO Leadership

51:50 Getting Access to Data Center Decision Makers

55:26 Bobby Varma (Connect with on LinkedIn) and Princeton Identity (Follow on LinkedIn and Website)

56:52 Subscribe to the Data Center GTM Briefing

#aiworkloads #biometrics #cloudservices #colocation #criticalfacilities #datacentergtm #datacenterindustry #datacentermarketing #datacenters #datacentersales #datacentersecurity #datacentersolutions #dcsmi #digitalinfrastructure #edge #edgecomputing #enterprisesecurity #hyperscale #identityaccessmanagement #identitytech #missioncritical #physicalsecurity #racksecurity #zerotrust

https://www.dcsmi.com/briefing Subscribe to the Data Center GTM Briefing

In episode 197 of the Data Center Go-to-Market Podcast, Joshua Feinberg interviews Vince Bradley, CEO of Abundant IoT, on why power is becoming the modern-day gold rush for AI-driven data centers 

⚡🤖 Learn how AI density is reshaping energy markets, why on-site generation (natural gas, fuel cells, linear generators) is surging, and how Abundant IoT shifted from grid-based energy to power-first strategies. 

Vince shares practical tactics on educating AI-empowered buyers, speeding up complex power deals, navigating community opposition and moratoria, and aligning CFOs, CTOs, and ESG stakeholders around future-proof energy decisions for data center growth 🌎🏗️

Ep. 197 Vince Bradley, Chief Executive Officer of Abundant IoT | Data Center Go-to-Market Podcast

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

1:28 Introducing Vince Bradley, Chief Executive Officer at Abundant IoT

2;34 Simplifying Complex Products in Data Center Energy GTM with Power and IoT

5:51 AI Density and Data Center Energy GTM Strategy

11:09 Educating Data Center Energy Buyers Before the Sales Call

17:50 Favorite Data Center Corporate Sustainability and ESG Go-to-Market Lesson and Playbook Rule

22:06 Subscribe to the Data Center GTM Briefing

23:03 The Data Center Sales Motion That Is Failing

25:29 The Data Center RFP Process is Already Decided Before It Starts

26:24 Translating Technical Data Center Energy Content to ROI

28:41 Data Center Energy Internal Champions: CFO and CTO Decision Committee Stakeholders

31:05 What Data Center Energy Sales Teams Get Wrong About Buyers

33:03 Reaching C-Suite Data Center Economic Buyers

35:57 Data Center Energy and IoT GTM Failures, Pivots & What Worked

39:25 Dangers of Outsourcing Data Center Customer Relationships / Customer Experience

41:56 Data Center & Energy Trends (Future of Growing in Energy, Power, and IoT Infrastructure)

46:41 Vince Bradley (Connect with on LinkedIn) and Abundant IoT (Follow on LinkedIn and Website)

47:41 Subscribe to the Data Center GTM Briefing

#abundantiot #aiinfrastructure #airevolution #cloudservices #colocation #criticalfacilities #criticalinfrastructure #datacenterenergy #datacentergtm #datacenterindustry #datacentermarketing #datacenterpower #datacenterrfp #datacenters #datacentersales #datacentersolutions #dcsmi #digitalinfrastructure #edge #energypricing #energytransition #esg #futureofenergy #hyperscale #iot #missioncritical #onsitegeneration #powersolutions #smartenergy #sustainabletech

https://www.dcsmi.com/briefing Subscribe to the Data Center GTM Briefing

🎧 In episode 196 of the Data Center Go-to-Market Podcast, you’ll watch Joshua Feinberg on Inside Commissioning to learn a practical, CEO‑backed playbook for moving your commissioning firm from “dinosaur” marketing to expert‑led growth… including how to run low‑cost micro‑events and webinars that build trust, hire engineers into sales to shorten trust cycles, build an academy from recorded sessions to create sticky credibility, realign marketing spend away from the conference cult, and craft employer‑branding that attracts scarce talent. Expect concrete steps to map your ICP, run interview‑based research, and create repeatable content that shapes buying decisions long before the first call. 💡📚🎯 

Ep. 196 Cal Blair, Host and Founder of Inside Commissioning Podcast and Baseline | Data Center Go-to-Market Podcast

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

1:08 Syndicating Cal Blair, Host of Inside Commissioning Podcast and Founder of Baseline

2:15 Introducing Joshua Feinberg’s Career Journey: From IBM Campus Rep to Tech Founder

3:45 How Data Center Commissioning Firms Can Win More Work and Better Work

4:37 15 Years in Tech Consulting Before Moving into the Data Center Industry

10:10 Navigating the 57 Data Center Business Models & Industry Consolidation

12:46 The Self-Guided Data Center Buyer’s Journey: How Technical Decision-Makers Research

14:25 Data Center Go-to-Market Podcast and Data Center Sales & Marketing Institute (DCSMI)

17:07 Upskilling Data Sales Teams vs. Hiring Engineers into BD Roles

22:29 Breaking Free from Intermediaries: Direct Relationships for Data Center Commissioning Firms

24:55 Podcasting as a Market Research Tool for Data Center Leaders

25:54 Overcoming the Data Center Operator PR & Legal "Gag Order"

26:46 Defining Your Data Center Commissioning Ideal Client Profile (ICP) & Multilingual Decision Committees

29:09 Subscribe to the Data Center GTM Briefing

30:06 Data Center Commissioning Micro-Events vs. the Data Center Conference Cult

42:39 When Data Center Commissioning Companies Fail at Marketing (As Cheap as Possible)

45:54 Talent Acquisition, Recruiting, and Employer Branding in Data Center Commissioning

50:50 Candidate-Focused Recruiting in Data Center Commissioning

53:33 Talent Horror Stories at Data Center Conferences: Candidate Booth Hijacking and Talent Poaching

55:37 Sales Enablement for Commissioning Engineering Firms: Educational Playbooks That Scale

1:01:52 How a Data Center Commissioning Leader Wins More Work and Better Clients

1:03:44 Joshua Feinberg (Connect with on LinkedIn) and DCSMI and Data Center Go-to-Market Podcast (Follow on LinkedIn and Website)

1:05:14 Subscribe to the Data Center GTM Briefing

26 Data Center Facilities Experts Predict the Future [Download Free eBook]

https://www.dcsmi.com/facilities 

#baseline #cloudservices #colocation #commissioning #commissioningengineering #commissioningfirms #conferencecult #criticalfacilities #datacenter #datacenterbranding #datacentercommissioning #datacenterengineering #datacentergtm #datacenterindustry #datacentermarketing #datacenterrecruiting #datacentersales #datacentersolutions #dcsmi #digitalinfrastructure #edge #joshuafeinberg #microevents #missioncritical

https://www.dcsmi.com/briefing Subscribe to the Data Center GTM Briefing

In episode 195 of the Data Center Go-to-Market Podcast, you’ll learn how San Francisco Compute Company is addressing the GPU supply crunch and serving AI-native startups with short-term, high-performance compute access; you’ll hear practical resale strategies to recover over‑commitments, tactics for aligning engineers and CFOs, bottoms-up GTM playbooks that preserve executive networks, content and buyer‑education approaches for self‑directed technical buyers, partnership and channel guidance to avoid conflict, and tips for scaling talent while protecting trust and service quality. ⚙️🤝📈💡🌎

Ep. 195 Alan Butler, Chief Business Officer of San Francisco Compute Company | Data Center Go-to-Market Podcast

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

1:39 Introducing Alan Butler, Chief Business Officer at San Francisco Compute Company

2:09 Biggest Data Center GTM Hurdles and GPU Supply Constraints

4:35 Pivoting from Lead Gen to Demand Management Amid GPU Supply Bottlenecks

6:37 How High-Density AI Workloads Shift Data Center GTM Strategy

10:37 Navigating the Dark Funnel: Reaching Data Center Buyers Early

13:04 How AI Compute Liquidity Provider Works with Finance, Partners, Customers, and Technologists

15:06 Growing a Sales Team for a Company That Buys and Sells Excess GPU Capacity

16:43 Why Data Center Technical Content Fails to Convert

18:12 Sales Misunderstandings: Infrastructure Buyer Technical Evaluations

19:21 GTM Playbook Lessons and Rules for Data Center Leaders

21:18 Subscribe to the Data Center GTM Briefing

22:15 Broken Tech GTM Playbooks and Why Most Data Center Strategies Fail

23:33 Building a Trusted AI Compute Brand by Unlocking Capacity and Improving Efficiency/Utilization

26:02 AI Infrastructure: Colocation, Enterprise, Neocloud, OEM, Reseller, and Distributor Buyers

29:06 Avoiding Channel Conflict with AI Hardware GPU Compute Liquidity Platform

31:56 Data Center GTM Strategy Failures: Lessons Learned and Pivoting to AI Capacity Compute Success

35:26 Outsourcing vs. In-House Scaling for AI Compute GTM

38:26 The Future of Growing a Data Center AI Compute Infrastructure Business

41:19 Alan Butler (Connect with on LinkedIn) and San Francisco Compute Company (Follow on LinkedIn and Website). Plus NVIDIA Brev

43:08 Subscribe to the Data Center GTM Briefing

#ai #aicapacity #aicompute #aihardware #aiinfrastructure #aigtm #aistartups #buyereducation #cloud #cloudservices #colocation #computeoptimization #criticalfacilities #datacenter #datacentergtm #datacenterindustry #datacentermarketing #datacenters #datacentersales #datacentersolutions #dcsmi #digitalinfrastructure #edge #gpu #gpucapacity #gpucompute #gpuconstraints #gpusupply #gtmstrategy #hyperscale #infrastructure #missioncritical #neocloud #nvidiabrev #partnerships #resale #salesenablement #sanfranciscocompute #supplychain #talentacquisition #technicalbuyers #trustbuilding

https://www.dcsmi.com/briefing Subscribe to the Data Center GTM Briefing

In episode 194 of the Data Center Go-to-Market Podcast, you’ll hear how Arvato scaled niche, white‑glove data‑center logistics from Dublin to the U.S., why finance teams are accelerating procurement decisions, how power demand is reshaping site selection for AI compute, and practical tactics… hub‑and‑spoke warehousing, EOR/IOR, micro‑events, and site visits… that build trust with hyperscalers while managing talent, procurement tension, and AI‑driven changes in sales and content. ⚡️🚚🧑‍🔧🌍📈🤝🤖

Ep. 194 Keith Young, VP of Datacenter Services of Arvato | Data Center Go-to-Market Podcast

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

1:24 Introducing Keith Young, VP of Datacenter Services at Arvato

1:49 Hyperscaler Logistics: The Massive Fundamental Shift in Global Data Center Strategy

6:09 Power and Space Constraints: Disruption of Traditional Data Center Supply Chains

11:11 Arvato & ATC: Building a Unified GTM Strategy for Global Data Center Logistics

13:44 Global Key Data Center Account Management for Hyperscaler Sales

17:05 Scaling Global Data Center Logistics: Cultural and Operational Frictions in the American Midwest

20:56 Subscribe to the Data Center GTM Briefing

21:53 Data Center Logistics Training and the Role of Buyer Education

25:03 Technical Content Challenges in Data Center Logistics and Supply Chain Services

28:38 Comparing CFO vs. Procurement Officer Internal Champions for Data Center Logistics and Supply Chain

32:04 The Role of Site Visits, Micro-Events, and Field Marketing in Data Center Logistics Services

37:17 What Sales Teams in Data Center Logistics Consistently Misunderstand

42:50 The Future of Growing a Data Center Logistics and Supply Chain Services Business

46:09 Keith Young (Connect with on LinkedIn) and Arvato (Follow on LinkedIn and Website)

47:20 Subscribe to the Data Center GTM Briefing

#ai #cloudservices #colocation #criticalfacilities #datacenter #datacenter3pl #datacentergtm #datacenterindustry #datacenterlogistics #datacentermarketing #datacenterprocurement #datacenters #datacentersales #datacentersolutions #datacenterstrategy #datacentersupplychain #dcsmi #digitalinfrastructure #edge #finance #hyperscale #hyperscalers #hyperscalersales #logistics #missioncritical #procurement #supplychain

https://www.dcsmi.com/briefing Subscribe to the Data Center GTM Briefing

In episode 193 of the Data Center Go-to-Market Podcast, you’ll Learn how AI-fueled buyer sophistication is raising the bar for data center sales, and get practical takeaways from Jon Billow on BNS’s full-lifecycle power and network approach, segment-specific GTM strategies for enterprise/colo/neocloud, M&A lessons for integrating sales playbooks, tactics to build trust with multi-stakeholder committees, how to align technical content to revenue outcomes, and what to watch for with moratoriums and capacity shifts… all in a candid conversation about scaling teams, talent, and operations in an accelerating market. ⚡🤖🧭

Ep. 193 Jon Billow, CEO and CRO of BNS | Data Center Go-to-Market Podcast

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

1:17 Introducing Jon Billow, CEO and CRO at BNS

1:38 How BNS Power and BNS Networks Fits Into the Data Center Ecosystem

4:30 Biggest Go-to-Market Challenges for Mission-Critical Infrastructure Providers like BNS

5:47 How Much of the AI Market is Actual, Closeable Pipeline? Neocloud vs. Colocation Providers

8:55 What Enterprise, Colocation, and Neocloud Decision Makers Need to Know About Data Center Services

11:15 Establishing Trust with Data Center Infrastructure Decision Makers

14:47 Merging Sphaera (an IT Infrastructure Lifecycle Firm Specializing In Data Center Buildouts)

17:56 Outdated Marketing Strategies Data Center Infrastructure Companies Should Avoid

19:42 Subscribe to the Data Center GTM Briefing

20:39 Technical Data Center Content Fails to Convert to Revenue: Bridging the Gap

26:11 What Sales Reps Misread When Selling to Data Center Operators

32:09 Selling to Data Center Decision-Making Buying Committees

37:24 Data Center Demand Generation: What a CRO Would Never Outsource

38:48 The Future of Growing a Data Center Network Infrastructure Company

46:10 Jon Billow (Connect with on LinkedIn) and BNS (Follow on LinkedIn and Website)

46:48 Subscribe to the Data Center GTM Briefing

#ai #cloudservices #colocation #criticalfacilities #datacenter #datacenterbuildouts #datacenterceo #datacentercro #datacentergtm #datacenterindustry #datacenterinfrastructure #datacentermarketing #datacenternetwork #datacenteroperators #datacenters #datacentersales #datacentersolutions #dcsmi #digitalinfrastructure #edge #gtm #hyperscale #infrastructure #itinfrastucture #m&a #missioncritical #neoclouds #networks #salesstrategy

https://www.dcsmi.com/briefing Subscribe to the Data Center GTM Briefing

In episode 192 of the Data Center Go-to-Market Podcast, you’ll learn practical tactics for winning community support and moving large-scale data center projects forward… 

from translating latency and app performance into plain-language benefits for residents, to mapping the real decision-makers you must engage, to when behind-the-meter vs. grid-connected generation makes sense. 

You’ll also get playbooks for using generative AI to prep meetings and analyze sentiment, run high-impact micro-events, coordinate with utilities to solve speed-to-power bottlenecks, and position your team to withstand coming market consolidation. 🚀⚡️🏛️

Ep. 192 Craig McKesson, Chief Commercial Officer of Takanock | Data Center Go-to-Market Podcast

0:00 Coming up In this episode of the Data Center Go-to-Market Podcast
1:20 Introducing Craig McKesson, Chief Commercial Officer at Takanock
1:41 Overcoming Community Misperception Around Data Center Development
11:01 How to Educate Data Center Clients, Communities, Elected Officials, and Partners Before Conversations Begin
17:51 Key Colocation Data Center GTM Career Lessons That Still Hold True as a Data Center Developer
20:37 Subscribe to the Data Center GTM Briefing
21:34 Generative AI Impact on Buyer Research and Data Center Sales Teams
26:39 Identifying Failing Data Center GTM Strategies (Conferences vs. Micro Events)
34:21 Hiring IT Professionals and Engineers Onto Data Center Revenue/Commercial Teams (Peer Credibility)
36:23 Understanding the Decision Committee in a Community That’s Opposed to Data Center Development 
38:23 Future of Chief Commercial Officers for Specialized Data Center Developers and Critical Power Integrators
43:58 Craig McKesson (Connect with on LinkedIn) and Takanock (Follow on LinkedIn and Website)
45:18 Subscribe to the Data Center GTM Briefing

#behindthemeter #buyereducation #cloudservices #colocation #communityengagement #conferencestrategy #criticalfacilities #datacenter #datacentergtm #datacenterindustry #datacentermarketing #datacenters #datacentersales #datacentersolutions #dcsmi #developerinsights #digitalinfrastructure #edge #generativeai #gotomarket #hyperscale #industryconsolidation #missioncritical #podcast #powerinfrastructure #stakeholderengagement #stakeholdermapping

https://www.dcsmi.com/briefing Subscribe to the Data Center GTM Briefing

In episode 191 of the Data Center Go-to-Market Podcast, you’ll learn how Flexnode’s CEO explains why retrofit and adaptive-reuse data center plays often fail, how modular, liquid-cooled solutions can cut footprint and speed deployments, and why integrating IT and facility design is now essential for AI-scale builds. Plus, get practical advice on winning that risky first sale and using visual storytelling. Then find out how AEC partnerships build trust, why you need to equip internal champions with concise outcome-focused assets, and when to pursue co-developed real estate for faster scale. ⚡🏗️💧📈🎧

Ep. 191 Andrew Lindsey, Chief Executive Officer of Flexnode | Data Center Go-to-Market Podcast

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

0:59 Introducing Andrew Lindsey, Chief Executive Officer at Flexnode

1:48 Highly Scalable, Liquid-Cooled Modular Data Centers for High-Density Computing (AI and HPC).

9:12 Biggest GTM Challenges Facing Data Center Construction Teams (Modular and Design-Build)

13:01 How High-Density AI Workloads Changed Liquid Cooling Modular Data Center Strategy

17:22 How to Educate Liquid Cooled Modular Data Center AEC Buyers Before They Ever Speak With Flexnode Sales

21:39 Data Center Construction GTM Strategy That's Failing Right Now That Nobody Talks About

27:34 Subscribe to the Data Center GTM Briefing

28:31 Why Technical Content Often Fails to Generate Liquid Cooled, Modular Data Center Construction Revenue

34:46 The Challenge of Reaching the True AEC Decision-Maker for Modular Data Center Construction

37:49 Favorite AEC Internal Champions for High-Density Liquid-Cooled Prefabricated Data Center Modules

42:37 What Liquid Cooled, Modular Data Center Construction Companies Shouldn’t Outsource

44:32 The Future of Growing a Liquid Cooled, Modular Data Center Construction Business

51:16 Andrew Lindsey (Connect with on LinkedIn) and Flexnode (Follow on LinkedIn and Website)

52:04 Subscribe to the Data Center GTM Briefing

#adaptivereuse #adcpartners #aec #aiinfrastructure #cloudservices #colocation #construction #criticalfacilities #datacenter #datacentergtm #datacenterindustry #datacentermarketing #datacenters #datacentersales #datacentersolutions #dcsmi #digitalinfrastructure #edge #facilitydesign #flexnode #hpc #hyperscale #innovation #itinfrastructure #leadership #liquidcooling #missioncritical #modulardatacenter #retrofitting #salesenablement #sustainability #visualstorytelling

https://www.dcsmi.com/briefing Subscribe to the Data Center GTM Briefing

In episode 190 of the Data Center Go-to-Market Podcast, Joshua Feinberg talks with Pooya Kabiri, CEO of METIS Power, about how AI-driven rack densities are reshaping data center power strategy. 

Learn why behind-the-meter generation and natural gas are becoming go-to options, plus how microgrid + storage architectures meet millisecond AI load swings. 

Find out about the regional air-permitting limits that change project design, practical buyer-education tactics (including the 250 tons/year threshold), go-to-market lessons on staying focused, and why METIS built in-house proposal tools to speed deals and delivery ⚡️🔋📈🌍.  

Ep. 190 Pooya Kabiri, Chief Executive Officer of METIS Power | Data Center Go-to-Market Podcast

0:00 Coming up In this episode of the Data Center Go-to-Market Podcast
1:00 Introducing Pooya Kabiri, Chief Executive Officer at METIS Power
1:55 METIS Power | Behind-the-Meter (BTM) Generation, Advanced Microgrids, and Energy Management Systems (EMS)
4:14 Reaching and Engaging Qualified Data Center Decision-Makers for Behind-the-Meter (BTM) Generation
10:03 How to Educate Behind-the-Meter Generation Data Center Buyers Before They Engage With Sales
13:56 Air Permitting Regional Differences and EPA Zones with Behind-the-Meter Data Center Power Generation 
16:21 The Data Center GTM Lesson That Took the Longest to Learn
18:43 Subscribe to the Data Center GTM Briefing
19:41 A Data Center GTM Strategy Everyone Still Talks About That Isn't Working (EPC vs. Power Expertise)
22:48 Why Technical Power Generation Content Often Fails to Generate Revenue
27:29 What Data Center Power Generation Sales Teams Consistently Misunderstand About Buyers
31:42 True Economic Buyer in Data Center Behind-the-Meter or Microgrid Power Generation Deals
34:25 Something METIS Power Outsourced That Didn’t Work as Expected
38:30 The Future of Growing a Specialized Data Center Power Generation and Distribution Business
43:10 Pooya Kabiri (Connect with on LinkedIn) and METIS Power (Follow on LinkedIn and Website)
44:44 Subscribe to the Data Center GTM Briefing

#aiinfrastructure #airenergy #behindthemeter #cloudservices #cogen #colocation #criticalfacilities #datacenter #datacentergtm #datacenterindustry #datacentermarketing #datacentersales #datacentersolutions #datacentersustainability #dcsmi #digitalinfrastructure #edge #energyefficiency #energyplanning #energystorage #hyperscale #metispower #microgrid #missioncritical #naturalgas #powergeneration #powerinfrastructure #rackdensity #regulatorycompliance #salesenablement #utilities

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In episode 189 of the Data Center Go-to-Market Podcast, Ken Sullivan of Bay Compute explains how orchestration software helps colocation operators get more revenue from the power they already have, why reframing capacity challenges as a business problem matters, which buyer personas to prioritize, and how to craft GTM strategies that rely on peer credibility, founder-led sales, and clear ROI. Plus see what AI density and liquid cooling mean for modern data center operations ⚡️🏢📈🤖💡

Ep. 189 Ken Sullivan, Chief Executive Officer of Bay Compute | Data Center Go-to-Market Podcast

0:00 Coming up In this episode of the Data Center Go-to-Market Podcast
1:24 Introducing Ken Sullivan, Chief Executive Officer at Bay Compute
2:21 Convincing Data Center Colocation Operators to Buy Software to Optimize and Manage Capacity
7:22 Biggest Go-to-Market Challenge Facing Colocation Infrastructure Companies Today
9:14 How AI Changed Your Strategy with Optimizing Data Center Capacity During the Last Year
11:28 How to Educate Colocation Operators Before a Capacity Optimization Sales Conversation Ever Happens
13:31 Outsourced GTM Lesson Learned ⇒ Founder-Led Data Center Sales in Early Stage Startups
19:39 Go-to-Market Strategy That’s Failing Across the Data Center Industry (That Nobody Wants to Admit is Failing)
22:54 Subscribe to the Data Center GTM Briefing
23:51 Why Technical Data Center Content Fails to Generate Revenue
28:19 What Data Center Sales Teams Consistently Misunderstand About Modern Buyers
30:42 Unlocking More Power Capacity at 1-2 MW Edge or Legacy Colocation Data Centers
32:13 Colocation Decision Makers Varying Depending on Size
34:19 Growing Bay Compute: What Didn’t Work
36:20 The Future of Growing a Data Center SaaS/OS Company That Unlocks Stranded Power
38:48 What the Data Center Industry Believes Today That Will Look Obviously Wrong Five Years From Now
41:16 Ken Sullivan (Connect with on LinkedIn) and Bay Compute (Follow on LinkedIn and Website)
42:53 Subscribe to the Data Center GTM Briefing

#ai #aidensity #baycompute #capacityoptimization #cloudservices #colo #colocation #criticalfacilities #datacenter #datacentergtm #datacenterindustry #datacentermarketing #datacentersales #datacentersolutions #dcsmi #digitalinfrastructure #edge #energy #founderledsales #gtmstrategy #hyperscale #liquidcooling #missioncritical #orchestration #revenueenablement #roi #salesenablement