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

In episode 177 of the Data Center Go-to-Market Podcast, you’ll hear from CPower Energy’s David Chernis on how AI-driven load growth is reshaping data center power strategy ⚡

🤖. You’ll learn why traditional assumptions about always available power no longer hold, how energy flexibility and battery storage (BESS) help manage spiky AI workloads, and what separates the new AI factory data centers from legacy colocation models.

David explains how modern demand response works in mission-critical environments, how grid participation now influences site selection and interconnection timelines, and why powered land, hybrid crypto/AI sites, and regulatory shifts (like ERCOT’s Senate Bill 6) are changing what’s considered table stakes.

You’ll also pick up career and go-to-market tips on continuous learning, using generative and agentic AI tools, and positioning yourself at the intersection of data centers, energy markets, and AI innovation 💡🏭

Ep. 177 David Chernis, Director, Flexible Compute Platforms of CPower Energy | Data Center Go-to-Market Podcast

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

0:46 Introducing David Chernis, Director, Flexible Compute Platforms at CPower Energy

1:23 Why Energy Load Flexibility So Urgent Now For Data Center Operators?

3:34 What Data Center Operators Most Misunderstand About How Utilities and Grid Operators See Them

8:32 How Modern AI Data Center Energy Demand Response Actually Works in a Mission-Critical Environment

11:23 Utility Grid Signal Orchestration: How Do Data Center Operators Decide What Load Is Flexible

13:25 Mid-Career Advice for Data Center Energy Professionals

16:32 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)

17:10 How Grid Participation Influences Data Center Site Selection, Expansion Approvals, and Timelines

21:35 Grid Participation Becoming Table Stakes For New Data Center Developments

23:00 Biggest Oversight Among Data Center Sales, Channel Partnerships, and Go-to-Market Professionals

28:50 How Data Center Operators Can Get Educated on Energy Grid Flexibility Without Overcommitting

34:09 David Chernis (Connect with on LinkedIn) and CPower Energy (Follow on LinkedIn and Website)

34:52 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)

#aifactory #ai #battery #bess #channelpartner #cloudservices #colocation #criticalfacilities #cpowerenergy #datacenter #datacenterdevelopment #datacenterenergy #datacentergtm #datacenterindustry #datacenteroperators #datacenterpartner #datacenterpower #datacenters #datacentersales #datacentersiteselection #datacentersolutions #davidchernis #dcsmi #demandresponse #digitalinfrastructure #edge #energydemand #energyflexibility #grid #gridflexibility #gridparticipation #hyperscale #loadflexibility #missioncritical #siteselection #utilitygrid

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

In episode 176 of the Data Center Go-to-Market Podcast, Apolo CEO Bill Kleyman joins Joshua Feinberg to share how AI is reshaping data center design, capital strategy, and careers across the ecosystem ⚡

🧠 From understanding why AI demand is *not* infinite and why capital efficiency now matters more than ever, to rethinking rack density, GPUs, liquid cooling, and grid interconnection, you’ll gain a fresh, practical perspective on where the industry is headed.

Bill also breaks down how early-career and mid-career professionals can stay relevant by mastering power, cooling, and AI infrastructure economics, while using AI tools as everyday co-pilots for research, forecasting, sales intelligence, and strategic decision-making 💼📈

Ep. 176 Bill Kleyman, Chief Executive Officer of Apolo | Data Center Go-to-Market Podcast

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

0:41 Introducing Bill Kleyman, Chief Executive Officer at Apolo

1:16 Career Journey to Data Center Industry Leadership

4:40 Advice on Entry-Level Data Center Careers and Jobs

7:59 Insights for Mid-Career Data Center Professionals in Commercial, Client-Facing Roles

14:14 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)

14:52 Reskilling Data Center Sales Professionals at Data Center Operators

16:01 Biggest Mistakes Data Center Startups Make with AI Infrastructure

19:06 Addressing Data Center Workforce Challenges with Multiskilled Operators

21:56 The Future of Growing an AI Data Center Infrastructure Startup

26:42 Bill Kleyman (Connect with on LinkedIn) and Apolo (Follow on LinkedIn and Website)

27:06 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)

#aidatacenter #aiinfrastructure #aipowered #apolo #billkleyman #cloudinfrastructure #cloudservices #colocation #criticalfacilities #datacentergtm #datacenterindustry #datacenterinfrastructure #datacenterjobs #datacenterleadership #datacentermarketing #datacenters #datacentersales #datacentersolutions #datacenterstartups #dcsmi #digitalinfrastructure #edge #edgecomputing #generativeai #gputrends #gridinterconnection #hyperscale #liquidcooling #missioncritical

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

In episode 175 of the Data Center Go-to-Market Podcast, you’ll learn how to get in early and stay relevant in a self-guided buyer journey where 83% of the research happens before sales ever gets a meeting.

You’ll see how to define a sharp ideal client profile, run customer insight interviews, and turn real buyer goals and challenges into high-converting offers, content, and events.

You’ll also learn a practical events-driven playbook for colocation, software-defined infrastructure, telecom, and energy-efficiency consultancies that want to generate better leads, compete with better-funded rivals, and close data center deals faster by positioning their teams as teachers, consultants, and trusted advisors. 🚀📈🏢

Ep. 175 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

0:31 Introducing Joshua Feinberg, CEO at DCSMI

2:55 Agenda for Data Center Go-to-Market, Sales, and Marketing Q&A 71

5:14 How to build colocation data center brand awareness

37:24 How a data center software-defined infrastructure provider competes with better-funded VC-backed firms

52:23 How a data center telecommunications AE gets meetings with the right person at the right time

1:03:24 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)

1:04:37 How a digital infrastructure provider generates quality leads

1:20:17 How a data center energy efficiency consultancy markets and sells getting KWs back and easier ops

1:36:07 How to close colocation and data center services sales faster

1:51:22 Joshua Feinberg (Connect with on LinkedIn) and DCSMI (Follow on LinkedIn and Website)

1:52:49 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)

#cloudservices #colocation #colocationmarketing #criticalfacilities #datacenterenergy #datacentergtm #datacenterindustry #datacenterinfrastructure #datacenterinvestment #datacentermarketing #datacenteroperations #datacenters #datacentersales #datacenteservices #datacentersolutions #dcsmi #digitalinfrastructure #edge #energyefficiency #hyperscale #missioncritical #sddc #softwaredefineddatacenter #telecommunications #telecommunicationssales #vcbacked

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

In episode 174 of the Data Center Go-to-Market Podcast, Joshua Feinberg and Dr. Atif Ansar explore why so many data center mega projects miss their timelines, budgets, and revenue targets; and how much of that failure is actually predictable and preventable.

🚦 You’ll hear how optimism and political bias distort forecasts, why data centers should be treated like multi‑billion‑dollar industrial assets (not simple warehouses), what “cognitive maturity” looks like in project leaders, and how rising rack densities from 2.5 kW to 133 kW reshape strategy

⚙️ They also connect private equity’s growing role, AI training data centers, and outcome-focused GTM motions that favor education, trust, and meaningful conversations over spammy activity 📊

Ep. 174 Dr. Atif Ansar, Executive Chairman & Co-Founder of Foresight | Data Center Go-to-Market Podcast

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

1:07 Introducing Dr. Atif Ansar, Executive Chairman & Co-Founder at Foresight Works (and Fellow at Oxford Saïd Business School)

1:34 Data Center Go-to-Market Overconfidence and Megaprojects Learnings

2:12 Data Center Megaprojects: Early Warning Signs and Why GTM Strategy Needs an Update

4:29 Optimism Bias vs. Political Bias in Data Center Megaprojects

6:32 Why Smart Data Center Professionals Repeat Bad Forecasts

8:18 How Often Large Data Center Projects Actually Hit Targets and Cognitive Maturity

13:42 Survivorship Bias and False Data Center Industry Success Narratives

15:59 Community Impact of Data Center Development and GTM Education Marketing

18:20 Data Center Development Failure (and GTM Failure) Aren’t Random. They’re Patterned and Predictable.

18:53 Data Centers as Megaprojects (Oxford Defines as $1B+)

21:57 The Danger of Data Center GTM Strategies on TAM Decks and Conferences

25:24 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)

26:01 Anticipating Nvidia’s Next Moves and Making the Right Data Center Conference GTM Investments

29:47 Data Center Vendor Incentive Structures

31:04 Long-Cycle Data Center Sales + Capital Risk Mismatch

33:08 VC/PE to Accelerate Data Center Hiring

36:44 Data Center Conferences, GTM Expectations, and Massive Educational Gaps

39:45 What Smarter Data Center GTM Looks Like and Extremely Narrow Segmentation

41:21 Better Data Center GTM Signals Than Pipeline Dashboards and Sequencing Growth vs. Maximizing Growth

46:46 If Data Center GTM Leaders Could Fix Only One Thing Tomorrow, What Should It Be?

51:01 Dr. Atif Ansar (Connect with on LinkedIn) and Foresight (Follow on LinkedIn and Website)

51:42 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)

#cloudservices #colocation #criticalfacilities #datacenterconferences #datacenterdevelopment #datacentergtm #datacenterindustry #datacenterinvestment #datacentermegaprojects #datacentermarketing #datacenters #datacentersales #datacentersolutions #datacentervendors #dcsmi #digitalinfrastructure #edge #hyperscale #megaprojects #missioncritical #nvidia

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

In episode 173 of the Data Center Go-to-Market Podcast, you’ll learn how to win in an 83% self‑service buyer’s journey by turning your sales and marketing team into teachers, consultants, and trusted advisors instead of “just another vendor.”

🧠 You’ll see how to define sharp ideal client profiles across integrators, colocation, MSPs, consultancies, and wholesale operators; identify the right buyer personas and their real goals and challenges; and build an education-led engine with webinars, local events, and thought leadership that consistently generates qualified pipeline.

We’ll also cover how to use third‑party service providers without diluting your brand, differentiate real‑estate‑centric vs. IT‑services‑centric colo plays, structure SMB vs. mid‑market vs. enterprise strategies, and turn every event into a library of repurposed content that amplifies your brand and establishes category authority. 🎯

Ep. 173 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

101 Introducing Joshua Feinberg, CEO at DCSMI

4:17 Agenda for Data Center Go-to-Market, Sales, and Marketing Q&A 70

6:00 How a data center integrator creates visibility and opportunity for 3rd party service providers

25:03 How to market and sell colocation and managed services in data center facilities

47:56 How a data center operations optimization consultancy bridges the knowledge gap between industries

57:05 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)

58:10 How a colocation, backup solutions, and data security provider gets SMB clients

1:11:13 How a data center design, construction, and management firm markets and sells data center solutions

1:25:57 How to establish wholesale data center brand recognition in the marketplace

1:39:52 Joshua Feinberg (Connect with on LinkedIn) and DCSMI (Follow on LinkedIn and Website)

1:41:22 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)

#colocation #criticalfacilities #datacenterconsulting #datacenterconstruction #datacenterdesign #datacenterfacilities #datacentergtm #datacenterintegrator #datacentermanagement #datacentermore #datacenteroperations #datacenteroptimization #datacentersales #datacentersolutions #datacentersafety #dcsmi #digitalinfrastructure #managedservices #wholesaledatacenter

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Most data center go-to-market strategies are built around visibility.

Enterprise buyers experience that visibility very differently.

In episode 172 of the Data Center Go-to-Market Podcast, Joshua Feinberg sits down with Sean Farney of JLL to unpack how enterprise data center buyers actually make decisions

…and why many vendor GTM motions fail before the first real conversation ever happens.

Sean brings a rare buyer-side perspective shaped by:

• Enterprise site selection and location strategy
• Buying committees, risk management, and internal politics
• Power constraints, AI demand, and real-world tradeoffs vendors rarely see

This conversation isn’t about tactics or hype.

It’s about the misalignment between how vendors sell and how buyers decide

… and the quiet signals that build (or destroy) trust long before an RFP.

What we cover:

The biggest disconnect between vendor GTM and enterprise buyer reality

Why most deals are disqualified before the first meeting

How buying committees really work in enterprise data center decisions

What conferences, content, and thought leadership actually influence buyers

How power and AI constraints are forcing a GTM reset

The signals that build early trust; and the behaviors that kill it

If you sell to enterprise data center buyers, this episode may be uncomfortable.

That’s probably a good thing.

Ep. 172 Sean Farney, Vice President, Data Center Strategy- Americas of JLL | Data Center Go-to-Market Podcast

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

0:53 Introducing Sean Farney, Vice President, Data Center Strategy- Americas at JLL

1:26 Data Center Go-To-Market Strategies vs. What Enterprise Buyers Want

2:14 Biggest Disconnect Between Data Center Vendor GTM and How Buyers Actually Buy

10:10 Data Center Buying Committee Reality: Who Really Influences Decisions? Who Vendors Miss?

15:17 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)

15:54 Data Center GTM Credibility Killers: What Immediately Reduces Trust With Enterprise Buyers?

20:16 Data Center Conferences and Content: What Actually Shapes Perception vs. Creates Noise?

25:28 How Power and AI Constraints Change Data Center GTM Strategy

32:16 Data Center GTM Trust Signals: What Causes Buyers to Trust Early?

34:45 One Data Center GTM Change Vendors Should Make Now

36:17 Sean Farney (Connect with on LinkedIn) and JLL (Follow on LinkedIn and Website)

38:01 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)

Topics:

Enterprise data center buyers

Data center go-to-market strategy

Enterprise B2B sales

Data center marketing

Buying committees in B2B

Digital infrastructure sales

Colocation sales strategy

Data center industry trends

#b2bsales #buyingcommittee #colocation #datacenter #datacentergtm #datacentermarketing #dcsmi #digitalinfrastructure #enterprisesales #enterprisebuyers #gtmstrategy #jll #joshuafeinberg #seanfarney

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

In episode 171 of the Data Center Go-to-Market Podcast, you’ll learn how to sharpen GTM strategy across the data center ecosystem.

🚀 From energy management consulting and simulation/design firms to developers, cooling manufacturers, and sustainability consultancies, you’ll see how to define your ICP, build target account lists, and run education-led campaigns that actually generate pipeline

🎯 You’ll hear specific plays for using webinars and in-person events, positioning your experts as trusted advisors, boosting brand recognition without wasting budget on generic conferences, and selling energy, UPS, and critical power solutions in a crowded market ⚡

Ep. 171 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

0:58 Introducing Joshua Feinberg, CEO at DCSMI

3:15 Agenda for Data Center Go-to-Market, Sales, and Marketing Q&A 68

5:28 How a data center energy management consulting firm creates effective GTM

27:29 How a data center simulation, design, and data management company improves its brand recognition

44:49 How a data center developer can find an anchor tenant for a new data center

53:08 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)

54:23 How a data center equipment cooling company can find its niche

1:11:04 How an innovative data center energy solutions provider improves lead generation

1:25:53 How a data center sustainability and energy efficiency consultancy sells UPS and critical power

1:37:47 Joshua Feinberg (Connect with on LinkedIn) and DCSMI (Follow on LinkedIn and Website)

1:38:55 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)

#cloudservices #colocation #criticalfacilities #criticalpower #datacenter #datacentercooling #datacenterdesign #datacenterdeveloper #datacenterefficiency #datacenterenergy #datacenterequipment #datacentergtm #datacenterindustry #datacentermarketing #datacenterpodcast #datacenters #datacentersales #datacentersimulation #datacentersolutions #datacentersustainability #dcsmi #digitalinfrastructure #edge #edgecomputing #hyperscale #missioncritical #ups

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

In episode 170 of the Data Center Go-to-Market Podcast, you’ll learn how to build local edge data center brand awareness in latency-sensitive markets, sharpen your ideal client profiles and buyer personas, and modernize outbound prospecting so it actually creates pipeline instead of pushback 🚀.

You’ll see practical playbooks for improving sales and marketing results for colocation, cloud, and managed services providers, plus how data center cleaning & maintenance companies and architects/designers can generate better leads by becoming trusted educators

🧠. We’ll also look at GPU-as-a-Service business models and how they can create revenue-sharing opportunities for colo operators ready to support AI and GPU workloads 🤝💡.

Ep. 170 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

0:30 Introducing Joshua Feinberg, CEO at DCSMI

3:20 Agenda for Data Center Go-to-Market, Sales, and Marketing Q&A

5:32 How to build local edge data center brand awareness

29:58 How a data center provider can improve outbound sales for colocation, cloud, and managed services

47:29 How a colocation services business can improve sales and marketing results

54:37 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)

55:54 How a data center cleaning and maintenance company generates leads

1:08:44 How a data center architect and designer creates go-to-market strategy

1:23:21 How GPUaaS creates revenue sharing opportunities for colocation providers

1:41:52 Joshua Feinberg (Connect with on LinkedIn) and DCSMI (Follow on LinkedIn and Website)

1:43:17 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)

#cloudservices #colocation #criticalfacilities #datacentercleaning #datacenterdesign #datacentergtm #datacentermaintenance #datacenterqanda #datacenters #datacentersales #datacentersolutions #datacenterindustry #datacentermarketing #dcsmi #digitalinfrastructure #edge #edgecomputing #edgedatacenter #gpuaas #gpuasaservice #hyperscale #managedservices #missioncritical