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Ep. #67 Joshua Feinberg, CEO at DCSMI | Data Center Go-to-Market Podcast
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In episode #67 of the Data Center Go-to-Market Podcast, host Joshua Feinberg provides a comprehensive overview of essential data center go-to-market strategies. You'll learn how to adapt your sales process to support the modern buyer's journey, build a balanced go-to-market team, create relevant and competitive content using a video-first approach, and effectively market and sell to CTOs and CIOs. Gain insights from industry leaders on the evolving data center landscape and discover actionable tactics to position your company as a trusted advisor and subject matter expert. Don't miss this must-watch episode for data center sales, marketing, and go-to-market professionals.
0:00 Welcome to Day One of Data Center Go-to-Market 2025 Jumpstart
0:33 Introducing Joshua Feinberg, CEO at DCSMI
4:20 Agenda for Day One of Data Center Go-to-Market 2025 Jumpstart
4:55 Data Center Go-to-Market 101
6:12 What's your biggest go-to-market challenge?
6:54 Adapt Your Sales Process
12:10 Build Your Team
17:30 Connect the Dots
20:15 Get on the Radar Screen of the Right Buyers
26:15 Plan, Create, and Distribute Your Content
31:25 What's your biggest takeaway from Data Center Go-to-Market 101?
32:18 Special Bonus Section Break
33:36 Patricia Alvina, Sales Manager ASEAN, at Siemens (Future of Sales in Data Center and Digital Infrastructure)
41:19 Jon Clayton, Enterprise Account Manager at Blancco Technology Group (Future of Enterprise Account Managers)
44:40 What's your biggest takeaway from Patricia Alvina and Jon Clayton?
46:48 Data Center Sales Has Changed: Is Your Team Living In The Past?
47:00 What's your biggest sales challenge?
47:22 Agenda for Data Center Sales Has Changed: Is Your Team Living In The Past?
47:43 Prepare for Today’s Data Center Leads
55:05 Rethink How Data Center Sales Teams Prioritize
61:06 Reinvent Data Center Sales Professionals to Thrive in the AI Era
70:19 What's your biggest takeaway from Data Center Sales Has Changed: Is Your Team Living In The Past?
71:11 Special Bonus Section Break
72:28 David Rapoport, Chief Business Development Officer at ASOTO (Changing Role of a Chief Business Development Officer)
74:58 Viggy Hegde, Vice President of Marketing at Compu Dynamics (Future of Data Center Marketing)
80:14 What's your biggest takeaway from David Rapoport and Viggy Hegde?
80:54 How to Market and Sell to CTOs and CIOs (for Data Center Go-to-Market Professionals)
81:21 What's your biggest marketing and sales challenge with CTOs and CIOs?
81:58 Agenda for How to Market and Sell to CTOs and CIOs
82:27 Get Up to Speed on the State of CTOs and CIOs
90:56 Prepare Your Team for Today's Buyers
93:24 Engage Buyer Persona: CTO/CIO Oscar
97:40 What's your biggest takeaway from How to Market and Sell to CTOs and CIOs?
97:54 Recap of Day One of Data Center Go-to-Market 2025 Jumpstart
98:29 Preview of Day Two of Data Center Go-to-Market 2025 Jumpstart
98:59 Preview of Day Three of Data Center Go-to-Market 2025 Jumpstart
99:16 What's your biggest takeaway from Day One of Data Center Go-to-Market 2025 Jumpstart?
99:28 What’s the video-first version of a whitepaper?
104:12 Joshua Feinberg (Connect with on LinkedIn) and DCSMI (Follow on LinkedIn and Website)
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