#23 Welcome to the Data Center Sales and Marketing Newsletter (DCSMI)

This week, you'll learn how data center consultants help improve data center performance and align it with business objectives. Then, discover seven ways to track data center leads before, during, and after conferences.?

Register for the Upcoming Webinar:

5 Ways to Close Sales Faster With Your Data Center Leads

The way that people research and make data center-related purchase decisions has changed quite dramatically.

Gartner found that up to 83% of the buyer's journey happens before sales teams meet a prospect. So even in the best of circumstances, you’re only getting a seat at the table for the final 17% of the sales process.

What does all of this mean for data center sales teams? And how can their colleagues in marketing, customer success, product, and channel partnerships adapt to this new buyer-centric reality?

When you attend 5 Ways to Close Sales Faster With Your Data Center Leads, you’ll learn how to

• Provide an excellent prospect experience while prioritizing your company’s growth goals
• Segment and personalize based on prospect actions
• Use marketing and sales automation to deliver timely, educational, data center content resources proactively
• Implement sales productivity tools that eliminate the most common friction points between leads and closed data center sales
• Build a full-funnel webinar and events program that educates and builds trust at scale, to inspire faster closed sales
• And much more!

This webinar is especially crucial for sales, marketing, customer success, product, and channel partnership professionals in the data center industry.

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Register for the webinar: 5 Ways to Close Sales Faster With Your Data Center Leads

Upcoming Events

• Data Center Go-to-Market, Sales, and Marketing Q&A #11 (This Monday)
• Learn About DCMSI Data Center Go-to-Market Strategy (GTM) Consulting (This Friday)
• 5 Ways to Close Sales Faster With Your Data Center Leads (Next Wednesday)

What Is Data Center Consulting?

Data center consultants are valuable advisors, offering specialized expertise and guidance to optimize their clients’ operations and infrastructure.

Data center consultants are highly sought-after professionals who provide invaluable advice and support to organizations looking to enhance the efficiency and effectiveness of their operations and infrastructure. With their specialized expertise and guidance, they help optimize data center performance and ensure alignment with business objectives.

There are several different ways that consulting firms provide value to their data center clients, including their ability to

• Help in the planning and design phase of data center projects:?They assess the specific needs and goals of the client and provide recommendations for the most efficient and cost-effective data center solutions. This includes advising on data center location, capacity planning, power and cooling requirements, and overall architecture to ensure alignment with business objectives.
• Assist in improving the performance and efficiency of existing data centers:?They conduct thorough audits and assessments to identify bottlenecks, inefficiencies, and areas of improvement. This includes optimizing server and storage configurations, implementing virtualization strategies, and enhancing cooling and power management to reduce operational costs and environmental impact.
• Play a vital role in ensuring data center security and compliance: They help develop and implement robust security strategies, disaster recovery plans, and compliance frameworks to protect data and meet regulatory requirements, which is crucial for both enterprise data centers and data center providers to maintain trust and credibility.

Read the rest of the blog post: What Is Data Center Consulting?

Featured Resource:

Data Center Lead Generation 101

This issue of the Data Center Sales and Marketing Newsletter (DCSMI) is sponsored in part by Data Center Lead Generation 101.?

People in the data center industry have completely changed how they research and make purchase decisions. Is your lead generation strategy keeping up with these massive changes?

It doesn’t matter whether your company provides colocation, edge, modular, hyperscale, technology, facilities, construction, or real estate. Your buyers are in the driver’s seat and no longer want to spend much time with your sales team until they’re very close to purchasing.

Gartner found that as much as 83% of the buyer’s journey -- researching, comparing options, and evaluating pricing -- now happens before you even meet a prospect.

This massive change in buyer behaviors -- where prospects have essentially rejected your sales overtures -- has frustrated many old-school sales and marketing teams.?

But these changes present enormous, game-changing market share opportunities for those who can get found early -- as trusted advisors.

Just as important, those companies that are winning have figured out a lead generation playbook for owning most of the 28 typical touchpoints between a stranger and a significant purchase.

And if you think lead generation is a marketing problem that your marketing team can magically fix on their own, think again.?

With today’s data center buyers, marketers must get involved much deeper into the buyer’s journey than in the past. On the flip side, sales professionals must take an active role in the full buyer’s journey -- much earlier than they would have before.

You’ll learn how to:

• Modernize your lead generation strategy to reflect marketplace realities
• Provide the right kinds of incentives for data center stakeholders and decision-makers to spend time with you
• Overcome the sales stigma and escape from the vendor box that’s so pervasive in the data center industry
• Understand how sales professionals and marketers can collaborate on game-changing lead-generation campaigns
• Accelerate the sales cycle by anticipating what prospects need next
• Focus your attention on the most impactful lead-generation assets
• Measure what’s still measurable and iterate so your lead generation continuously improves

• And much more!

?This webinar is especially crucial for sales, marketing, customer success, product, and channel partnership professionals in the data center industry.?

Watch Data Center Lead Generation 101?

How to Track Data Center Leads Before, During, and After Conferences

In the data center industry, conferences are a big deal.

In the U.S. alone, there’s a host of local, regional, and national conferences, including those from 7×24 Exchange, AFCOM/Data Center World, Critical Facilities Summit, DatacenterDynamics DCD, DCAC, Gartner | IT Infrastructure, Operations Management & Data Center Operations Conference, International Telecoms Week | ITW, and NANOG.

So, with all the investments that companies make to attend, exhibit, speak at, and sponsor these events, one of the biggest challenges is generating a positive return on investment (ROI).

Much of the potential and actual ROI comes down to how well each company’s sales team does at generating, tracking, nurturing, and closing leads generated at these conferences.

With that in mind, here are seven ways for sales teams to track data center leads before, during, and after conferences:

Read the rest of the blog post: How to Track Data Center Leads Before, During, and After Conferences

How You Can Consult With DCSMI

The Data Center Sales & Marketing Institute (DCSMI) offers initial and ongoing Go-to-Market Strategy (GTM) Consulting for the Data Center Industry.

These programs are designed for data center providers -- as well as IT, facilities, construction, real estate, and sales and marketing companies that partner with data center providers.

Go-to-Market Strategy (GTM) Consulting for the Data Center Industry

• Data Center Go-to-Market Diagnostic Workshop (Initial Engagement) (Step 1)
• Data Center Go-to-Market Launchpad Strategy Blueprint (Step 2)
• Data Center Go-to-Market Annual Consulting Program (Annual Engagement) (Step 3)

Register for the Webinar:?

Learn About DCMSI Data Center Go-to-Market Strategy (GTM) Consulting

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