Welcome to the Data Center Sales and Marketing Newsletter (DCSMI) #36
Data Center Sales & Marketing Institute (DCSMI)
Elevating the role of sales, marketing, and go-to-market (GTM) professionals in the growth of the data center industry
This week, you'll learn expert insights from Brandon Peccoralo, Vice President of Sales at Voltage Park and the former Head of BDR at DataBank. Brandon will help you improve how you and your team approach sales, professional development, marketing, sustainability, AI integration, and go-to-market strategy. Then, gets tips and best practices for data center companies looking to optimize their sales and marketing strategies.?
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Register for the Upcoming Webinar:
Data Center Lead Generation 201 (Getting to Decision Makers and Larger Sales)
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(For Sales, Marketing, Customer Success, Product, and Channel Partnership Professionals in the Data Center Industry)
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Are you struggling to keep up with the massive changes in how people research and make purchase decisions in the data center industry ??
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Have these changes in buyer preferences become even more pronounced when trying to reach decision-makers? And larger sales opportunities?
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According to Gartner, 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 17% of the sales process. Ouch!
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The self-guided buyer's journey -- where the buyer is very much in the driver's seat -- has frustrated many sales and marketing teams.
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But these challenges also present game-changing opportunities for those who can get found early as trusted advisors.?
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To own most of the typical 28 touchpoints between a stranger and a significant data center purchase, sales and marketing teams must actively participate in the complete buyer's journey.
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When you attend Data Center Lead Generation 201 (Getting to Decision Makers and Larger Sales), you’ll learn how to
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Upcoming Events
Unlocking Sales Career Growth and Sustainability Insights in the Data Center Industry
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In Ep. #16 Brandon Peccoralo, Vice President of Sales at Voltage Park | Data Center Go-to-Market Podcast , host Joshua Feinberg sits down with Brandon Peccoralo, Vice President of Sales at Voltage Park, to uncover invaluable sales career development strategies and cutting-edge technical insights for the data center industry.
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Peccoralo shares his journey from a child programmer to a well-respected leader in the data center space.
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Data Center Sales Career Growth
He emphasizes the importance of networking, continuous education, and a proactive approach to career growth .
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"Go to expos, meet people, shake hands, and build a network," Peccoralo advises. Become articulate in the sector you want to be a professional in, and wait for your opportunity."
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Sustainability and Energy Efficiency in Data Centers
The discussion also delves into the evolving landscape of sustainability and energy efficiency in data centers.
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Peccoralo highlights innovative solutions like liquid cooling and repurposing waste heat to heat nearby buildings, reducing energy costs and environmental impact.
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"We're actually taking the waste energy from the supercomputers and the AI environments, converting that energy as heat, into a high rise and into the air for the ambient temperature," he explains.
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Developing a Multifaceted Skill Set
Adapting to technological change is another key theme.
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Peccoralo cautions against becoming too specialized, urging professionals to develop a multifaceted skill set. "You never want to be too niche. Overnight, the people that were data center experts, they became dinosaurs."
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Instead, he recommends staying ahead of the curve and learning about emerging technologies like AI and Kubernetes.
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Ultimately, this episode provides a roadmap for data center professionals at any stage of their career .
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Whether you're just starting out or looking to advance your skills, Peccoralo's insights on career development, sustainability, and adaptability offer valuable lessons for navigating the dynamic data center industry.
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Featured Resource
This issue of the Data Center Sales and Marketing Newsletter (DCSMI) is sponsored in part by Data Center Go-to-Market 101 .
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The way that prospects and clients research and make data center-related buying decisions has changed. Quite dramatically!
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领英推荐
It doesn't matter whether your company is a data center provider -- or in technology, facilities, construction, real estate, or sales and marketing. Data center GTM teams have had to update their strategies to help their teams, companies, and clients achieve their goals. And because go-to-market strategy is a highly competitive team sport, it takes a village to move the needle.
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However, most data center providers -- as well as the technology, facilities, construction, and real estate companies that sell to or partner with data centers -- are largely unprepared to confront this once-in-a-generation change in purchasing behavior. And these changes are approaching at jet speed, whether your company is prepared or not. And that’s why we hosted this webinar : to help you and your data center go-to-market team upskill and stay relevant to how your prospects and clients want to buy. When you?watch the recording of Data Center Go-to-Market 101 , you’ll learn how to:
This webinar is especially crucial for data center sales teams, CROs, marketing teams, CMOs, customer success (CS) teams, product teams, channel partner teams, and executives.
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Data Center Sales and Marketing Strategies Revealed in Latest Podcast Episode
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In Ep. #19 of the Data Center Go-to-Market Podcast , host Joshua Feinberg, CEO of the Data Center Sales and Marketing Institute (DCSMI), shared a wealth of insights on optimizing sales and marketing efforts in the data center industry.
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This episode is a must-listen for any data center professional looking to elevate their go-to-market strategy .
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Understanding What Business You're Actually In
One of the key takeaways was the importance of truly understanding your business and the "job to be done" for your clients.
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Feinberg emphasized that companies must clearly define the value they provide and the specific problems they solve for customers .
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This foundational knowledge then informs the development of an ideal client profile and buyer personas - critical components of an effective demand-generation strategy.
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Massive Changes in the Data Center Buyer's Journey
The discussion also highlighted the evolving nature of the buyer's journey in the data center space .
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With 83% of the journey now happening before a prospect even engages with a sales team, Feinberg stressed the need to meet buyers where they are - providing valuable, educational content that builds trust and positions the company as a thought leader.
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This could include tactics like podcasts, webinars, and social media engagement.
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Finding Prospects for Sustainable Digital Infrastructure
Another important topic covered was the strategy for finding prospects interested in sustainable digital infrastructure and carbon-neutral technologies .
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Feinberg emphasized the need for clear differentiation and a strong point of view on these emerging areas, rather than simply "renting eyeballs" through events or PR.
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Scaling Sales and Marketing
Scaling data center sales and marketing efforts were also addressed, with Feinberg advocating for greater team collaboration.
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He suggested sales professionals take on more of an advisory role, while marketing teams focus on creating content that anticipates and addresses buyers' evolving needs.
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Saving Time in Data Center Sales
Finally, the episode delved into tactics for saving time in the data center sales cycle , such as leveraging self-service tools, templates, and workflow automation.
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Feinberg stressed the importance of providing a personalized, valuable experience for prospects to accelerate the path to conversion .
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Overall, this episode of the Data Center Go-to-Market Podcast is a treasure trove of practical advice for data center companies looking to optimize their sales and marketing strategies.
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Be sure to listen in and take notes - shared insights could be a game-changer for your business.
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How You Can Consult With DCSMI
The Data Center Sales & Marketing Institute (DCSMI) offers initial and ongoing Go-to-Market Strategy (GTM) and Lead Generation Consulting for the Data Center Industry .
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These programs are designed for data center providers -- as well as IT, facilities, real estate, construction, and sales and marketing companies that partner with data center providers.
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