We live in an era when the competition for people’s attention has never been more intense. You'll rise above the noise if you’re seen as a helpful, trusted advisor with remarkable content. If not, it will be as if you don’t exist- invisible and irrelevant.

Subscribe to the  Data Center Sales & Marketing  (DCSMI) Update Newsletter

Understand the Full Competitive Landscape of Those Vying for Your Ideal Clients’ Attention

So if your colocation data center is trying to create helpful, remarkable content to attract your ideal clients, you need to be very realistic about the intense competition that you face from a variety of fronts:

  • Direct competitors – the most obvious issue that most think of when considering competitive threats
  • Indirect competitors – typically data center companies that are either much larger or much smaller than yours -- or are located in a region that’s anywhere from a short drive away to a long plane ride away
  • Topic competitors – all of the trade publications, channel programs, conferences, and associations that create content on topics of interest to your buyer personas
  • Distractions – other websites, apps, events, platforms, work-related challenges, and personal problems that could potentially distract away and prevent those ideal buyers from consuming your helpful, educational content

So how can a buyer persona help you address these challenges?

Subscribe to the  Data Center Sales & Marketing  (DCSMI) Update Newsletter

Buyer Personas Defined for  Colocation Data Centers

A buyer persona is a semi-fictional representation of one of your ideal buyers that’s developed based on research and educated speculation.

It’s not a real person; buyer personas are way beyond basic demographic information.

You’ll dive into common goals, plans, challenges, motivations, preferences, and fears to gather the research needed to create one or more buyer personas.

  • What kinds of challenges, if overcome, could lead to recognition, prestige, or a promotion?
  • What kinds of challenges, if failed, could lead to someone getting fired?
  • What kind of experience does that persona seek when evaluating a colocation data center like yours?
  • Where does that persona hang out online and offline?
  • What does that persona look up on search engines and talk about on social media?

Just a fair warning: Many who build buyer personas often sabotage themselves by substituting their own beliefs – and personal industry experiences – and stifling or ignoring the more relevant ideal buyers that you need a plan for attracting, converting, closing, and delighting.

 “In God we trust. All others must bring data.” - W. Edwards Deming, American engineer, statistician, professor, author, lecturer, and management consultant (1900-1993)


The Bottom Line

So if your marketing and sales goals depend on attracting the right kinds of visitors to your website at the right time and in the right context, converting those visitors into leads, closing those leads into clients, and delighting those clients into promoters, you cannot afford to guess about their content wants and needs.

Done right, buyer personas shape nearly all of your marketing and sales priorities going forward.

In many cases, the insight uncovered from the research also refines your product management plans and overall business strategy.

Is your company currently developing buyer personas for each category of ideal buyer it wants to build a business around? What’s been especially helpful about the process? Let us know about your experiences in the Comments box below.

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

Submit a comment