Jeremy Coyle discusses his role as one of two salespeople at a data analytics company with 500+ employees and $100 million in revenue.
Despite the small sales team, the company's size and resources offer him significant autonomy and the ability to innovate.
Jeremy highlights the unique value proposition of their two data centers, which are 25 miles apart and operate on redundant power, providing both primary colocation and disaster recovery services.
This setup differentiates them from smaller, local competitors.
Joshua Feinberg notes the benefits of being part of a mid-market company, allowing Jeremy to act entrepreneurially within a structured environment.
This video is excerpted from the podcast Ep. #64 Jeremy Coyle, Account Manager of Management Science Associates | Data Center Go-to-Market Podcast.
Action Items
- Explore new creative opportunities in the colocation business.
- Have open dialogues with leadership to get their support on new ideas.
Outline
Contextualizing the Sales Team and Company Structure
- Joshua Feinberg asks Jeremy Coyle to provide context about the size of the sales team and the support they have, including marketing, post-sales support, product management, and channel management.
- Jeremy Coyle explains that the sales team consists of two people, one part-time who is retiring soon, and himself, with his direct boss.
- Jeremy highlights that their company is a $100 million data analytics firm with over 500 employees, emphasizing the small role of the data center within the overall business.
- He mentions the support from active leaders in the organization, which has allowed them to be creative and explore new income opportunities.
Autonomy and Resources of a Mid-Market Company
- Joshua Feinberg contrasts the autonomy and resources of Jeremy's company with those of a typical one or two-person sales team working for a small company.
- Jeremy agrees, noting the unique position of having the resources of a mid-market company while operating in a small data center segment.
- He points out that their company has two data centers, 25 miles apart, operating on redundant power, which provides unique value to customers.
- Joshua emphasizes the advantage of having financial stability, resources, and access to senior executive leadership, which is not typically available to small customers of national data centers.
Unique Value Proposition and Entrepreneurial Freedom
- Joshua Feinberg summarizes the unique value proposition of Jeremy's company, describing it as the "Goldilocks zone" of being neither too small nor too large.
- He highlights the opportunity for Jeremy to wear multiple hats and build his own startup within the company.
- Jeremy agrees, expressing his excitement about the autonomy and freedom to innovate and experiment with new ideas.
- He mentions the supportive leadership that encourages open dialogue and consideration of new approaches, despite not always approving every idea.
Resources
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