Joshua Feinberg and Eckart Zollner discuss the evolving role of Business Development (BD) in the data center industry over the next 2-4 years.
Eckart emphasizes the importance of understanding macroeconomic trends, global regulations, and the balance between globalization and data sovereignty.
He highlights the necessity for BD professionals to adopt a broader, three—to five-year outlook and build relationships with multiple stakeholders.
Joshua notes that BD roles are increasingly consultative, requiring adaptability to various factors such as location, client needs, and regulatory changes.
Both agree that the role is complex and that continuous strategy adjustment is needed in response to new challenges is necessary.
This video is excerpted from the podcast Ep. #60 Eckart Zollner, Business Development of Digital Parks Africa | Data Center Go-to-Market Podcast.
Action Items
- Broaden outlook to a 3-5 year horizon to understand macroeconomic trends, global environments, and regulatory/legislative changes.
- Adapt strategies to accommodate the forces of globalization and data sovereignty, and how they affect customers' businesses and behaviors.
- Develop partnerships and globalization strategies for specific areas, such as disaster recovery or larger geographical footprints.
- Guarantee data sovereignty for specific customers in certain markets.
- Constantly review and adjust sales, business development, operations, and data center planning strategies to address the evolving landscape.
Outline
Role of Business Development in Data Centers
- Joshua Feinberg inquires about the future role of Business Development in the data center operator space over the next 2-4 years.
- Eckart Zollner emphasizes the need to understand macroeconomic trends, regulatory changes, and global developments on a broader scale.
- The importance of planning with a three to five-year horizon is highlighted, despite the challenges of predicting even three to six months ahead.
- Eckart discusses the balance between globalization forces driven by technology and user behavior versus nationalism and data sovereignty.
Adapting to Global Forces and Customer Needs
- Eckart explains the necessity of understanding how global forces will affect data center operations and customer behavior.
- Partnerships and globalization are crucial for disaster recovery and expanding geographical footprints.
- Data sovereignty must be guaranteed for certain customers in specific markets.
- Constant strategy review and adjustment are essential in sales, business development, operations, and data center planning.
Consultant Role in Sales
- Joshua Feinberg notes that Business Development professionals often act as consultants to prospects and clients.
- The complexity of sales roles is highlighted, with various factors such as location, client needs, sovereignty issues, and regulatory requirements.
- Building relationships with multiple stakeholders and ensuring alignment is crucial for success.
- Understanding decision-making processes and revising strategies based on new developments is emphasized.
Challenges and Value of Sales Roles
- Joshua acknowledges underestimating the complexity in sales roles within the data center space.
- The dynamic nature of the industry requires continuous rethinking and revision of strategies.
- Joshua expresses gratitude for the insights shared, noting their value to listeners in business development, sales development, and account executive roles.
- The conversation concludes with Joshua thanking Eckart for his insights and contributions to the discussion.
Resources
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