Gabe Andrews predicts that the future of data center technologists in sales will involve tighter integration with vendors and partners throughout the project's lifecycle, from idea to support, to ensure standardized outcomes.
He emphasizes the need for global decision-making and collaboration among a unified partner set.
Joshua Feinberg agrees, noting that enterprises often work with multiple technology partners, requiring orchestration like that of an orchestra conductor.
Both discuss the complexity of the digital infrastructure industry, highlighting the necessity for cross-communication among various players, including operators, technology companies, facilities, construction, and real estate, to meet customer needs and maintain satisfaction.
This video is excerpted from the podcast Ep. #54 Gabe Andrews, Vice President of Operations of Nautilus Data Technologies | Data Center Go-to-Market Podcast.
(When this podcast episode was recorded, Gabe Andrews was the Director of High-Density Infrastructure at Wesco Data Center Solutions.)
Action Items
- Understand the key players in the data center industry and how they interact to provide a cohesive solution for customers.
- Identify and engage with a broader set of channel partners, integrators, and consultancies to build a collaborative ecosystem.
- Ensure that all the components and stakeholders involved in a data center project work in unison to deliver a successful outcome for the customer.
Outline
Future of Data Center Technologists in Sales and Channel Partner Ecosystems
- Joshua Feinberg asks Gabe Andrews about the future changes in the role of technologists on sales teams.
- Gabe Andrews predicts a growing necessity for a tight-knit, complete life cycle set of vendors and partners in the data center space.
- He emphasizes the need for global decisions that can be easily deployed regardless of location to ensure standardized outcomes.
- Gabe highlights the importance of collaboration and unity among partners to adapt to changes and avoid inventory issues.
Evolving Sales Roles and Channel Partner Integration
- Joshua Feinberg discusses the increasing number of different kinds of channel partners, integrators, and consultancies needed for single accounts.
- Gabe Andrews agrees, noting the need for a unified approach to ensure a symphonic collaboration among all partners.
- Joshua mentions the challenge for new entrants in understanding the various key players and their interactions within the industry.
- Gabe stresses the importance of cross-communication and collaboration to deliver successful projects.
Challenges in the Digital Infrastructure Industry
- Joshua Feinberg outlines the five main areas in the digital infrastructure industry: operators, technology companies, facilities companies, construction, and real estate.
- He highlights the complexity of understanding the interactions among these sub-segments.
- Gabe Andrews agrees, noting that everyone needs to talk to everyone due to the numerous interconnected threads.
- He emphasizes the need for unison to deliver a happy customer, especially in large facilities with many components.
Importance of Customer Satisfaction and Team Collaboration
- Joshua Feinberg reiterates the importance of keeping customers happy and understanding their goals.
- He emphasizes that delivering success takes a village and involves a lot of interpersonal relationships and personalities.
- Gabe Andrews agrees, noting that collaboration and teamwork are crucial for delivering successful projects.
- Both agree that data center technologists' future will involve more integration and collaboration with various partners to meet customer needs.
Resources
Watch the full podcast Ep. #54 Gabe Andrews, Vice President of Operations of Nautilus Data Technologies | Data Center Go-to-Market Podcast
(When this podcast episode was recorded, Gabe Andrews was Director of High-Density Infrastructure at Wesco Data Center Solutions.)
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