Joshua Feinberg and Emil Sayegh discuss the challenges of advancing edge technology nationally, particularly the lack of understanding among politicians and the public.
They emphasize the need for simplified communication that highlights the benefits of edge technology, such as improved latency for EV infrastructure and AI, and the importance of sustainability in data centers.
Joshua notes the difficulty for companies transitioning from their current go-to-market strategies to becoming trusted advisors and experts, especially for smaller companies with diverse clientele.
They acknowledge the struggle to avoid commoditization in a saturated market.
This video is excerpted from the podcast Ep. #62 Emil Sayegh, Serial Tech and Data Center CEO of Profit Growth Insights | Data Center Go-to-Market Podcast.
Action Items
- Develop a communication plan to educate the public and politicians on the importance of edge data centers, EV infrastructure, smart cities, and AI, highlighting the benefits rather than just the technical details.
- Explore strategies for small and mid-size companies to avoid commoditization and effectively position themselves as domain experts in their target verticals.
- Incorporate messaging around sustainability and environmental stewardship into the communication plan to address the concerns of potential customers.
Outline
Challenges in Communicating Edge Technology
- Joshua Feinberg highlights the difficulty in articulating the importance of edge technology, emphasizing its necessity for applications like EV infrastructure, smart cities, and AI.
- He points out that politicians and policymakers lack an understanding of social media technology, which hinders progress on a national level.
- Joshua questions how to advance public understanding of the infrastructure investments needed for edge technology.
- Emil Sayegh agrees, noting that the lack of understanding extends to the general population and stresses the need to simplify technical jargon to gain public trust and customer engagement.
Simplifying Technical Communication
- Emil Sayegh emphasizes the importance of simplifying technical communication to avoid overwhelming the public with technical details.
- He suggests focusing on the benefits of technology rather than just its features to make it more relatable and understandable.
- Emil highlights the role of sustainability in data center decisions, noting that companies value environmentally friendly practices.
- Joshua Feinberg adds that companies struggle with transitioning their go-to-market strategies from past successes to future needs, facing saturation and competition for attention.
The Role of Sales and Expertise
- Joshua Feinberg discusses the evolving role of salespeople, who need to become consultants, experts, and thought leaders to stand out in a crowded market.
- He notes the challenge for smaller companies in avoiding commoditization, as they often have to serve diverse industries.
- Joshua points out that enterprise-level companies can afford to have dedicated teams of domain experts for each industry, while smaller companies struggle to do the same.
- Emil Sayegh agrees, acknowledging smaller companies' difficulty in maintaining expertise across multiple verticals.
Adapting to a Changing Market
- Joshua Feinberg and Emil Sayegh discuss companies needing to adapt their sales strategies to the new market realities.
- They highlight the importance of showing up as trusted advisors and experts to gain customer trust and loyalty.
- Joshua emphasizes the need for companies to evolve their messaging to resonate with their target audience and stand out in a competitive market.
- Emil agrees, noting that the focus should be on technology's benefits and sustainability rather than just its technical specifications.
Resources
Watch the full podcast Ep. #62 Emil Sayegh, Serial Tech and Data Center CEO of Profit Growth Insights | Data Center Go-to-Market Podcast
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