The Data Center Sales & Marketing Institute hosts Data Center Sales & Marketing Workshops that help wholesale and colocation data centers, as well as companies that sell to data center end users and data center operators, compete more aggressively in a digital-first world.

Who Should Attend?

These Data Center Sales & Marketing Workshops are primarily for:

  • CEOs, presidents, founders, and owners
  • Sales directors
  • Channel directors
  • Business development directors
  • Marketing directors
  • Product directors

In order for your company to compete more effectively in a digital-first world, recognize that this is very much a team sport. To be successful, all key stakeholders need to be on the same page and driving in the same direction.

As a result, we strongly recommend that you encourage one or two of your co-workers to participate in the Data Center Sales & Marketing Workshop with you. For example, in smaller companies we often see a CEO bringing along their sales director and/or marketing director. In larger companies, a sales director will often bring along their business development manager and/or marketing manager.


Beginning with the release of the original iPhone, there’s been a dramatic shift in power from sellers to buyers. In most cases, today’s modern buyer has vastly different preferences compared to as recently as five years ago -- and now finds immediate answers to their questions using tools like Google, Bing, Facebook, Twitter, LinkedIn, Siri, Alexa, and Cortana.

Mainstream adoption of search engines, social media, and mobile computing has severely disrupted traditional go-to-market playbooks. In the past, prospects would speak with your sales team when they were 10% to 20% of the way through their buyer’s journey. Today, as much as 70% or more of decision-making is already complete before your company is even aware of a potential opportunity. This is a huge problem for old-school companies. But it’s also a great opportunity for those that are able to get found early by the right people, in the right places, at the right time, and in the right context.

Is your company prepared? Or is it living in the past?

Day 1 Workshop Agenda (Differentiating to Attract, Compete, and Win More Data Center Opportunities in Your Market)

9:00 a.m. - 9:30 a.m.
Check-in and Continental Breakfast

9:30 a.m. - 12:30 p.m.

  • Differentiation in the Modern Buyer’s Journey
  • Thought Leadership Strategy
  • Morning Coffee / Snack Break
  • Website Strategy
  • Competitive Positioning

12:30 p.m. - 1:30 p.m.
Catered Lunch

1:30 p.m. - 4:30 p.m.

  • Company Social Media Presence
  • Lead Generation
  • Paid Search Acceleration
  • Afternoon Coffee / Snack Break
  • Full-Funnel Revenue Growth
  • Digital Infrastructure
  • Recap and Next Steps

Day 2 Workshop Agenda (Social Selling + Full-Funnel Inbound for Data Center Sales & Marketing Professionals)

9:00 a.m. - 9:30 a.m.
Check-in and Continental Breakfast

9:30 a.m. - 12:30 p.m.

  • Building a Full-Funnel Foundation
  • Growing Your Reach
  • Morning Coffee / Snack Break
  • Personalization
  • Sales Cycle Acceleration

12:30 p.m. - 1:30 p.m.
Catered Lunch

1:30 p.m. - 4:30 p.m.

  • Live LinkedIn Profile Optimizations
  • Live LinkedIn Company Page Optimizations
  • Afternoon Coffee / Snack Break
  • Premium and Sales Navigator
  • Advertising
  • Recap and Next Steps

Workshop Includes

  • Workbook with over 200 pages of full-color learning aids and planning tools
  • Market-/region-specific examples of colocation and wholesale data center providers excelling at various strategies discussed throughout the two-day workshop
  • Continental Breakfast (Both Days)
  • Morning Coffee / Snack Break (Both Days)
  • Catered Lunch (Both Days)
  • Afternoon Coffee / Snack Break (Both Days)
  • WiFi (Both Days)
  • Free or validated self-parking (Both Days)
  • Special Bonus: Group review, recap, and Q&A session approximately 30 days after the workshop (one-hour online meeting)

Workshop Leader

Joshua Feinberg helps wholesale and colocation data centers, as well as companies that sell to data center end users and data center operators, find revenue growth opportunities that their companies are currently missing.

In addition to his role as President of the Data Center Sales & Marketing Institute, and a board member of the AFCOM Miami chapter, Joshua presents educational sessions at regional, national, and global conferences for audiences of small business-, sales-, marketing-, and IT-professionals including Data Center World, Datacenter Dynamics Colo+Cloud, HostingCon, and MSPEXPO -- and leads Data Center Sales & Marketing Private Workshops for in-house teams.

Since 2002, Joshua has been building full-funnel inbound sales and marketing programs. In addition to hosting two data center-related podcasts, Joshua is a former Microsoft Corp. content provider for its Small Business Server and channel partner teams, former HubSpot User Group Leader, and former IBM HigherEd sales and marketing team leader.


In order to allow plenty of time for informal Q&A and interactive, hands-on exercises throughout each day, each Data Center Sales & Marketing Workshop is only open to a very limited number of registrants (typically 15 to 30, depending on location), with no more than 3 registrants from one company.

If you want more than 3 team members from your company to attend the Data Center Sales & Marketing Workshop or have the Data Center Sales & Marketing Workshop at your own office, consider instead booking a Data Center Sales & Marketing Workshop.

Upcoming Workshop Locations

  • Atlanta
  • Chicago
  • Dallas
  • Denver
  • Los Angeles
  • Miami
  • New York City
  • Northern Virginia
  • Phoenix
  • San Francisco
  • Seattle

Upcoming Workshops