Ep. 174 Dr. Atif Ansar, Executive Chairman & Co-Founder of Foresight Works

Episode 174 of the Data Center Go-to-Market Podcast features an interview with Dr. Atif Ansar, Executive Chairman & Co-Founder at Foresight Works.

Understand why data center projects qualify as billion‑dollar mega projects (not simple warehouses)
Recognize how optimism and political bias distort project timelines and budgets
Discover why even seasoned experts are especially vulnerable to forecasting bias
Analyze the “disaster” vs. “happy” quadrants of mega project performance
Identify the traits of “cognitively mature” leaders who consistently deliver successful projects
Differentiate between realistic, open‑minded project thinking and magical, cowboy-style thinking
Evaluate the unique execution risks of AI training data centers versus traditional cloud facilities
Clarify where your company should (and should not) play within the evolving data center ecosystem
Quantify the true economic impact of delays in long-term data center contracts
Translate abstract community benefits (like tax revenue) into narratives that resonate with voters
Explore how data center developers can support education and workforce development in local communities
Connect private equity’s rigor with improved discipline in data center planning and delivery
Map how changing rack densities (2.5 kW to 133 kW) reshape design, cooling, and investment decisions
Refine your ICP and segmentation for operators, technology vendors, and construction firms in this market
Shift your GTM focus from high-activity vanity metrics to meaningful, outcome-based conversations
Reframe enterprise selling as education-led, trust-building advisory work rather than transactional pitching
Equip internal champions with better narratives to navigate complex buying committees
Diagnose where your current GTM sequencing (research, targeting, outreach) may be out of order
Contrast short-term conference activity with long-term relationship and pipeline quality
Apply mega project thinking to predict, surface, and avoid avoidable GTM failures in your own strategy

Host:
Joshua Feinberg, CEO
DCSMI

Special Guest:
Dr. Atif Ansar, Executive Chairman & Co-Founder
Foresight

In this episode of the Data Center Go-to-Market Podcast, you’ll hear Dr. Atif Ansar unpack why so many data center mega projects fail

…and why those failures are far more predictable (and preventable) than most people realize.

If you’re responsible for strategy, growth, or large‑scale project execution anywhere in the data center ecosystem, this conversation is a masterclass.

Watch the full episode now to rethink how you plan, build, and sell around data center mega projects—and to start de-risking your own GTM strategy.

Dr. Atif Ansar discussed the evolution of data center rack densities from 2.5 kilowatts to 133 kilowatts and the challenges of mega projects. He highlighted the importance of realistic forecasting and execution, noting that 30% of projects fail due to delays and missed revenue targets. Ansar emphasized the need for cognitive maturity and open-mindedness in project management. He also stressed the significance of community engagement and educational initiatives to foster a skilled workforce. Ansar advocated for narrow segmentation in go-to-market strategies and focusing on meaningful conversations over activity metrics.

Outline

Data Center Rack Densities and Market Evolution

Dr. Atif Ansar discusses the evolution of data center rack densities from 2.5 kilowatts per rack to upwards of 133 kilowatts per rack over the past seven years.
Emphasizes that the 2.5 kilowatt racks have not disappeared and are still used in edge data centers.
Highlights the obsession with the 133 kilowatt rack and the implausibly large numbers at conferences.
Suggests that operators need to decide what part of the ecosystem they want to play in, as it's impossible to be everything to everybody.

Introduction of Dr. Atif Ansar and Podcast Overview

Joshua Feinberg introduces Dr. Atif Ansar, a fellow at Oxford Said Business School and founder of Foresight Works.
Dr. Ansar expresses his pleasure in joining the podcast.
Joshua mentions the focus of the podcast on data center go-to-market strategies and the challenges of mega projects.
Dr. Ansar agrees and highlights the importance of understanding the unique features of the current data center boom.

Challenges in Data Center Forecasts and Execution

Dr. Ansar explains the massive volume of data center construction and the demand for AI and cloud services.
Identifies that forecasts are going wrong due to execution issues rather than demand profiling.
Notes that data centers are built under contract from customers, which is a positive but delays are causing significant penalties and lost revenue.
Emphasizes the importance of execution risk and the need for better forecasting and execution methodologies.

Impact of Bias and Politics on Mega Projects

Dr. Ansar discusses the role of optimism bias and political bias in project forecasting.
Cites Nobel Prize-winning research by Daniel Kahneman and other behavioral economists to explain human bias in decision-making.
Highlights the problem of political bias in securing sales and the resulting delays.
Suggests that careful execution methodologies are needed to avoid these biases.

Expert Bias and the Importance of Open-Mindedness

Dr. Ansar explains that experts are not exempt from biases and sometimes reinforce them.
Uses the example of an optical illusion to illustrate how biases can be reinforced by experience.
Stresses the importance of being open-minded and looking at data objectively.
Introduces the concept of cognitive maturity and its role in project success.

Variance Analysis of Data Center Projects

Dr. Ansar shares his research on US defense projects and its relevance to data center projects.
Explains the use of revenue uplift or shortfall and time overrun or shortfall as key metrics.
Describes the scatter plot of these metrics and the categories of projects (disaster zone, happy quadrant, etc.).
Highlights the importance of open-mindedness and realism in project success.

Public Perception and Communication of Data Center Projects

Joshua Feinberg discusses the public perception of mega projects and the role of narrative.
Dr. Ansar emphasizes the importance of disciplined project execution and effective communication.
Provides an example of a data center creating jobs and generating tax revenue for a local community.
Suggests translating abstract metrics into relatable benefits for the public.

Role of Data Centers in Education and Career Development

Joshua Feinberg and Dr. Ansar discuss the potential for data centers to influence education and career development.
Dr. Ansar mentions the various free courses and training programs available from tech companies.
Highlights the economic incentives of tech jobs and their impact on education.
Suggests that data centers could play a significant role in future-proofing education and preparing people for next-generation careers.

Strategies for Success in Data Center Go-to-Market

Dr. Ansar advises companies to focus on their core capabilities and avoid generalist strategies.
Emphasizes the importance of understanding customer segments and aligning with company culture.
Suggests culling target account lists to a few key targets and creating a match between company vision and customer needs.
Highlights the need for meaningful conversations and education in the sales process.

Challenges of Managing Long Sales Cycles and Venture Capital

Joshua Feinberg discusses the challenges of managing long sales cycles and the role of venture capital.
Dr. Ansar acknowledges the positive impact of private equity on the data center industry.
Emphasizes the need for mutual learning between private equity investors and data center professionals.
Suggests that companies should grow their labor pool and set clear standards for talent acquisition.

Final Thoughts on Go-to-Market Strategies

Dr. Ansar reiterates the importance of moving from activity to outcome in go-to-market strategies.
Criticizes the focus on vanity metrics and emphasizes the need for meaningful conversations.
Suggests that sales is about facilitating informed buying decisions and helping customers find the best value.
Highlights the importance of education, trust, and long-term relationships in the sales process.

Guest Resources

Resources

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Ep. 174 Dr. Atif Ansar, Executive Chairman & Co-Founder of Foresight Works | Data Center Go-to-Market Podcast