Ep. 119 Joshua Feinberg, CEO of DCSMI | Data Center Go-to-Market Podcast

Episode 119 of the Data Center Go-to-Market Podcast features Joshua Feinberg, CEO at DCSMI.

Develop a precise ideal client profile for data center and cloud infrastructure leads
Identify key buyer personas within target companies
Create educational content that builds trust with potential clients
Leverage LinkedIn and other platforms to reach decision-makers
Understand the modern buyer's journey and its 83% self-guided nature
Design content strategies that position your team as industry experts
Generate leads through targeted webinars, events, and educational resources
Improve talent acquisition by building a strong employer brand
Craft a go-to-market approach that differentiates from competitors
Transform sales and marketing teams into trusted advisors and thought leaders

Joshua Feinberg discusses strategies for generating leads in the data center industry, emphasizing the importance of understanding the buyer's journey and providing valuable educational content across various platforms.

He highlights the need for a clear ideal client profile, detailed buyer personas, and targeted marketing efforts. Specific tactics include leveraging LinkedIn for lead generation, using Sales Navigator for targeted outreach, and creating compelling educational content.

Feinberg also stresses the importance of employer branding and deep expertise in talent acquisition for data center roles, suggesting strategies like interview-based podcasts and salary surveys to enhance credibility and attract both hiring managers and candidates.

Action Items

Define the ideal client profile for data center and cloud infrastructure services.
Determine where the company has historically done best with data center and cloud infrastructure clients.
Build a target account list for Account Based Marketing based on the ideal client profile.
Conduct customer insight research to understand the biggest goals and challenges of the primary and secondary buyer personas.
Create an educational content and event calendar to position the company as subject matter experts.
Shift the company culture to have client-facing team members seen as consultants, trusted advisors and thought leaders.

Outline

Understanding Buyer's Journey and Content Strategy

Joshua Feinberg emphasizes the importance of understanding the buyer's journey, especially the weeks to months leading up to a major decision on outsourced data center support.
He suggests showing up in all places where potential buyers might search for educational resources, including Google, ChatGPT, Copilot, Perplexity, LinkedIn, YouTube, and podcasts.
The goal is to saturate the surface area with helpful content to ensure potential buyers encounter the company's resources frequently.
Joshua introduces himself and the purpose of the podcast, which is to tackle Sales and Marketing challenges in the data center ecosystem.

Agenda and Introduction to the Podcast

Joshua outlines the agenda for the week's Q&A show, including topics like generating data center and cloud infrastructure leads, improving data center support lead generation, and talent acquisition for data center cabling and connectivity.
He encourages listeners to subscribe to the Data Center Sales and Marketing Newsletter for updates and educational resources.
The podcast aims to elevate the role of Sales and Marketing professionals in the growth of the data center industry.
Joshua invites listeners to submit their Sales and Marketing challenges for future episodes.

Generating Data Center and Cloud Infrastructure Leads

Joshua discusses the importance of understanding the ideal client profile, including geographic location, company size, and industry.
He advises looking at case studies, reviews, logos, and CRM systems to identify commonalities among successful clients.
The goal is to create a clear ideal client profile to build a target account list for Account-Based Marketing.
Joshua emphasizes the need to understand the buyer personas and their goals, challenges, and motivations to create relevant content and events.

Improving Data Center Support Lead Generation

Joshua explains the importance of understanding the ideal client profile for data center support, including company size, geographic location, and industry.
He advises building relationships with key stakeholders within these companies, such as IT executives, data center managers, and CTOs.
The focus should be on providing value through educational content and events that address the specific needs and challenges of these stakeholders.
Joshua highlights the importance of being present in all touchpoints between a stranger and a purchase decision to build trust and educate potential clients.

Generating Leads for Data Center Site Selection, Land Acquisition, and ESG Facilities

Joshua discusses the importance of understanding the ideal client profile for data center site selection, land acquisition, leasing, and ESG facilities.
He advises looking at case studies, reviews, and CRM systems to identify commonalities among successful clients.
The goal is to create a clear ideal client profile to build a target account list for Account-Based Marketing.
Joshua emphasizes the need to understand the buyer personas and their goals, challenges, and motivations to create relevant content and events.

Finding Data Center Cable Management Customers

Joshua explains the importance of understanding the ideal client profile for data center cable management, including geographic location, company size, and industry.
He advises looking at case studies, reviews, and CRM systems to identify commonalities among successful clients.
The goal is to create a clear ideal client profile to build a target account list for Account-Based Marketing.
Joshua emphasizes the need to understand the buyer personas and their goals, challenges, and motivations to create relevant content and events.

Generating Larger IT Asset Disposition Customers

Joshua discusses the importance of understanding the ideal client profile for larger IT asset disposition customers, including geographic location, company size, and industry.
He advises looking at case studies, reviews, and CRM systems to identify commonalities among successful clients.
The goal is to create a clear ideal client profile to build a target account list for Account-Based Marketing.
Joshua emphasizes the need to understand the buyer personas and their goals, challenges, and motivations to create relevant content and events.

Improving Talent Acquisition for Data Center Cabling and Connectivity

Joshua explains the importance of developing a strong employer brand to attract both hiring managers and candidates in the data center cabling and connectivity space.
He advises using platforms like Glassdoor, interview-based podcasts, and salary surveys to demonstrate expertise in talent acquisition.
The goal is to build a platform that educates and builds trust with hiring managers and candidates to differentiate the company from competitors.
Joshua emphasizes the need for a cultural change within the company to position client-facing team members as deep experts in data center career planning and hiring.

Resources

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