Episode 159 of the Data Center Go-to-Market Podcast features Joshua Feinberg, CEO at DCSMI.
- Identify your ideal client profile: geography, company size, and target industry.
- Segment your target audience and personalize marketing campaigns by buyer persona.
- Host educational events that position your team as trusted advisors.
- Create hyper-relevant content to drive engagement and awareness.
- Build trust with prospects through ongoing teaching and consultation.
- Motivate potential customers by specializing in segments like SMB, midmarket, or enterprise.
- Develop a focused go-to-market strategy tailored to your best-fit clients.
- Leverage data from case studies, testimonials, and CRM to refine outreach.
- Nurture buyer relationships throughout the self-driven buyer’s journey.
- Elevate your sales and marketing teams to become subject matter experts.
- Establish credibility through firsthand educational resources and events.
- Record and repurpose in-person events for long-distance prospects.
- Grow data center revenue by addressing industry energy and sustainability demands.
- Foster alignment across internal teams and stakeholder decision committees.
- Adapt your product roadmap and marketing strategy to market shifts.
Host:
Joshua Feinberg, CEO
DCSMI
Joshua Feinberg discusses strategies for data center operators and telecommunications providers to find, engage, and convert their target audience. He emphasizes the importance of being seen as trusted advisors through teaching and consulting.
Feinberg outlines a step-by-step process for identifying ideal client profiles, hosting educational events, and leveraging both in-person and virtual events to build trust and motivate potential customers. He also highlights the need for specialized marketing and sales strategies based on company size, geographic location, and industry specifics.
Additionally, he touches on the importance of energy efficiency in data centers and how oil and gas technology companies can leverage their expertise to grow their data center revenue. Joshua Feinberg discusses the evolving role of Chief Product Officers (CPOs) and Chief Innovation Officers (CIOs) in oil and gas companies, emphasizing the need for these companies to adopt tech-like strategies to align with stakeholders. He highlights the importance of defining ideal client profiles, considering geographic factors, and understanding the infrastructure requirements of potential clients.
Feinberg advises on building target account lists, identifying key stakeholders, and segmenting go-to-market strategies by geography, industry, and company size. He stresses the significance of early and frequent engagement with potential clients to build trust and position the company as an energy partner rather than just a vendor.
Agenda for Data Center Go-to-Market, Sales, and Marketing Q&A 60
- How a data center operator and telecommunications provider finds their target audience
- How a data center design and construction marketer gets an audience for their content and events
- How a data center telecommunications provider motivates potential customers
- How an energy-efficient data center solutions provider generates awareness
- How a cloud hosting, infrastructure management, and connectivity company generates new leads
- How an oil and gas technology and services company grows its data center revenue
Action Items
- Identify the ideal client profile, including geographic location, company size, and industry.
- Host educational events, such as breakfast seminars and webinars, to build trust and position client-facing team members as experts.
- Record educational events and make them available on-demand to reach a wider audience.
- Segment target audience by buyer personas and tailor content and events to their specific goals and challenges.
- Establish a product roadmap and identify ideal clients for oil and gas technology and services for data centers.
- Educate and build trust with key stakeholders, such as data center developers, facility managers, and energy managers, to position the company as an expert partner.
Identifying Your Ideal Client Profile
Learn how to pinpoint the best-fit clients for your data center or technology business. This episode walks you through analyzing company geography, size, and industry to build an effective client profile, ensuring your marketing and outreach reach the right audience.
Segmenting Audiences and Personalizing Outreach
Discover the importance of dividing your target market into clear buyer personas. By segmenting your audience, you can create highly personalized marketing campaigns and events that speak to the unique goals and challenges of each prospect.
Elevating Your Position with Educational Events
Find out how hosting regular educational seminars, webinars, and learning sessions can transform your team into valued advisors. These events help establish credibility and deepen relationships with prospects, positioning your business as a go-to resource.
Building Trust and Motivating Prospects
Explore the strategies needed to build trust throughout the buyer’s journey. The episode highlights how ongoing teaching, consultation, and subject matter expertise can inspire prospects to engage with your business, especially when you specialize in specific segments like SMB, midmarket, or enterprise.
Leveraging Data and Content to Drive Engagement
See how to use resources such as case studies, testimonials, and CRM insights to refine your marketing approach. Creating hyper-relevant content helps raise awareness and drives higher engagement among your target clients.
Nurturing Relationships and Growing Revenue
Understand the steps for nurturing buyer relationships through the entire sales process. The podcast explains how to keep your company top of mind, foster alignment across teams and stakeholders, record and share events, and adapt your go-to-market strategy as market demands evolve.
Focusing on Innovation and Product Roadmaps
Gain guidance on aligning your offerings with industry shifts, especially in areas like energy efficiency and sustainability. The episode covers how to establish a product roadmap and build expertise that positions your company as a leader in the digital infrastructure space.
Resources
- Connect with Joshua Feinberg, CEO at DCSMI, on LinkedIn
- Follow DCSMI on LinkedIn
- Follow the Data Center Go-to-Market Podcast on LinkedIn
- Learn About DCSMI
- Subscribe to the Data Center Sales and Marketing Newsletter
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