Episode 159 of the Data Center Go-to-Market Podcast features Joshua Feinberg, CEO at DCSMI.
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.
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.
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.
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.
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.
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.
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.
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.
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