Ep. #96 Jim Gallagher, CEO of JetStor | Data Center Go-to-Market Podcast

Written by Joshua Feinberg | May 13, 2025 6:38:19 PM

Episode #96 of the Data Center Go-to-Market Podcast features an interview with Jim Gallagher, CEO at JetStor.

Discover the career journey of Jim Gallagher, from systems administrator to CEO of JetStor.
Understand the evolving role of sales and engineering in the tech industry.
Navigate the challenges and opportunities in the storage industry.
Explore the impact of AI on storage, business operations, and career development.
Gain insights into the importance of soft skills, empathy, and storytelling in building customer relationships.
Identify strategies for career pivots and entrepreneurship through acquisition.
Examine the role of education and training in professional growth and customer support.
Recognize the value of building trust and strong relationships in business.
Analyze the future trends in storage and the role of GTM engineers in modern companies.
Evaluate the benefits of a strong channel partner ecosystem for business growth.

Host:
Joshua Feinberg, CEO
DCSMI

Special Guest:
Jim Gallagher, CEO
JetStor

Jim Gallagher, CEO of JetStor, discusses the evolving landscape of enterprise storage, emphasizing the importance of scale in the AI revolution.

He shares his career journey from systems administrator to CEO, highlighting his transition from cloud software to hardware due to AI's impact.

Jim stresses the need for a problem-solving approach in sales, leveraging engineering skills.

He also touches on the importance of human connection in a tech-driven world, advocating for educational materials and partner collaboration.

The conversation underscores the significance of adapting to new technologies while maintaining customer-centric values.

Outline

Jim Gallagher, CEO of JetStor, discusses the importance of storage in daily life and the challenges of scale in the AI revolution.
Joshua Feinberg introduces Jim Gallagher, highlighting his career journey from systems administrator to CEO of JetStor.
Jim shares his background, starting as a systems administrator at Sun Microsystems, transitioning to a DevOps role, and eventually becoming a sales engineer.
Jim explains his pivot to JetStor, which is driven by the AI revolution and the need for hardware solutions in a software-dominated world.

Joshua Feinberg discusses the shift in IT professionals' preferences, moving away from traditional sales roles towards more consultative and problem-solving approaches.
Jim emphasizes the importance of an engineering mentality in sales, focusing on solving customer problems rather than selling products.
The conversation touches on the trend of larger companies moving away from traditional sales roles and the emergence of GTM engineers in startups.
Joshua highlights the challenges of collaboration and trust within sales teams and the importance of coherent teamwork.

Jim discusses the global perspective of the storage industry, emphasizing the importance of adapting to different markets and time zones.
Joshua and Jim discuss the impact of conferencing technology on global business opportunities and the challenges of competition worldwide.
Jim reflects on the rapid advancements in AI and the increasing importance of human-to-human connection in a tech-dominated world.
The conversation shifts to the importance of soft skills, such as empathy and storytelling, in building strong customer relationships.

Joshua asks Jim for career advice for young professionals, particularly those interested in non-technical roles.
Jim advises focusing on person-to-person connections and developing soft skills, as technical knowledge is increasingly accessible through AI.
The discussion includes the importance of role-playing, debates, and presentations in developing communication skills.
Jim shares insights on the potential of AI-based rep coaching and the benefits of remote work for sales teams.

Joshua and Jim discuss the challenges of career pivots, particularly for mid-career professionals considering new paths.
Jim shares his experience with entrepreneurship through acquisition, highlighting the opportunities available to those with financial resources.
The conversation touches on the barriers to starting a business and the benefits of solopreneurship.
Jim emphasizes the importance of soul-searching and exploring non-traditional career paths, such as buying established businesses or starting side hustles.

Joshua and Jim discuss the importance of educational materials and training programs in career development.
Jim highlights JetStor's investment in written and video educational content to support customers and partners.
The conversation includes the value of understanding trade-offs and making informed decisions in storage solutions.
Jim emphasizes the need for continuous learning and adaptation in the rapidly evolving tech industry.

Joshua and Jim discuss the importance of trust and empathy in building strong business relationships.
Jim shares his experience with mentors and the value of caring about customers at a deep level.
The conversation touches on the role of podcasts and webinars in professional development and building mindshare.
Jim highlights the benefits of investing in training and certification programs to indoctrinate IT professionals and build loyalty.

Joshua asks Jim about the future of JetStor and the challenges and opportunities in the storage industry.
Jim discusses the importance of being a modern, forward-thinking company and the role of GTM engineers in JetStor's strategy.
The conversation includes the need for efficient and structured go-to-market approaches, leveraging AI tools while maintaining human connection.
Jim emphasizes the importance of solving customer problems and delivering value beyond commodity offerings.

Joshua and Jim discuss the impact of AI on storage and business operations, particularly in terms of scale and efficiency.
Jim highlights the role of AI in generating large volumes of data and the need for efficient storage solutions.
The conversation touches on the challenges of managing data growth and the importance of ethical responsibility in AI deployments.
Jim emphasizes the need for continuous innovation and adaptation in the storage industry.

Joshua and Jim discuss the importance of building a strong channel partner ecosystem for JetStor.
Jim highlights the value of long-term relationships with VARs, integrators, and MSPs.
The conversation includes the benefits of a channel-focused approach to growth and the importance of capital efficiency.
Jim shares his appreciation for the support of existing channel partners and the potential for future collaboration.

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