Ep. 140 Noa Sussman, Director of Global Solutions at TecEx - Turnkey Export Compliance

Episode 140 of the Data Center Go-to-Market Podcast features an interview with Noa Sussman, Director of Global Solutions at TecEx.

Understand the vital role of compliance in global data center deployments
Explore the complexities of importing IT hardware across borders
Evaluate strategies for mitigating risks and avoiding costly shipment delays
Identify key stakeholders involved in multinational deployments
Illustrate real-world consequences of non-compliance in tech logistics
Distinguish between proactive and reactive approaches to global expansion
Examine how emerging technologies are reshaping industry best practices
Appreciate the importance of relationship-building in sales and business development
Navigate international tariffs, taxes, and regulations
Apply expert advice for career development in the ever-evolving data center industry

Host:
Joshua Feinberg, CEO
DCSMI

Special Guest:
Noa Sussman, Director of Global Solutions
TecEx

Noa Sussman, Director of Global Solutions at TecEx, discusses the importance of proactive risk management in data center logistics. She highlights the challenges of global compliance, tariffs, and the need for registered entities in foreign countries. Sussman shares examples of companies facing significant financial penalties due to non-compliance, emphasizing the value of early engagement with logistics teams. She also discusses the evolving role of AI and the importance of building strong relationships and networks in the industry. Sussman advises young professionals to explore various opportunities within the data center space and stresses the need for continuous education and adaptation.

Outline

Proactive Risk Management in Data Center Deployments

Noa Sussman discusses the importance of proactive risk management in data center deployments to avoid last-minute issues.
Noa Sussman introduces herself as the Director of Global Solutions for TecEx, based in South Africa.
Joshua Feinberg welcomes Noa to the podcast and inquires about her background and journey into the data center industry.
Noa shares her varied career path, including law, securities, and business development, leading to her current role at TecEx.

Challenges in Import and Export Compliance

Noa explains the complexities of import and export compliance, particularly in the IT hardware and networking space.
She highlights the importance of understanding Value Added Tax (VAT) and other compliance issues in different countries.
Noa shares an example of a client facing a stuck shipment due to unforeseen compliance requirements in Hong Kong.
The discussion emphasizes the need for proper planning and compliance to avoid significant financial and operational impacts.

Impact of Supply Chain Issues on Data Centers

Joshua and Noa discuss the impact of supply chain issues, such as tariffs and compliance, on data center deployments.
Noa explains how compliance issues can lead to delays and additional costs, affecting the go-to-market strategy.
The conversation highlights the importance of involving C-suite executives in planning to account for compliance and logistics challenges.
Noa shares examples of companies facing significant fines and delays due to non-compliance, underscoring the need for proactive risk management.

Role of TecEx in Global Data Center Deployments

Noa describes TecEx's role in helping clients navigate compliance and logistics challenges in global data center deployments.
She explains how TecEx works with both data center operators and enterprise clients to ensure seamless deployment.
The discussion covers the importance of having a registered entity in each country for importing equipment.
Noa shares a case study of a client facing a million-dollar fine due to non-compliance, emphasizing the need for proper planning and execution.

Career Advice for Aspiring Data Center Professionals

Joshua asks Noa for career advice for young professionals interested in the data center industry.
Noa advises aspiring professionals to research the industry, develop expertise, and embrace emerging technologies.
She highlights the importance of building relationships and networking within the industry.
Noa encourages women to consider careers in the data center industry, noting the diverse opportunities available.

The Evolution of Data Center Sales and Marketing

Joshua and Noa discuss the evolution of sales and marketing in the data center industry.
Noa emphasizes the importance of building trust and relationships with clients, rather than relying on cold calls and emails.
The conversation covers the increasing specialization of sales roles, with professionals focusing on specific industries like healthcare or manufacturing.
Noa shares insights on the impact of AI and emerging technologies on the industry, highlighting the need for continuous learning and adaptation.

The Role of AI and Emerging Technologies

Noa discusses the growing impact of AI and emerging technologies on the data center industry.
She shares examples of AI applications in various industries, such as skin care and logistics.
The conversation highlights the importance of staying updated with emerging technologies to remain competitive.
Noa emphasizes the need for sales professionals to develop expertise in AI and related technologies to provide value to clients.

The Importance of Proactive Planning in Data Center Deployments

Noa reiterates the importance of proactive planning in data center deployments to avoid last-minute issues.
She shares examples of companies facing significant delays and costs due to non-compliance.
The discussion covers the role of C-suite executives in planning and budgeting for global deployments.
Noa emphasizes the need for companies to work with experts like TecEx to ensure smooth and compliant deployments.

The Impact of Global Deployment on Sales and Revenue

Noa discusses the impact of global deployment on sales and revenue for data center providers.
She shares a case study of a client winning new business by offering a centralized procurement model with TecEx.
The conversation highlights the importance of differentiating services and providing value to clients.
Noa emphasizes the need for sales teams to understand the implications of global deployment to win new business.

The Future of Data Center Compliance and Logistics

Joshua asks Noa about the future of compliance and logistics in the data center industry.
Noa predicts that compliance will remain a critical issue due to the increasing globalization of businesses.
The conversation covers the impact of sustainability, data sovereignty, and other emerging issues on compliance.
Noa emphasizes the need for continuous adaptation and innovation to stay ahead in the industry.

Guest Resources

Resources

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Ep. 140 Noa Sussman, Director of Global Solutions at TecEx - Turnkey Export Compliance | Data Center Go-to-Market Podcast