Data Center Go-to-Market Podcast

https://www.dcsmi.com/briefing Subscribe to the Data Center GTM BriefingIn episode 207 of the Data Center Go-to-Market Podcast, Joshua Feinberg sits down with Kevin Goodman, Managing Director and Partner at BlueBridge Networks, to explore how regional data centers outmaneuver hyperscale giants. You will learn how to navigate high-density AI workloads, overcome multi-year power grid delays, and build lasting relationships with modern enterprise buyers who complete most of their research before ever speaking to sales. Kevin shares actionable strategies for bridging the gap between technical engineering teams and CFO decision-makers, while highlighting how regional providers can capitalize on public sector and SLED opportunities to drive long-term account growth. 💡🚀Ep. 207 Kevin Goodman, Managing Director of BlueBridge Networks | Data Center Go-to-Market Podcast0:00 Coming up In this episode of the Data Center Go-to-Market Podcast1:17 Introducing Kevin Goodman, Managing Director at BlueBridge Networks2:23 The #1 GTM Challenge: Rising Above AI Gold Rush Marketing Noise5:26 High-Density AI Workloads: Managing Colocation Power, Rack Density & Cooling 11:25 The Convergence of Colocation, MSPs, and MSSPs13:14 Educating Modern Colocation and Cloud Buyers Who Are 80% Through Their Research14:30 The "Land, Nurture, Expand" (LNE) Playbook for Regional Data Center Providers15:45 Grassroots Authority: Why Lunch-and-Learns Beat Big Data Center Conference Booths20:11 Subject Matter Expertise in Managed Services, Colocation, and Cloud23:18 Subscribe to the Data Center GTM Briefing24:15 Operating as "Special Forces" to Outmaneuver Big-Box Data Centers27:42 The Rise of Technical Sales Engineers in the Colocation Space32:12 Data Center Engineering Advantage: Using Physics & Smarter Capacity Planning35:24 The SLED Advantage: Leveling the Playing Field in Gov & Education IT37:53 From Data Center Tech Vendor to the New Digital Trusted Advisor Role41:04 The Future of Growing in Data Center Managed Services, Colocation, and Cloud43:24 Kevin Goodman (Connect with on LinkedIn) and BlueBridge Networks (Follow on LinkedIn and Website)47:19 Subscribe to the Data Center GTM Briefing#aideployment #bluebridgenetworks #cloudrepatriation #cloudservices #colocation #criticalfacilities #datacenter #datacentergtm #datacenterindustry #datacenters #datacentersales #datacentersolutions #dcsmi #digitalinfrastructure #edge #highdensitycompute #hybridcloud #hyperscale #aainfrastructure #aiworkloads #itleadership #managedservices #missioncritical #powergridlimits #publicsectorit #regionaldatacenter #sledit

https://www.dcsmi.com/briefing Subscribe to the Data Center GTM Briefing⚡ In episode 206 of the Data Center Go-to-Market Podcast, you’ll join Joshua Feinberg and Mark Caskey, founder and CEO of Steel Nation, to learn why grid constraints are driving data centers toward behind-the-meter power, what makes natural gas and generation equipment difficult to secure, and how pipelines, permitting, and regional resources affect project timelines. Mark also shares how Steel Nation found its niche in energy infrastructure and what he sees ahead for natural gas, battery storage, and small nuclear reactors. 🏗️Ep. 206 Mark Caskey, CEO/Founder of Steel Nation | Data Center Go-to-Market Podcast0:00 Data Center Power Constraints & Intro1:04 Introducing Mark Caskey, CEO/Founder at Steel Nation1:50 Mark Caskey's Data Center Energy Background: Oil, Gas, Coal, and Nuclear6:24 Data Center Power Moratoriums, Grid Shortages, and Launching Steel Nation Microgrids10:35 The Biggest Data Center Microgrid Go-to-Market and Behind-the-Meter Regulatory Challenges12 52 Educating Data Center Decision Makers on Behind-the-Meter Power18:45 Data Center Site Selection and Natural Gas Pipelines vs. Railroad Rights-of-Way20:50 Why Fiber Optic Infrastructure Drives Data Center Locations23:00 Subscribe to the Data Center GTM Briefing23:57 How Steel Nation Pivoted from Turbine Enclosures to Switchgear27:15 Partnering Directly with Natural Gas Providers for Data Center Infrastructure30:41 The Reality of Solar & Wind vs. Base Load Energy for Data Centers32:35 Data Center Battery Energy Storage Systems (BESS) & Mini Nuclear Reactors35:31 What Sales Professionals Misunderstand About Data Center Buyers38:04 Turbines Located Inside Data Center Buildings Became Competitively Obsolete42:21 Reaching the Real Economic Decision-Maker in Data Center GTM44:29 The Next 12–24 Months: Grid Independence and Data Center Power Predictions47:24 Mark Caskey (Connect with on LinkedIn) and Steel Nation (Follow on LinkedIn and Website)49:19 Subscribe to the Data Center GTM Briefing#cloudservices #colocation #criticalfacilities #datacentergtm #datacenterindustry #datacenterinfrastructure #datacenters #datacentermarketing #datacentersales #datacentersolutions #dcsmi #digitalinfrastructure #edge #energy #hyperscale #microgrids #missioncritical #naturalgas #nuclearenergy

https://www.dcsmi.com/briefing Subscribe to the Data Center GTM BriefingIn episode 205 of the Data Center Go-to-Market Podcast, you’ll learn how SATOKIE is adapting to a changing data center market, from serving AI-driven power needs to delivering reliable managed services. Jay Zapata shares how financial discipline, client referrals, focused growth, and relationships across buying committees help the company win the right opportunities. ⚡🏢Ep. 205 Jay Zapata, Chief Executive Officer of SATOKIE | Data Center Go-to-Market Podcast0:00 Coming up In this episode of the Data Center Go-to-Market Podcast0:52 Introducing Jay Zapata, Chief Executive Officer at SATOKIE1:43 The #1 Data Center GTM Challenge: Reaching Insulated Buyers6:36 SATOKIE’s Managed Services and Power Origination vs. Traditional Colocation Managed Services8:08 How High-Density AI Workloads Changed Data Center Sales and Marketing10:12 Buyer Education Strategy: How to Reach Data Center Buyers Before Sales13:22 Essential Data Center Sales & GTM Playbook Lessons17:48 Favorite Data Center Energy/Power Origination Stakeholders (CFO Perspective)20:05 Subscribe to the Data Center GTM Briefing21:02 Why Traditional GTM and Data Center Lead Gen Motions Are Failing23:06 Why Technical Data Center Marketing Content Fails to Drive Revenue26:14 Sales Blindspots: What Data Center Buyers Really Want28:46 How to Reach the Economic Buyer and C-Suite Data Center Decision Makers32:19 Proactively Impacting Data Center RFPs35:20 Data Center GTM Growth Experiments: What Worked vs Failed37:52 Future Data Center Ecosystem Trends (Next 12–24 Months)40:43 Jay Zapata (Connect with on LinkedIn) and SATOKIE (Follow on LinkedIn and Website)42:13 Subscribe to the Data Center GTM Briefing#ai #cloudservices #colocation #criticalfacilities #datacenter #datacentergtm #datacenterindustry #datacenters #datacentersales #datacentermarketing #datacentersolutions #dcsmi #digitalinfrastructure #edge #hyperscale #managedservices #missioncritical #power

https://www.dcsmi.com/briefing Subscribe to the Data Center GTM BriefingIn episode 204 of the Data Center Go-to-Market Podcast, you’ll learn how QuEra approaches quantum computing commercialization, sets realistic expectations, and works with customers on meaningful problems. Yuval Boger also discusses quantum’s potential role alongside CPUs and GPUs, the ways AI can support quantum systems, and why education and scientific credibility matter as the industry develops. ⚛️🏢Ep. 204 Yuval Boger, Chief Commercial Officer of QuEra Computing | Data Center Go-to-Market Podcast0:00 Coming up In this episode of the Data Center Go-to-Market Podcast1:32 Introduction: Yuval Boger & Neutral-Atom Quantum2:05 The #1 GTM Quantum Computing Challenge: Hype Inflation & Timeline Expectations5:04 Does Quantum Help Solve Data Center Power and Cooling Crises?9:01 Classical Supercomputers vs. Quantum Exploration11:23 Reaching "Sales-Allergic" Technical Quantum Infrastructure Buyers and Education Content14:10 The Core Quantum Computing GTM Playbook: Sell the Journey, Not the Machine16:10 Recruiting the Ideal Commercial Team in Deep Enterprise Quantum Tech18:21 Subscribe to the Data Center GTM Briefing19:18 The Failing GTM Motion: Promising "Quantum Can Do Everything Today"21:36 Grounding Quantum Infrastructure Market Claims with Peer-Reviewed Science and Benchmarks25:16 What Sales Teams Misunderstand About Enterprise Quantum Buyers27:22 Identifying the Right Internal Champion for Quantum Computing vs. Business Sponsor29:16 Inbound Leads vs. Cold Outreach in Emerging Quantum Computing Infrastructure30:26 Pivot Points: Why Quantum Computing Messaging Must Shift from Broad Vague Promises31 53 The One Quantum Computing GTM Function You Should Never Outsource32:59 Transparency in Deep Tech: Quantum Case Studies & Industry Openness34:04 What the Next 12–24 Months Hold for Quantum Commercial Leaders35:28 Yuval Boger (Connect with on LinkedIn) and QuEra Computing (Follow on LinkedIn and Website)36:47 Subscribe to the Data Center GTM Briefing#artificialintelligence #cloudservices #colocation #criticalfacilities #datacenter #datacenterindustry #datacentergtm #datacenters #datacentersales #datacentersolutions #datacentermarketing #dcsmi #digitalinfrastructure #edge #enterprisecomputing #hpc #hyperscale #missioncritical #quantumcomputing

https://www.dcsmi.com/briefing Subscribe to the Data Center GTM Briefing🏗️ What happens to a data center when it's no longer needed? In episode 203 of the Data Center Go-to-Market Podcast, Houston Tomasz, President of Travel Safe in Arlington, Texas, explains how turnkey decommissioning returns a facility to pre-lease condition. That means everything from generator pads to drywall, not just the servers. 🔌📜 You'll learn why your lease matters on day one, and how used switchgear can bring in more than scrap value. ❄️ He also covers 597 kW racks and the shift from DX units to CDUs.👷 Houston talks about the shortage of skilled electricians, and why a buyer's C-suite has to be earned, not bought. ⚡ He shares his outlook on 415V power, behind-the-meter generation, and how a future AI correction could create new chances to repurpose half-built sites. 🚀Ep. 203 Houston Tomasz, President of Travel Safe | Data Center Go-to-Market Podcast0:00 Leases, Landlords, and the Hidden Cost of Tearing Down a Data Center1:26 Introducing Houston Tomasz, President at Travel Safe2:11 Travel Safe Company Overview & Turnkey Decommissioning Model6:28 Scaling Field Execution Teams & Safety Compliance When Decommissioning Data Centers10:12 Retrofitting Legacy Data Centers for AI Demands12:33 Educating Facility Directors on Risk, Safety & Environmental Compliance16:20 Preferred Go-to-Market Playbook for Data Center Facility Shutdowns23:25 Subscribe to the Data Center GTM Briefing24:22 Failed Marketing Tactics & Hype in Data Center Decommissioning and Demolition29:23 ITAD vs. Data Center Decommissioning: Differences & Synergies31:12 Sales Blindspots & Colocation vs. Enterprise Priorities for Data Center Decommissioning Providers32:56 Connecting with Economic Decision-Makers & Data Center Asset Recovery37:41 Sales Campaign Pivots & Data Center Decommissioning GTM Trial and Error44:36 Future Evolution of Data Center Equipment Asset Recovery and Real Estate Restoration48:45 Houston Tomasz (Connect with on LinkedIn) and Travel Safe (Follow on LinkedIn and Website)49:34 Subscribe to the Data Center GTM Briefing#ai #behindthemeter #cloudservices #colocation #criticalfacilities #datacenter #datacenterdecommissioning #datacenterindustry #datacentermarketing #datacenters #datacentersales #datacentersolutions #datacentergtm #dcsmi #decommissioning #digitalinfrastructure #edge #hyperscale #itad #liquidcooling #missioncritical #telecom #travelsafe