Data Center Go-to-Market Podcast

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In 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...

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⚡ 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/Found...

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In 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 Podcast

0:00 Coming up In this episode of the Data Center Go-to-Market Podcast

0:52 Introdu...

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In 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 Podcast

0:00 Coming up In this episode...

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🏗️ 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.<...

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🎙️ In episode 202 of the Data Center Go-to-Market Podcast, host Joshua Feinberg talks with Stephan Fabel, CEO of This Way Global and former head of NVIDIA's DGX Cloud infrastructure initiative.

🌎 Learn why explaining sovereign AI is today's biggest go-to-market challenge, and why so many AI proofs of concept never reach production.

⚡ Find out how 600 kilowatt racks are pushing energy providers, developers, and operators to work together, and how mission-driven trust wins over state agencies and research universiti...

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⚡ Backup power isn't just an insurance policy anymore. In episode 201 of the Data Center Go-to-Market Podcast, Igor Stamenkovic, CEO of SENS (Stored Energy Systems), explains how the AI build-out is turning critical power into an active operational asset.

🔋 You'll learn why rising AI rack densities are changing the economics of batteries, and how pre-configured systems tested in the factory save space and cut work in the field.

🤖 Igor also shares how AI configurators can turn complex...

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💡 What happens when a lighting manufacturer becomes a trusted advisor on data center design? In Episode 200 of the Data Center Go-to-Market Podcast, host Joshua Feinberg sits down with Sam Rabinowitz, CEO of San Francisco-based LANTANA LED, to examine why so many companies stumble entering this market, assuming their 20+ years of construction relationships and off-the-shelf products will simply transfer over.

⚡ You'll learn the surprising economics of fixture-level efficiency, where saving 10 watts across up to 5,000 fixtures frees kilowatts to redirect back...

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In episode 199 of the Data Center Go-to-Market Podcast,Joshua Feinberg sits down with Cecilia Hjertzell and Johanna Flood, co-founders of the Swedish NGO dcently, to examine why the data center industry's favorite sustainability metrics no longer hold up… and what that means for your go-to-market motion. 

💧 You'll learn why PUE and other operational numbers miss the bulk of a facility's real footprint, how Scope 3 emissions and supply chain risk reshape the ESG picture (a single UPS carries a water footprint of rou...

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In episode 198 of the Data Center Go-to-Market Podcast, Joshua Feinberg talks with Princeton Identity CEO and founder Bobby Varma about how physical security in data centers is evolving from doors and perimeters to cages and high-value AI racks 

🧠🔐. You’ll hear how biometric “iris on the move” systems support compliance, auditability, and zero trust, plus how decision-making differs between enterprises and colocation providers 

🏢🏭. Bobby explains what CISOs, VPs of security/facilities, and legal teams each care about, why buye...

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In episode 197 of the Data Center Go-to-Market Podcast, Joshua Feinberg interviews Vince Bradley, CEO of Abundant IoT, on why power is becoming the modern-day gold rush for AI-driven data centers 

⚡🤖 Learn how AI density is reshaping energy markets, why on-site generation (natural gas, fuel cells, linear generators) is surging, and how Abundant IoT shifted from grid-based energy to power-first strategies. 

Vince shares practical tactics on educating AI-empowered buyers, speeding up complex power deals, navigating community opposit...

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🎧 In episode 196 of the Data Center Go-to-Market Podcast, you’ll watch Joshua Feinberg on Inside Commissioning to learn a practical, CEO‑backed playbook for moving your commissioning firm from “dinosaur” marketing to expert‑led growth… including how to run low‑cost micro‑events and webinars that build trust, hire engineers into sales to shorten trust cycles, build an academy from recorded sessions to create sticky credibility, realign marketing spend away from the conference cult, and craft employer‑branding that attracts scarce talent. Expect concrete steps to map your ICP, run...

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In episode 195 of the Data Center Go-to-Market Podcast, you’ll learn how San Francisco Compute Company is addressing the GPU supply crunch and serving AI-native startups with short-term, high-performance compute access; you’ll hear practical resale strategies to recover over‑commitments, tactics for aligning engineers and CFOs, bottoms-up GTM playbooks that preserve executive networks, content and buyer‑education approaches for self‑directed technical buyers, partnership and channel guidance to avoid conflict, and tips for scaling talent while protecting trust and service quality. ⚙️🤝📈💡🌎

Ep. 195 Alan Butler, Chief Busines...

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In episode 194 of the Data Center Go-to-Market Podcast, you’ll hear how Arvato scaled niche, white‑glove data‑center logistics from Dublin to the U.S., why finance teams are accelerating procurement decisions, how power demand is reshaping site selection for AI compute, and practical tactics… hub‑and‑spoke warehousing, EOR/IOR, micro‑events, and site visits… that build trust with hyperscalers while managing talent, procurement tension, and AI‑driven changes in sales and content. ⚡️🚚🧑‍🔧🌍📈🤝🤖

Ep. 194 Keith Young, VP of Datacenter Services of Arvato | Data Cente...

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In episode 193 of the Data Center Go-to-Market Podcast, you’ll Learn how AI-fueled buyer sophistication is raising the bar for data center sales, and get practical takeaways from Jon Billow on BNS’s full-lifecycle power and network approach, segment-specific GTM strategies for enterprise/colo/neocloud, M&A lessons for integrating sales playbooks, tactics to build trust with multi-stakeholder committees, how to align technical content to revenue outcomes, and what to watch for with moratoriums and capacity shifts… all in a candid conversation about scaling teams, talent...

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In episode 192 of the Data Center Go-to-Market Podcast, you’ll learn practical tactics for winning community support and moving large-scale data center projects forward… 

from translating latency and app performance into plain-language benefits for residents, to mapping the real decision-makers you must engage, to when behind-the-meter vs. grid-connected generation makes sense. 

You’ll also get playbooks for using generative AI to prep meetings and analyze sentiment, run high-impact micro-events, coordinate with utilities to solve speed-to-power bottlenecks, and position your team to withs...

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In episode 191 of the Data Center Go-to-Market Podcast, you’ll learn how Flexnode’s CEO explains why retrofit and adaptive-reuse data center plays often fail, how modular, liquid-cooled solutions can cut footprint and speed deployments, and why integrating IT and facility design is now essential for AI-scale builds. Plus, get practical advice on winning that risky first sale and using visual storytelling. Then find out how AEC partnerships build trust, why you need to equip internal champions with concise outcome-focused assets, and when to pursue co-d...

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In episode 190 of the Data Center Go-to-Market Podcast, Joshua Feinberg talks with Pooya Kabiri, CEO of METIS Power, about how AI-driven rack densities are reshaping data center power strategy. 

Learn why behind-the-meter generation and natural gas are becoming go-to options, plus how microgrid + storage architectures meet millisecond AI load swings. 

Find out about the regional air-permitting limits that change project design, practical buyer-education tactics (including the 250 tons/year threshold), go-to-market lessons on staying focused, and why METIS built in-house proposal to...

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In episode 189 of the Data Center Go-to-Market Podcast, Ken Sullivan of Bay Compute explains how orchestration software helps colocation operators get more revenue from the power they already have, why reframing capacity challenges as a business problem matters, which buyer personas to prioritize, and how to craft GTM strategies that rely on peer credibility, founder-led sales, and clear ROI. Plus see what AI density and liquid cooling mean for modern data center operations ⚡️🏢📈🤖💡

Ep. 189 Ken Sullivan, Chief Executive Officer of Bay Compute | Data Center Go-t...

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In episode 188 of the Data Center Go-to-Market Podcast, you’ll learn how energy choices (SMRs, fuel cells, solar, geothermal) and geography shape data-center strategy, why utilities are under-engaged in critical infrastructure, and practical ways AI can speed operational tasks while preserving human oversight.

Hear concrete advice on writing site-specific SOPs to prevent life-safety risks, building mentorship and scenario-based training (including digital twins and gaming) for faster onboarding, integrating wearables/IoT for situational awareness, and rethinking GTM and event strategies so commercial teams be...

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In episode 187 of the Data Center Go-to-Market Podcast, you’ll learn who really calls the shots in data‑center purchases (and why procurement isn’t always the decision-maker), how the AI compute boom has exploded demand for medium‑voltage and rental switchgear, practical tactics for bridging long OEM lead times with used or temporary gear, why embedding engineers into commercial roles speeds deals, and how content + engineering credibility can win projects where speed-to-delivery matters more than price. 

Ep. 187 Cody Whisenhunt, CEO of BC...

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In episode 186 of the Data Center Go-to-Market Podcast, Joshua Feinberg speaks with Jose Seara, CEO of DeNexus, to explain how OT cyber risk is fundamentally different from IT risk, how AI is reshaping attacker and defender behavior, and what data centers must do to manage power, procurement, insurance, and board‑level exposure… plus practical GTM lessons for founders moving from founder‑led sales to scalable enterprise playbooks ⚡🔒🤖📊💡

Ep. 186 Jose Seara, Founder & CEO of DeNexus | Data Center Go-to-Market Podcast

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In episode 185 of the Data Center Go-to-Market Podcast, Riccardo Impiumi and Joshua Feinberg explore how investors and operators are reconciling long-term data center leases with 5–6 year GPU lifecycles, why Nvidia’s release cadence drives planning and risk, what electrical and mechanical changes high-density AI racks demand, how power and land constraints are reshaping capacity timelines, and practical GTM moves… from aligning sales with engineering to making conference spend more surgical… that help you turn technical credibility into commercial outcomes ⚡️📈🏗️🤝🎧💡

Ep. 185 Riccardo Impiumi, Director of Alvarez & Marsal | Data Ce...

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In episode 184 of the Data Center Go-to-Market Podcast, you’ll learn how Open Origin designs islanded, behind‑the‑meter power plants that get gigawatt‑scale AI facilities online faster and with lower permitting friction, why speed‑to‑power now outstrips marginal efficiency in hyperscaler decision‑making, how lease‑based commercial models plus technology reinsurance shift delivery risk away from buyers, which stakeholders (especially real estate teams) you need to influence first, and how generative AI, dense solar + battery design, and automation compress proposal cycles and construction tim...

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In episode 183 of the Data Center Go-to-Market Podcast, you’ll learn how Nimbus’s adiabatic and dry cooling solutions change the heat‑rejection conversation. Cutting water and energy use in water‑stressed markets. Why new high‑temperature chips (like Vera Rubin) shift cooling requirements and reduce chiller dependence, practical GTM tactics for educating engineers and building trust (micro events, sales-as-curator approaches), ways to engage communities to reduce permitting risk, and adjacent innovations (waste‑heat reuse, atmospheric water generation, modular prefab) that accelerate time‑to‑revenue and syst...

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In episode 182 of the Data Center Go-to-Market Podcast, Joshua Feinberg and Yong Tan explain how AI infrastructure is shifting from standalone hardware to integrated AI factory solutions, why energy and power readiness have become primary deal risks, how to frame sales conversations around business models and monetization, and practical steps for coordinating ecosystem partners, connecting off-takers, and engaging community stakeholders to speed deployments and de-risk capital-intensive projects ⚡🤝🏭📈🌍

Ep. 182 Yong Tan, Global Director, AI Data Center Business Development & Sales of Supermicro | Data Center Go-to-Market Podcast

...

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In episode 181 of the Data Center Go-to-Market Podcast, you’ll learn how Aravolta’s CEO moved from enterprise engineering at Microsoft to building a vendor-agnostic node that simplifies data center monitoring and control, why face-to-face trust and word-of-mouth still beat broad outbound, how forward-deployed engineers speed onboarding and bridge sales/implementation, what to prioritize when integrating thousands of make-model devices, hiring tradeoffs for scrappy vs. experienced talent, and how AI and self-service research are shifting the buyer journey earlier; plus practical GTM plays for scaling a le...

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In episode 180 of the Data Center Go-to-Market Podcast, you’ll learn how AI-driven tools are reshaping data‑center go‑to‑market playbooks, why DC power and Nvidia’s high‑density racks are forcing new choices for power distribution and cooling, how LS Electric is prototyping solid‑state transformers, DC breakers, and microgrid use cases, and which GTM moves (quality leads, speed‑to‑lead, targeted regional events, and education resources) actually help sales win complex, committee‑driven deals 🎧⚡🏭🤖🌱

Ep. 180 Andrew Urda, Vice President of Strategic Market...

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In episode 179 of the Data Center Go-to-Market Podcast, Joshua Feinberg talks with WB Power Services and Rehlko Power Systems Group Head of Marketing, Robb Shingles, about how he moved from construction marketing into data center power and energy, how to map complex B2B buying journeys using RIBA, and why brand storytelling and the human element are critical differentiators in a fast-changing AI-driven world 

🚀 You’ll hear how Robb thinks about positioning providers as growth enablers (not cost centers), orchestrating events...

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In episode 178 of the Data Center Go-to-Market Podcast, Joshua Feinberg talks with veteran utility engineer Sherrill Crenshaw about what developers, engineers, and GTM leaders need to know about powering modern data centers 

⚡ From why you can no longer assume grid capacity will be there when you need it, to how NIMBY pressure, permitting, and supply chain constraints shape project timelines, you’ll hear practical examples straight from 38 years at Dominion Energy and his current role at Bruce Howard Contracting 

🏗️ S...

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In episode 177 of the Data Center Go-to-Market Podcast, you’ll hear from CPower Energy’s David Chernis on how AI-driven load growth is reshaping data center power strategy ⚡

🤖. You’ll learn why traditional assumptions about always available power no longer hold, how energy flexibility and battery storage (BESS) help manage spiky AI workloads, and what separates the new AI factory data centers from legacy colocation models. 

David explains how modern deman...

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In episode 176 of the Data Center Go-to-Market Podcast, Apolo CEO Bill Kleyman joins Joshua Feinberg to share how AI is reshaping data center design, capital strategy, and careers across the ecosystem ⚡

🧠 From understanding why AI demand is *not* infinite and why capital efficiency now matters more than ever, to rethinking rack density, GPUs, liquid cooling, and grid interconnection, you’ll gain a fresh, practical perspective on where the industry is headed. 

Bill also bre...

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In episode 175 of the Data Center Go-to-Market Podcast, you’ll learn how to get in early and stay relevant in a self-guided buyer journey where 83% of the research happens before sales ever gets a meeting. 

You’ll see how to define a sharp ideal client profile, run customer insight interviews, and turn real buyer goals and challenges into high-converting offers, content, and events. 

You’ll also learn a practical events-driven playbook for colocati...

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In episode 174 of the Data Center Go-to-Market Podcast, Joshua Feinberg and Dr. Atif Ansar explore why so many data center mega projects miss their timelines, budgets, and revenue targets; and how much of that failure is actually predictable and preventable.

🚦 You’ll hear how optimism and political bias distort forecasts, why data centers should be treated like multi‑billion‑dollar industrial assets (not simple warehouses), what “cognitive maturity” looks like in project leaders, and how rising rack densities fro...

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In episode 173 of the Data Center Go-to-Market Podcast, you’ll learn how to win in an 83% self‑service buyer’s journey by turning your sales and marketing team into teachers, consultants, and trusted advisors instead of “just another vendor.” 

🧠 You’ll see how to define sharp ideal client profiles across integrators, colocation, MSPs, consultancies, and wholesale operators; identify the right buyer personas and their real goals and challenges; and build an education-led engine with webinars, local events, and thought lead...

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Most data center go-to-market strategies are built around visibility.

Enterprise buyers experience that visibility very differently.

In episode 172 of the Data Center Go-to-Market Podcast, Joshua Feinberg sits down with Sean Farney of JLL to unpack how enterprise data center buyers actually make decisions

…and why many vendor GTM motions fail before the first real conversation ever happens.

Sean brings a rare buyer-side pe...

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In episode 171 of the Data Center Go-to-Market Podcast, you’ll learn how to sharpen GTM strategy across the data center ecosystem.

🚀 From energy management consulting and simulation/design firms to developers, cooling manufacturers, and sustainability consultancies, you’ll see how to define your ICP, build target account lists, and run education-led campaigns that actually generate pipeline 

🎯 You’ll hear specific plays for using webinars and in-person events, positioning your experts as trusted advisors, boo...

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In episode 170 of the Data Center Go-to-Market Podcast, you’ll learn how to build local edge data center brand awareness in latency-sensitive markets, sharpen your ideal client profiles and buyer personas, and modernize outbound prospecting so it actually creates pipeline instead of pushback 🚀. 

You’ll see practical playbooks for improving sales and marketing results for colocation, cloud, and managed services providers, plus how data center cleaning & maintenance companies and architects/designers can generate better leads by...

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In episode 169 of the Data Center Go-to-Market Podcast, you’ll learn how to reduce total cost of ownership, escape commoditization, and build a standout brand in a crowded data center market 

🌐 Joshua Feinberg breaks down practical strategies for colocation, cloud, and managed hosting providers, data center infrastructure and facility management firms, commissioning companies, and global solution providers. 

You’ll see how to redefine your ICP, sharpen buyer personas, adapt to AI-dri...

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In episode 168 of the Data Center Go-to-Market Podcast, you’ll learn how colocation, wholesale, and data center real estate players can rethink client acquisition in a world where buyers are 80%+ through their journey before talking to sales 

🚀 You’ll see how to audit conference spend vs. your ideal client profile, design persona-based educational events, and position your GTM team as teachers and trusted advisors instead of commodity vendors 

🎯 We also cover p...