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Data Center Go-to-Market Podcast

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by Data Center Sales & Marketing Institute (DCSMI)

5.0(1 reviews)
189 episodes
Updated Daily
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59

Podcast Authority

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Podcast Overview

Explore the data center landscape with expert insights tailored for CEOs, sales professionals, marketers, customer success managers, product managers, and channel partner managers. From achieving sales targets to fostering team development and innovation, nurturing customer relationships, and optimizing go-to-market strategies, the Data Center Go-to-Market Podcast equips you with actionable strategies for success in the AI data center industry. The primary audience is go-to-market professionals who work in and around AI data centers -- including colocation, wholesale, hyperscale, edge, modular, technology, facilities, construction, real estate, sales, and marketing companies. This podcast is especially relevant for CEOs, sales professionals, marketers, customer success managers, product managers, and channel partner managers.

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🇺🇲

Publishing Since

6/18/2024

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59

Podcast Authority

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FairBased on show quality, social media presence, reviews, charts, and more
Pod Engine
Quality84
Social0
YouTube86
Engagement0
Learn more
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Recent Episodes

Episode thumbnail for Ep. 187 Cody Whisenhunt, CEO at BCS Switchgear | Data Center Go-to-Market Podcast

June 30, 2026

Ep. 187 Cody Whisenhunt, CEO at BCS Switchgear | Data Center Go-to-Market Podcast

<p><a href="https://www.dcsmi.com/briefing">https://www.dcsmi.com/briefing</a> Subscribe to the Data Center GTM Briefing</p><p>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. </p><p><br></p><p>Ep. 187 Cody Whisenhunt, CEO of BCS Switchgear | Data Center Go-to-Market Podcast</p><p>0:00 Coming up In this episode of the Data Center Go-to-Market Podcast</p><p>0:56 Introducing Cody Whisenhunt, CEO at BCS Switchgear</p><p>1:26 BCS Switchgear Role in the Data Center Industry: Rental and New Switchgear 480V - 38KV</p><p>2:49 Biggest Go-to-Market Challenge Facing Companies Selling Into Data Centers Right Now</p><p>5:07 How the AI Boom is Changing the Electrical Infrastructure Business</p><p>7:46 Changing Power Requirements: From Building UL 891 Boards to 15KV and 38KV Switches and Switchgear</p><p>8:46 Data Center Electrical Switchgear Lead Time and OEM Supply Chain Challenges from AI Demand</p><p>11:00 Data Center Decommissioning for Acquiring Electrical Switchgear</p><p>14:56 Data Center Buyer Education Before the First Electrical Switchgear Sales Conversation</p><p>19:49 Data Center Electrical Switchgear Go-to-Market Lessons Learned</p><p>21:50 The Data Center RFP and GTM Strategy That's Quietly Failing (That Nobody Wants to Admit Isn't Working)</p><p>24:36 Why Data Center Companies Invest Heavily in Technical Content That Doesn’t Generate Revenue</p><p>26:04 Subscribe to the Data Center GTM Briefing</p><p>27:01 Data Center Engineers and Electrical Switchgear Sales Teams (vs. Procurement)</p><p>32:29 What Sales Teams in Data Center Electrical Switchgear Consistently Misunderstand About Technical Buyers</p><p>37:15 Reaching Data Center Engineers Interested in Electrical Switchgear (Beyond EPC firms/Engineering, Procurement, and Construction)</p><p>43:05 Lessons Learned Growing BCS Switchgear (Hiring More Engineers)</p><p>46:07 The Future of Growing an Electrical Switchgear Company in Critical Power Infrastructure for Data Centers</p><p>49:14 Cody Whisenhunt (Connect with on LinkedIn) and BCS Switchgear (Follow on LinkedIn and Website)</p><p>54:00 Subscribe to the Data Center GTM Briefing</p><p><br></p><p>#ai #aidatacenters #bcsswitchgear #cloudservices #codywhisenhunt #colocation #criticalfacilities #datacenter #datacenterconstruction #datacentergotomarketpodcast #datacentergtm #datacenterindustry #datacentermarketing #datacenters #datacentersales #datacentersolutions #dcsmi #decommissioning #digitalinfrastructure #edge #engineering #engineeringdrivensales #engineeringhires #epc #hyperscale #leadtimes #mediumvoltage #missioncritical #powerinfrastructure #procurementchallenges #rentalswitchgear #speedtodelivery #supplychain #switchgear #temporarypower #usedswitchgear </p><p><br></p>

Episode thumbnail for Ep. 186 Jose Seara, Founder & CEO at DeNexus | Data Center Go-to-Market Podcast

June 25, 2026

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

<p><a href="https://www.dcsmi.com/briefing">https://www.dcsmi.com/briefing</a> Subscribe to the Data Center GTM Briefing</p><p><br></p><p>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 ⚡🔒🤖📊💡</p><p><br></p><p>Ep. 186 Jose Seara, Founder &amp; CEO of DeNexus | Data Center Go-to-Market Podcast</p><p><br></p><p>0:00 Coming up In this episode of the Data Center Go-to-Market Podcast</p><p>2:12 Introducing Jose Seara, Founder &amp; CEO at DeNexus</p><p>2:37 How DeNexus Helps the Data Center Industry With Operational Technology (OT) and Cyber-Physical Risks</p><p>5:12 OT Risk Quantification for Oil &amp; Gas, Power Generation, and Data Centers</p><p>7:47 Operational Technology Risk vs. Physical Security Risk vs. Cyber Security Risk</p><p>10:39 Biggest Go-to-Market Challenge Facing Data Center Operators Right Now with Power Procurement</p><p>13:58 How Have AI Workloads and AI-Driven Infrastructure Demands Changed OT Strategy</p><p>18:41 Educating OT Data Center Industrial Buyers About Risk Quantification Before Speaking With Sales</p><p>23:36 Data Center GTM Lessons: Qualifying Opportunities and Identifying Difficult Detractor Personas </p><p>26:50 Tapping Risk Management Budget Rather Than Getting Cybersecurity Budget Leftovers </p><p>29:36 Subscribe to the Data Center GTM Briefing</p><p>30:33 Why Technical Data Center OT Content Fails to Generate Sales Opportunities</p><p>32:17 How to Get the Attention of Data Center Risk Management Decision-Makers Inside Large Organizations</p><p>35:12 Navigating Data Center Product/Market Fit and Growing Beyond Founder-Led Sales</p><p>38:56 Outsourcing vs. Internal Data Center Marketing and Pre-Sales</p><p>40:52 Series A Board Members and the Fortune 500 Logo Sales Hire With Zero Startup Experience </p><p>47:20 Data Center Risk Quantification on 40-50 Year Old Operational Technology (OT) at Utility Providers</p><p>49:53 Operational Technology Partnering with Cybersecurity Simulation Data Collection</p><p>52:01 The Future of Growing an Operational Technology Risk Quantification Startup</p><p>56:44 Data Center Operational Technology Buyer Education and Risk Management Learning Portal</p><p>1:00:37 Jose Seara (Connect with on LinkedIn) and DeNexus (Follow on LinkedIn and Website)</p><p>1:01:59 Subscribe to the Data Center GTM Briefing</p><p><br></p><p>#ai #cloudservices #colocation #criticalfacilities #cybersecurity #datacenter #datacentergtm #datacenterindustry #datacentermarketing #datacenterrisk #datacenters #datacentersales #datacentersolutions #dcsmi #digitalinfrastructure #edge #hyperscale #missioncritical #ot #otsecurity #riskmanagement #seriesa</p><p><br></p><p>ai, ai risk, cyber insurance, cyber risk, data center, datacenter energy, datacenter gtm, datacenter risk, DCSMI, Data Center Go-to-Market Podcast, DeNexus, founder-led sales, go-to-market, high-density ai, hyperscale, Jose Seara, Joshua Feinberg, operational technology, ot cyber risk, ot security, power procurement, risk management, risk quantification, small modular reactors</p>

Episode thumbnail for Ep. 185 Riccardo Impiumi, Director of Alvarez & Marsal | Data Center Go-to-Market Podcast

June 23, 2026

Ep. 185 Riccardo Impiumi, Director of Alvarez & Marsal | Data Center Go-to-Market Podcast

<p><a href="https://www.dcsmi.com/briefing">https://www.dcsmi.com/briefing</a> Subscribe to the Data Center GTM Briefing</p><p>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 ⚡️📈🏗️🤝🎧💡</p><p>Ep. 185 Riccardo Impiumi, Director of Alvarez &amp; Marsal | Data Center Go-to-Market Podcast</p><p>0:00 Coming up In this episode of the Data Center Go-to-Market Podcast</p><p>1:08 Introducing Riccardo Impiumi, Director at Alvarez &amp; Marsal</p><p>1:40 Data Center Due Diligence: Finance, Commercial, and Technical at Alvarez &amp; Marsal</p><p>3:40 Biggest Go-to-Market Challenges with Data Center Operators and Investors </p><p>5:25 Biggest AI Planning Mistakes Data Center Operators and Investors are Making Today</p><p>6:46 Nvidia Jensen Huang GPU Release Cycle Driving Data Center Investment Cycle: Neoclouds and Operators</p><p>8:51 Data Center Capacity Planning Mistakes with Rack Density Exponential Increases</p><p>10:56 Data Center IT, Engineering, and Construction Buyer Education Before They Ever Engage With Sales</p><p>15:20 What a Data Center Investor Must Believe Before They'll Even Agree to a First Sales Meeting</p><p>20:01 Most Important Data Center GTM Lesson Riccardo Impiumi Learned During His Career</p><p>21:21 Data Center Operator GTM Strategy That's Failing Right Now That Nobody Talks About</p><p>22:30 Subscribe to the Data Center GTM Briefing</p><p>23:27 Why Technical Data Center Content Fails to Generate Revenue</p><p>26:04 Data Center Conferences and Why Many Data Center Executives Struggle with Targeting and Segmentation</p><p>31:58 Data Center Deals Getting Lost to Competitors or Organizational Inertia?</p><p>33:29 Extreme Difficulty Reaching the Economic Data Center Decision Maker</p><p>36:39 Where Data Center Investors Make Go-to-Market Mistakes</p><p>38:16 What Data Center Operators Should Never Outsource: Engineering and Sales</p><p>39:27 Why Data Center Commercial Teams Hire Engineers on Sales Teams</p><p>44:18 The Future of Data Center Infrastructure Strategy Due Diligence for Investors and Operators</p><p>47:17 Riccardo Impiumi (Connect with on LinkedIn) and Alvarez &amp; Marsal (Follow on LinkedIn and Website)</p><p>48:06 Subscribe to the Data Center GTM Briefing</p><p>#ai #aiinfrastructure #alvarezmarsal #cloudservices #colocation #criticalfacilities #datacenter #datacenterconference #datacentercapacity #datacentergtm #datacenterindustry #datacenterinvestor #datacentermarketing #datacentersales #datacentersolutions #dcsmi #digitalinfrastructure #edge #gpu #gpulifespan #highdensityracks #hyperscale #infrastructure #investordiligence #investorrelations #marketintelligence #missioncritical #nvidia #power #techinvesting #techtrends</p><p><br></p><p>AI infrastructure, alvarez &amp; marcel, cloud, DCSMI, Data Center Go-to-Market Podcast, data center design, data center infrastructure, data centers, dense GPU racks, go-to-market strategy, GPU lifecycle, GPU lifespan, high-density racks, investor diligence, investor perspective, Joshua Feinberg, nvidia, power constraints, sales enablement, tenanting strategy, upskilling sales</p>

189 total episodes available

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Angela Adam

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Joshua Feinberg

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Rich Farrell

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Dmitry Bokotey

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Matt Bagwell

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Nathan Foli

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What is Data Center Go-to-Market Podcast?

Explore the data center landscape with expert insights tailored for CEOs, sales professionals, marketers, customer success managers, product managers, and channel partner managers. From achieving sales targets to fostering team development and innovation, nurturing customer relationships, and optimizing go-to-market strategies, the Data Center Go-to-Market Podcast equips you with actionable strategies for success in the AI data center industry.

The primary audience is go-to-market professionals who work in and around AI data centers -- including colocation, wholesale, hyperscale, edge, modular, technology, facilities, construction, real estate, sales, and marketing companies. This podcast is especially relevant for CEOs, sales professionals, marketers, customer success managers, product managers, and channel partner managers.

How often does this podcast release new episodes?

This podcast updates daily.

Where can I listen to this podcast?

This podcast is available on 9 platforms including Apple Podcasts, Spotify, and more. You can also use the RSS feed directly.

Does this podcast accept guests?

Information about guest appearances is not available.

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