Episode Details

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In episode 64 of the Data Center Go-to-Market Podcast, Joshua Feinberg interviews Jeremy Coyle, an account manager at MSA (Management Science Associates) in Pittsburgh. Jeremy shares his unique career journey from telecommunications to the data center industry, highlighting the advantages of working for a mid-sized provider with the resources of a larger organization. Viewers will learn strategies for building a successful sales career in digital infrastructure, including the importance of becoming a subject matter expert, adapting to emerging technologies like AI and robotics, and engaging with the local community. This episode also provides insights into the challenges and opportunities of selling colocation services, as well as the productivity tools and techniques used by an experienced sales professional.

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

0:33 Introducing Jeremy Coyle, Account Manager at Management Science Associates

0:57 Career Journey to Colocation Data Center Sales as an Account Manager for MSA

2:15 From Telecommunications Carrier Sales to Colocation Sales

3:16 How Selling Colocation to the CTO, CIO, and CISO Has Changed

4:12 Advice on Entry-Level, Client-Facing, Digital Infrastructure Colocation Jobs

7:33 Mid-Career Advice for Data Center Sales Professionals Needing a Reset

9:31 Colocation vs. Telecommunications Average Deal Size, Sales Cycle Length, and Contract Length

11:11 Selling Colocation to Pittsburgh Robotics Startups and Scaleups with AWS Direct Connect

14:44 Biggest Digital Infrastructure Cost Challenges with NVIDIA GPUs

16:23 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)

17:00 Future of Sales for Colocation Data Center Providers with Marketing, Infrastructure, and Power

17:54 MSA Colocation Sales Team of One with Resources of 500+ Person Data Analytics Company 

21:18 Moneyball Lessons from the Consumate Utility Player in Colocation Data Center Sales

23:03 AI Impact as a Colocation Account Manager with Power and Cooling Capabilities

25:33 Pittsburgh Robotics Community Event and Three Mile Island Nuclear Power Conversations

28:55 Hosting Local Tech Events in MSA Facilities for Marketing, Brand Awareness, and Community Support

32:06 Favorite Tools for Data Center Account Management

35:48 Jeremy Coyle (Connect with on LinkedIn) and Management Science Associates (Follow on LinkedIn and Website)

37:05 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)

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