Data Center Go-to-Market Podcast

https://www.dcsmi.com/briefing Subscribe to the Data Center GTM BriefingAs AI server racks push power and thermal densities to unprecedented levels, traditional data center cooling approaches are hitting a wall. In this episode 208 of the Data Center Go-to-Market Podcast, host Joshua Feinberg sits down with Yong Tan, Global Vice President of AI Infrastructure Development at AIRSYS USA.Yong shares his unique perspective bridging the white space of GPU servers with the gray space of facility infrastructure. He breaks down why technical buyers are increasingly "sales-allergic," how cooling vendors must shift from selling commodity boxes to architecting day-one systems, and why AIRSYS is collaborating with the Open Compute Project (OCP) to champion Power Computing Effectiveness (PCE) over standard PUE.What You’ll Learn in This Episode:• The Dual-Buyer Dynamic: Balancing engineering design-in requirements with procurement accountability.• The Retrofit Opportunity: Why upgrading brownfield data centers with existing power capacity can beat greenfield builds.• De-Risking the Decision: Why enterprise infrastructure purchases are 10–15 year career commitments for buyers.• Power Computing Effectiveness (PCE): Evaluating how much provisioned power directly reaches IT racks to maximize AI token generation per megawatt.Ep. 208 Yong Tan, Global Vice President of AI Infrastructure Business Development and Sales of AIRSYS USA | Data Center Go-to-Market Podcast0:00 Coming up In this episode of the Data Center Go-to-Market Podcast0:50 Introducing Yong Tan, Global Vice President of AI Infrastructure Business Development and Sales at AIRSYS USA2:14 The AI Thermal Crunch (From Supermicro to Airsys USA)4:13 White Space vs. Gray Space: Bridging Compute and Facility Cooling7:48 Data Center Engineering Specs vs. Procurement Risk: Who Really Decides?10:49 Why High-Density GPU Racks Demand Day-One Cooling Architecture12:50 Overcoming Data Center Buyer "Sales Allergy" with Technical Education16:38 Building a Targeted Account Stakeholder GTM Playbook for Data Center Conferences22:12 Why Relationship-Driven Selling Fails for High-CapEx AI Deals24:47 Breaking Down Internal Silos Between Sourcing and Data Center Engineering28:44 Subscribe to the Data Center GTM Briefing29:41 Mitigating Data Center Buyer Career Risk in 10-to-15-Year Infrastructure Purchases33:00 CFO Alignment: Translating Data Center Thermal Efficiency into CapEx & OpEx ROI35:42 OCP Power Computing Effectiveness (PCE) vs. Traditional PUE40:36 Why Traditional Data Center Hardware Commodity Pitching Fails in AI Infrastructure44:41 Capabilities and Core Competencies AIRSYS Insists on Keeping Strictly In-House47:04 Recruiting and Hiring Data Center Account Executives and Solutions Engineers50:58 Future of Leading AI Infrastructure Business Development and Sales in Mission-Critical Thermal Management54:24 Yong Tan (Connect with on LinkedIn) and AIRSYS USA (Follow on LinkedIn and Website)56:22 Subscribe to the Data Center GTM Briefing#aiinfrastructure #airsysusa #cloudservices #colocation #criticalfacilities #datacenter #datacentercoooling #datacenterindustry #datacentergtm #datacentemarketing #datacenters #datacentersales #datacentersolutions #dcsmi #digitalinfrastructure #edge #hyperscale #liquidcooling #missioncritical #ocp #powersystems #thermalmanagement

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

https://www.dcsmi.com/briefing Subscribe to the Data Center GTM Briefing🎙️ 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 universities.💡 Hear why heavy technical content stalls pipeline, how data centers are becoming business plans instead of cost centers, and what regulation and workforce development could mean over the next 24 months.🤝 Stephan also shares one simple thing any leader can do this week to build trust with customers.Ep. 202 Stephan Fabel, CEO of ThisWay Global | Data Center Go-to-Market Podcast0:00 Researchers Waiting 9 Months for 6 Minutes of GPUs0:59 Introducing Stephan Fabel, CEO at ThisWay Global1:57 The #1 Challenge in AI Data Centers and High-Performance Computing Go-to-Market7:35 Navigating the High-Density AI Workload Shift, GTM, and the NVIDIA DGX Perspective11:47 Asynchronously Educating Technical Data Center Buyers (IT Professionals, Engineers, Finance)15:18 Sovereign AI & GPU Access for State Research Institutions22:17 Key Data Center Go-to-Market Lessons from 30+ Years in Tech (Trust and Decision Makers)25:06 Subscribe to the Data Center GTM Briefing26:03 Uncovering Failing Go-to-Market Strategies in HPC Infrastructure and Data Center Deployments27:44 Bridging the Technical Content Conversion Gap in Data Centers and High Performance Computing33:33 Winning Over Sovereign AI Economic Decision Makers, IT Professionals, and CFOs35:07 Trial, Error, and Operational Strategy Pivots for ThisWay Global and the Business of Sovereign AI Infrastructure38:56 Strategic Control and In-House Core Capabilities When Growing a Sovereign AI Infrastructure Operations40:31 Future Evolution of Data Center Go-to-Market for HPC Infrastructure and Sovereign AI Workloads54:00 Stephan Fabel (Connect with on LinkedIn) and ThisWay Global (Follow on LinkedIn and Website)54:48 Subscribe to the Data Center GTM Briefing#aiinfrastructure #aileadership #cloudservices #colocation #criticalfacilities #datacenter #datacenterindustry #datacenterinfrastructure #datacentergtm #datacentermarketing #datacenters #datacentersales #datacentersolutions #dcsmi #digitalinfrastructure #edge #gpu #hpc #hyperscale #missioncritical #neocloud #sovereignai #thiswayglobal

https://www.dcsmi.com/briefing Subscribe to the Data Center GTM Briefing⚡ 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 customer requirements into schematics in hours instead of weeks.🤝 He talks about building trust with buyers who do most of their research before a first sales call, winning over decision committees made up of many different roles, and why you should never outsource your customer feedback loop.🔮 Plus, hear his outlook on grid limits, on-site generation, and 800V DC power over the next two years.Ep. 201 Igor Stamenkovic, Chief Executive Officer of SENS (Stored Energy Systems) | Data Center Go-to-Market Podcast0:00 Coming up in this episode of the Data Center Go-to-Market Podcast1:38 Introducing Igor Stamenkovic, CEO at SENS2:17 SENS Role in the Data Center Infrastructure Ecosystem3:08 Reframing Critical Power Assets into Active ROI Drivers4:25 Grid vs Behind-the-Meter Power Deployments Strategy5:51 Selling to Complex Data Center Operators and the Biggest Go-to-Market Obstacles9:33 How the Power Load with Surging AI Rack Densities Affect Your GTM Positioning14:16 Educating Data Center Engineering, Facilities Leaders, and Channel Partners Before Sales Calls17:20 Hosting Your Own Data Center Micro-Events That Educate and Build Trust (SENS Mission Critical Summit)21:06 Data Center Branding: From Eaton to 50+ Years of SENS (Stored Energy Systems)22:35 Data Center Micro-Events and Peer-Led Expertise (SENS Moderated)27:50 Subscribe to the Data Center GTM Briefing28:47 Favorite Data Center GTM Playbook or Tactic That Gave You an Outsized Payoff30:33 AI Configurators Driving Innovative Data Center Go-to-Market Motions35:32 Ideal Data Center Clients at Operators, Neoclouds, and Enterprise (and Decision-Making Stakeholders)38:21 Data Center Sales Misconceptions of Technical Buyers (Facilities Managers and Data Center Engineers)39:53 Reaching the True Data Center Critical Power Decision-Maker42:02 Specialists vs. Generalists in Multi-Stakeholder Data Center Critical Power Sales43:42 Core Competencies vs. Outsourcing in Data Center GTM (Especially End User Feedback)47:33 Future Evolution of Data Center Power Infrastructure GTM53:16 Igor Stamenkovic (Connect with on LinkedIn) and SENS (Follow on LinkedIn and Website)54:32 Subscribe to the Data Center GTM Briefing#datacentergtm #dcsmi #datacenters #datacentersolutions #datacentersales #datacentermarketing #colocation #hyperscale #edge #digitalinfrastructure #datacenterindustry #criticalfacilities #missioncritical #cloudservices #datacenterpower #datacenterinfrastructure #criticalpower #datacenterengineers #facilitiesmanagers #datacenterevents #datacenterbranding #datacenterfacilities #powerload #rackdensity #aiinfrastructure #energystorage #channelpartners #gridmodernization #onsitegeneration #powerinfrastructure #aiconfigurators #backupgenerators #b2btechmarketing #datacenterelites #datacenterleadership #energytransition #facilitiesmanagement #sens

https://www.dcsmi.com/briefing Subscribe to the Data Center GTM Briefing💡 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 into revenue-generating compute. Sam also explains why "lights out" data halls are a misnomer, and how high-density AI workloads forced a renewed focus on specification requirements for heat off-gassing.🤝 You'll hear the four community personas every developer must engage: elected officials, regulators, utility companies, and community activists. 🎯 On the sales side, Sam breaks down why MEP engineers rather than architects often hold the prime contract in data center projects, the one Sandler-inspired question that reveals the true economic buyer, and why opening with cooling and chip design beats leading with your own product spec.🚂 He closes by comparing today's builders to the crews laying railroad tracks during the Industrial Revolution, making the case that community education, not NDA silence, is what earns the industry its next decade of growth.Ep. 200 Samuel Rabinowitz, CEO of LANTANA LED | Data Center Go-to-Market Podcast0:00 Coming up In this episode of the Data Center Go-to-Market Podcast1:32 Introducing Samuel Rabinowitz, CEO at LANTANA LED1:58 Single Biggest Go-to-Market Challenge Data Center Teams Face Today8:45 Impact of High-Density AI Workloads on Strategy in the Data Center LED Lighting Business14:04 Reaching and Educating Data Center Prospects/Clients Before They Talk to Your Sales Team16:45 Why Technical Marketing Content Falls Flat on Driving Data Center Sales Growth18:55 Buying Committees for Data Center Lighting: Owners vs. MEP Engineers vs. AEC Architects vs. Operators24:07 Subscribe to the Data Center GTM Briefing25:04 Getting Past Technical MEP Gatekeepers to Reach the True Economic Buyer for Data Center Lighting28:08 GTM Strategies Currently Failing in the Data Center Industry38:17 Something You Tried That Completely Flopped and What Actually Worked40:26 Favorite Data Center GTM Playbook Move: Show Up, Ask Questions, and Learn42:52 Core Data Center GTM Capabilities You Should Never Outsource (Distributors, Manufacturers Reps)45:02 12-to-24 Month Outlook for the Broader Data Center Ecosystem54:39 Samuel Rabinowitz (Connect with on LinkedIn) and LANTANA LED (Follow on LinkedIn and Website)56:02 Subscribe to the Data Center GTM Briefing#aiinfrastructure #cloudservices #colocation #constructiontech #criticalfacilities #datacenter #datacenterdesign #datacentergtm #datacenterindustry #datacenterlighting #datacentermarketing #datacenters #datacentersales #datacentersolutions #dcsmi #digitalinfrastructure #edge #energyefficiency #hyperscale #mepengineering #missioncritical

https://www.dcsmi.com/briefing Subscribe to the Data Center GTM BriefingIn 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 roughly 40 swimming pools), and why Sweden's hydropower-heavy grid and rising water scarcity are turning public sentiment against new hyperscale projects. ⚖️ Cecilia and Johanna break down the EU regulations already reshaping how you're allowed to sell; the greenwashing rules landing September 27, the Digital Product Passport for steel and batteries, EU Taxonomy criteria including refrigerants below 675 GWP, and boards now personally accountable for water resilience strategy. 🤝 You'll also hear practical guidance on bringing sustainability professionals into the room alongside your CTO, using double materiality analysis to connect ESG to financing decisions, engaging municipalities early to address workforce and community concerns, and why "do no harm" resonates far better in Europe than a US-style community fund. 🎯 If you're a CMO, CRO, or CEO selling into the European data center market, this conversation will change how you write your claims, build your playbook, and staff your commercial team.👉 Subscribe to the weekly Data Center GTM Briefing: https://www.dcsmi.com/briefing Ep. 199 Cecilia Hjertzell and Johanna Flood, Co-Founders of dcently | Data Center Go-to-Market Podcast0:00 Coming up In this episode of the Data Center Go-to-Market Podcast1:23 Introducing Cecilia Hjertzell and Johanna Flood, Co-Founders at dcently2:23 Data Center/IT Sustainability and the Incomplete PUE ESG Perspective ⇒ dcently 5:17 Data Center Sustainability Metrics, Transparency, Education, and Trust9:51 The State of Sweden's Data Center Development and Sustainability13:50 Addressing Data Center Go-to-Market Challenges from a Marketing and Sustainability Point of View18:58 Transforming Data Center Technology, Facilities, and Operators Company Culture and Governance22:22 How Data Center Sales Teams Transform Into Buyer Education with IT Professionals and Engineers25:51 How EU Defines a Sustainable Data Centre, Taxonomy, and Code of Conduct27:44 How dcently as an NGO Thinks About Different Stakeholders to Define ESG Playbook33:35 Subscribe to the Data Center GTM Briefing34:32 The Role of Technical Content in Transforming Data Center ESG36:49 Data Center Conference Collaborations Around Sustainability/ESG Expertise41:14 Economic Decision Makers That Prioritize Sustainable Data Center Expansion and Water Utilization44:54 The Biggest Data Center Go-to-Market Mistakes to Avoid: Human Storytelling, Planetary Boundaries, and Decency47:18 What is a Decent Data Center? (Quantifying)51:12 dcently: What Data Center Sustainability Means to Baby Boomers, Gen X, Millennials, and Gen Z54:38 The Future of Building an Independent Industry Network for Sustainable Data Centers58:21 Cecilia Hjertzell and Johanna Flood (Connect with on LinkedIn) and dcently (Follow on LinkedIn and Website)1:00:54 Subscribe to the Data Center GTM Briefing#climaterisk #cloudservices #colocation #criticalfacilities #datacenter #datacentergtm #datacenterindustry #datacenters #datacentermarketing #datacentersales #datacentersolutions #datacentersustainability #dcsmi #digitalinfrastructure #edge #esg #esgreporting #eutaxonomy #greenwashing #hyperscale #missioncritical #nordics #scope3 #sustainability #sustainablebusiness #sweden #watermanagement