Episode
Ep. 187 Cody Whisenhunt, CEO at BCS Switchgear | Data Center Go-to-Market Podcast
- Published
- Jun 30, 2026
- Duration seconds
- 3298
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Summary
https://www.dcsmi.com/briefing Subscribe to the Data Center GTM Briefing 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 BCS Switchgear | Data Center Go-to-Market Podcast 0:00 Coming up In this episode of the Data Center Go-to-Market Podcast 0:56 Introducing Cody Whisenhunt, CEO at BCS Switchgear 1:26 BCS Switchgear Role in the Data Center Industry: Rental and New Switchgear 480V - 38KV 2:49 Biggest Go-to-Market Challenge Facing Companies Selling Into Data Centers Right Now 5:07 How the AI Boom is Changing the Electrical Infrastructure Business 7:46 Changing Power Requirements: From Building UL 891 Boards to 15KV and 38KV Switches and Switchgear 8:46 Data Center Electrical Switchgear Lead Time and OEM Supply Chain Challenges from AI Demand 11:00 Data Center Decommissioning for Acquiring Electrical Switchgear 14:56 Data Center Buyer Education Before the First Electrical Switchgear Sales Conversation 19:49 Data Center Electrical Switchgear Go-to-Market Lessons Learned 21:50 The Data Center RFP and GTM Strategy That's Quietly Failing (That Nobody Wants to Admit Isn't Working) 24:36 Why Data Center Companies Invest Heavily in Technical Content That Doesn’t Generate Revenue 26:04 Subscribe to the Data Center GTM Briefing 27:01 Data Center Engineers and Electrical Switchgear Sales Teams (vs…