# Ep. 189 Ken Sullivan, Chief Executive Officer at Bay Compute | Data Center Go-to-Market Podcast

Page: https://stenobird.com/podcast/data-center-go-to-market-podcast-6941968/ep-189-ken-sullivan-chief-executive-officer-at-bay-compute-data-center-go-to-market-podcast
Text version: https://stenobird.com/podcast/data-center-go-to-market-podcast-6941968/ep-189-ken-sullivan-chief-executive-officer-at-bay-compute-data-center-go-to-market-podcast.md
Podcast: [Data Center Go-to-Market Podcast](https://stenobird.com/podcast/data-center-go-to-market-podcast-6941968)
Published: 2026-07-07T10:00:00+00:00
Episode link: https://www.dcsmi.com/podcast/ken-sullivan-chief-executive-officer-at-bay-compute-data-center-go-to-market-podcast
Audio file: https://media.transistor.fm/7de623b5/14fa3ec5.mp3
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JSON: https://stenobird.com/v1/public/podcasts/data-center-go-to-market-podcast-6941968/episodes/ep-189-ken-sullivan-chief-executive-officer-at-bay-compute-data-center-go-to-market-podcast
Duration seconds: 2631

## Resource

https://www.dcsmi.com/briefing Subscribe to the Data Center GTM Briefing 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-to-Market Podcast 0:00 Coming up In this episode of the Data Center Go-to-Market Podcast 1:24 Introducing Ken Sullivan, Chief Executive Officer at Bay Compute 2:21 Convincing Data Center Colocation Operators to Buy Software to Optimize and Manage Capacity 7:22 Biggest Go-to-Market Challenge Facing Colocation Infrastructure Companies Today 9:14 How AI Changed Your Strategy with Optimizing Data Center Capacity During the Last Year 11:28 How to Educate Colocation Operators Before a Capacity Optimization Sales Conversation Ever Happens 13:31 Outsourced GTM Lesson Learned ⇒ Founder-Led Data Center Sales in Early Stage Startups 19:39 Go-to-Market Strategy That’s Failing Across the Data Center Industry (That Nobody Wants to Admit is Failing) 22:54 Subscribe to the Data Center GTM Briefing 23:51 Why Technical Data Center Content Fails to Generate Revenue 28:19 What Data Center Sales Teams Consistently Misunderstand About Modern Buyers 30:42 Unlocking More Power Capacity at 1-2 MW Edge or Legacy Colocation Data Centers 32:13 Colocation Decision Makers Varying Depending on Size 34:19 Growing Bay Compute: What Didn’t Work 36:20 The Future of Growing a Dat…

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## Transcript

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