{"podcast":{"title":"Data Center Go-to-Market Podcast","slug":"data-center-go-to-market-podcast-6941968","podcast_index_feed_id":6941968,"rss_url":"https://feeds.transistor.fm/data-center-go-to-market-podcast","website_url":"https://www.dcsmi.com/podcast","image_url":"https://img.transistorcdn.com/0_zthuij9Fyo7fZn3Y8wF-MoBxJXQYbgI3L_lQSbWTo/rs:fill:0:0:1/w:1400/h:1400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS82MzJj/MjhkY2Y2NzQ0ZWRj/OTUyYzgwYzZlY2E5/MGRjOC5wbmc.jpg","author":"Data Center Sales & Marketing Institute (DCSMI)","episode_count":193,"summary":"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.","last_synced_at":"2026-07-14T20:19:07.787245+00:00","page_url":"https://stenobird.com/podcast/data-center-go-to-market-podcast-6941968"},"episode":{"title":"Ep. 172 Sean Farney, Vice President, Data Center Strategy- Americas at JLL | Data Center Go-to-Market Podcast","slug":"ep-172-sean-farney-vice-president-data-center-strategy-americas-at-jll-data-center-go-to-market-podcast","published_at":"2026-02-03T11:00:00+00:00","page_url":"https://stenobird.com/podcast/data-center-go-to-market-podcast-6941968/ep-172-sean-farney-vice-president-data-center-strategy-americas-at-jll-data-center-go-to-market-podcast","show_page_url":"https://stenobird.com/podcast/data-center-go-to-market-podcast-6941968","url":"https://www.dcsmi.com/podcast/sean-farney-vice-president-data-center-strategy-americas-at-jll-data-center-go-to-market-podcast","audio_url":"https://media.transistor.fm/6063b17e/a61bfae0.mp3","summary":"https://www.dcsmi.com/newsletter Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI) Most data center go-to-market strategies are built around visibility. Enterprise buyers experience that visibility very differently. In episode 172 of the Data Center Go-to-Market Podcast, Joshua Feinberg sits down with Sean Farney of JLL to unpack how enterprise data center buyers actually make decisions …and why many vendor GTM motions fail before the first real conversation ever happens. Sean brings a rare buyer-side perspective shaped by: Enterprise site selection and location strategy Buying committees, risk management, and internal politics Power constraints, AI demand, and real-world tradeoffs vendors rarely see This conversation isn’t about tactics or hype. It’s about the misalignment between how vendors sell and how buyers decide … and the quiet signals that build (or destroy) trust long before an RFP. What we cover: The biggest disconnect between vendor GTM and enterprise buyer reality Why most deals are disqualified before the first meeting How buying committees really work in enterprise data center decisions What conferences, content, and thought leadership actually influence buyers How power and AI constraints are forcing a GTM reset The signals that build early trust; and the behaviors that kill it If you sell to enterprise data center buyers, this episode may be uncomfortable. That’s probably a good thing. Ep. 172 Sean Farney, Vice President, Data Center Strategy- Americas of JLL | Data Center Go-to-Market Podcast 0:00 Coming up In this episode of the Data Center Go-to-Market Podcast 0:53 Introducing Sean Farney, Vice President, Data Center Strategy- Americas at JLL 1:26 Data Center Go-To-Market Strategies vs. What Enterprise Buyers Want 2:14 Biggest Disc…","meta_description":"https://www.dcsmi.com/newsletter Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI) Most data center go-to-market strategies are built ar…","key_points":[],"chapters":[],"topics":[],"duration_seconds":2319,"processing_state":"not_requested","actions":[{"name":"request_transcript","method":"POST","url":"https://stenobird.com/v1/public/podcasts/data-center-go-to-market-podcast-6941968/episodes/ep-172-sean-farney-vice-president-data-center-strategy-americas-at-jll-data-center-go-to-market-podcast/transcription-requests","description":"Idempotently request low-priority transcript generation for this episode."},{"name":"read_markdown","method":"GET","url":"https://stenobird.com/podcast/data-center-go-to-market-podcast-6941968/ep-172-sean-farney-vice-president-data-center-strategy-americas-at-jll-data-center-go-to-market-podcast.md","description":"Read the agent-friendly Markdown representation of this episode resource."}]}}