{"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. 189 Ken Sullivan, Chief Executive Officer at Bay Compute | Data Center Go-to-Market Podcast","slug":"ep-189-ken-sullivan-chief-executive-officer-at-bay-compute-data-center-go-to-market-podcast","published_at":"2026-07-07T10:00:00+00:00","page_url":"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","show_page_url":"https://stenobird.com/podcast/data-center-go-to-market-podcast-6941968","url":"https://www.dcsmi.com/podcast/ken-sullivan-chief-executive-officer-at-bay-compute-data-center-go-to-market-podcast","audio_url":"https://media.transistor.fm/7de623b5/14fa3ec5.mp3","summary":"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…","meta_description":"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 Compu…","key_points":[],"chapters":[],"topics":[],"duration_seconds":2631,"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-189-ken-sullivan-chief-executive-officer-at-bay-compute-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-189-ken-sullivan-chief-executive-officer-at-bay-compute-data-center-go-to-market-podcast.md","description":"Read the agent-friendly Markdown representation of this episode resource."}]}}