Ep. 187 Cody Whisenhunt, CEO at BCS Switchgear | Data Center Go-to-Market Podcast

https://www.dcsmi.com/briefing Subscribe to the Data Center GTM BriefingIn 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 Podcast0:00 Coming up In this episode of the Data Center Go-to-Market Podcast0:56 Introducing Cody Whisenhunt, CEO at BCS Switchgear1:26 BCS Switchgear Role in the Data Center Industry: Rental and New Switchgear 480V - 38KV2:49 Biggest Go-to-Market Challenge Facing Companies Selling Into Data Centers Right Now5:07 How the AI Boom is Changing the Electrical Infrastructure Business7:46 Changing Power Requirements: From Building UL 891 Boards to 15KV and 38KV Switches and Switchgear8:46 Data Center Electrical Switchgear Lead Time and OEM Supply Chain Challenges from AI Demand11:00 Data Center Decommissioning for Acquiring Electrical Switchgear14:56 Data Center Buyer Education Before the First Electrical Switchgear Sales Conversation19:49 Data Center Electrical Switchgear Go-to-Market Lessons Learned21:50 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 Revenue26:04 Subscribe to the Data Center GTM Briefing27:01 Data Center Engineers and Electrical Switchgear Sales Teams (vs. Procurement)32:29 What Sales Teams in Data Center Electrical Switchgear Consistently Misunderstand About Technical Buyers37:15 Reaching Data Center Engineers Interested in Electrical Switchgear (Beyond EPC firms/Engineering, Procurement, and Construction)43:05 Lessons Learned Growing BCS Switchgear (Hiring More Engineers)46:07 The Future of Growing an Electrical Switchgear Company in Critical Power Infrastructure for Data Centers49:14 Cody Whisenhunt (Connect with on LinkedIn) and BCS Switchgear (Follow on LinkedIn and Website)54:00 Subscribe to the Data Center GTM Briefing#ai #aidatacenters #bcsswitchgear #cloudservices #codywhisenhunt #colocation #criticalfacilities #datacenter #datacenterconstruction #datacentergotomarketpodcast #datacentergtm #datacenterindustry #datacentermarketing #datacenters #datacentersales #datacentersolutions #dcsmi #decommissioning #digitalinfrastructure #edge #engineering #engineeringdrivensales #engineeringhires #epc #hyperscale #leadtimes #mediumvoltage #missioncritical #powerinfrastructure #procurementchallenges #rentalswitchgear #speedtodelivery #supplychain #switchgear #temporarypower #usedswitchgear