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

https://www.dcsmi.com/briefing Subscribe to the Data Center GTM BriefingIn 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 Podcast0:00 Coming up In this episode of the Data Center Go-to-Market Podcast1:24 Introducing Ken Sullivan, Chief Executive Officer at Bay Compute2:21 Convincing Data Center Colocation Operators to Buy Software to Optimize and Manage Capacity7:22 Biggest Go-to-Market Challenge Facing Colocation Infrastructure Companies Today9:14 How AI Changed Your Strategy with Optimizing Data Center Capacity During the Last Year11:28 How to Educate Colocation Operators Before a Capacity Optimization Sales Conversation Ever Happens13:31 Outsourced GTM Lesson Learned ⇒ Founder-Led Data Center Sales in Early Stage Startups19:39 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 Briefing23:51 Why Technical Data Center Content Fails to Generate Revenue28:19 What Data Center Sales Teams Consistently Misunderstand About Modern Buyers30:42 Unlocking More Power Capacity at 1-2 MW Edge or Legacy Colocation Data Centers32:13 Colocation Decision Makers Varying Depending on Size34:19 Growing Bay Compute: What Didn’t Work36:20 The Future of Growing a Data Center SaaS/OS Company That Unlocks Stranded Power38:48 What the Data Center Industry Believes Today That Will Look Obviously Wrong Five Years From Now41:16 Ken Sullivan (Connect with on LinkedIn) and Bay Compute (Follow on LinkedIn and Website)42:53 Subscribe to the Data Center GTM Briefing#ai #aidensity #baycompute #capacityoptimization #cloudservices #colo #colocation #criticalfacilities #datacenter #datacentergtm #datacenterindustry #datacentermarketing #datacentersales #datacentersolutions #dcsmi #digitalinfrastructure #edge #energy #founderledsales #gtmstrategy #hyperscale #liquidcooling #missioncritical #orchestration #revenueenablement #roi #salesenablement