When a data center operator grows beyond 200 employees, there’s almost always a C-level executive responsible for revenue generation — most commonly a Chief Revenue Officer (CRO).
The CRO usually — but not always — has a good grasp on the necessary talent, technology, and strategy needed to stay competitive and relevant in today’s buyer-centric data center marketplace.
In smaller data centers that don’t have the resources to invest in a strategic executive hire at that level, the CEO has to wear these hats — or suffer from severely delusional revenue generation expectations.
With an estimated 70% of the buyer’s journey over before most IT influencers and decision makers are ready for a conversation with someone from your team, and that number is expected to rise even further, a lack of attention to revenue generation could hobble a data center CEO’s career.
Often when I meet leaders of data center operators and other companies in the data center ecosystem, I’m asked:
CEO: “So Joshua, what do you do?”
My response: My team helps companies like yours create scalable, predictable revenue growth by differentiating, getting found earlier in today’s buyer’s journey, and earning a seat at the table as a trusted advisor.
My response: Well that’s one piece of the puzzle. Maybe 25% of all of the problems that need to be addressed. But if marketing strategy lives in a vacuum in your data center, you will fail.