Ep. 172 Sean Farney, Vice President, Data Center Strategy- Americas at JLL | Data Center Go-to-Market Podcast

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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 Disconnect Between Data Center Vendor GTM and How Buyers Actually Buy

10:10 Data Center Buying Committee Reality: Who Really Influences Decisions? Who Vendors Miss?

15:17 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)

15:54 Data Center GTM Credibility Killers: What Immediately Reduces Trust With Enterprise Buyers?

20:16 Data Center Conferences and Content: What Actually Shapes Perception vs. Creates Noise?

25:28 How Power and AI Constraints Change Data Center GTM Strategy

32:16 Data Center GTM Trust Signals: What Causes Buyers to Trust Early?

34:45 One Data Center GTM Change Vendors Should Make Now

36:17 Sean Farney (Connect with on LinkedIn) and JLL (Follow on LinkedIn and Website)

38:01 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)

Topics:

Enterprise data center buyers

Data center go-to-market strategy

Enterprise B2B sales

Data center marketing

Buying committees in B2B

Digital infrastructure sales

Colocation sales strategy

Data center industry trends

#b2bsales #buyingcommittee #colocation #datacenter #datacentergtm #datacentermarketing #dcsmi #digitalinfrastructure #enterprisesales #enterprisebuyers #gtmstrategy #jll #joshuafeinberg #seanfarney