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

Episode notes

Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI) 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.