What are some ways that I should approach Data Center Clients with our idea?
We, have a new revolutionary product that is perfect for small and super computing data center environments. The product is mounted on the back of a server rack and has an Automated temperature control system for controlling the cooling within the racks. Here is a quick video http://youtu.be/J3kLZ0bPwpA
I think this is a great energy reduction solution but I need help getting past the front door and into the data center. I've tried cold calling, emailing, etc and now planned to walk-in but most data centers are located in many different states so I have to find an easier way to get my products and solutions in front of decision makers?
Putting up a landing page on the web is nice but hard to break through the clutter. Go to where the customers are concentrated. As for "many different states", don't worry about that. Unless you live in a huge rural state like Montana, there are probably hundreds of data centers within an hour's drive of you. Many of them will be branches of the ones you think you want to sell to in other states anyway. If you can get a good foothold locally, your product will establish itself with far more credibility that being just another product on the web.
And please heed the other comments - you will only sell people on the business case, which is presumably reduced HVAC costs. If you have to, give some away in return for enough data to prove your case.
I think I might have arrived a little late to the party but I wanted to make a few comments about this website you've created.
Well actually, I have a simple question before I give you my comments.
Who made/coded the website?
A question for you...What type of marketing platforms have you tried?
"Helping people communicate better"
I want to Thank you all for your insights and feedback to my question. I have taken into account what you've suggested and believe I have a good plan for going forward. I created this website www.CoolMyRacks.com that I'm going to use to market to data center clients.
Thanks again for taking your time to answer my question.
Do some research - who needs your product? What need are you trying to fulfill? What value are you bringing to your desired target market?
Quantify the value. Cost savings, savings to server life, find a way to quantify it. Otherwise it sounds like a nice idea, but what's a nice idea going to do for me or my operation?
Will it make the data center providers more money? The first question that comes to my mind is: "Will every rack need your solution (will it fit all racks?) to reduce energy consumption? If you can add value to an individual rack at a time and it's a money maker, top line and bottom line, then it's a great story to tell to the sales teams, executive management team, etc.
Most of the data center providers I know, I've met through networking at organizations, technical events, etc. (Hosting, Latisys, ViaWest, RackSpace, Switch, etc.) and have been very open to follow up meetings with the right messaging.
Dave O'Neill raises some good, up-front questions to ask (yourself, as you refine your selling proposition, and to ask prospective clients). I suggest taking another step back, depending on what stage of development the product is in. Have you gotten feedback from existing clients of an unmet need in this area? Are current server cooler solutions inadequate? How does your idea address these unmet needs or fill these gaps? Once you have a prototype ready, you might ask some existing clients who you have identified as early adapters to try the product for 1-4 weeks and see if it is doing what it is supposed to do. Ask them to track server performance and energy savings vs. their existing solution, and to provide feedback on product performance after the trial. Tweak your prototype accordingly, based on feedback, and determine some minimum thresholds of energy/cost savings or server performance improvement that your solution must meet to be a viable solution that the data center directors will be interested in learning more about. Good luck.
In your presentation make them aware that you know what their issue is and once you are sure that they can see you understanding their plight, then present what your product will be to eliminate that.
Love the idea but features don't make the sale.
I'm an IT veteran of 30+ years and would want to know what the savings are as well as knowing how this improves my uptime/reliability factors.
Does this replace other more expensive forms of cooling? Is this space saving? Does this type of technology make more sense if you are building or refurbing a facility?