All articles by Joe Riviello
When Does Behind-the-Meter Generation Strengthen a Data Center Power Strategy?
Behind-the-meter power can improve deployment certainty, but only when its fuel, permitting, grid, and operating assumptions are credible.
How Do Enterprise Buyers Validate a Data Center’s Power-Delivery Timeline?
Enterprise buyers separate credible power timelines from marketing claims by tracing capacity through utility, design, procurement, and contract milestones.
What Do AI Infrastructure Demand Signals Mean for Regional Data Center Operators?
AI demand is changing what buyers value, but regional operators win by proving power, deployment certainty, and workload fit—not by repeating market hype.
How Should Data Center Marketers Measure Demand Generation When Deals Take 18 Months?
Measure demand generation through account progression, buying-group engagement, and sales-accepted opportunities—not only form fills or closed revenue.
Stop Chasing Every Market: A Market-Selection Framework for Mid-Market Data Center Operators
A practical framework for choosing markets where a mid-market operator can win, not merely markets with the loudest demand story.
Build a Pursuit Desk for High-Value Data Center Opportunities
A practical operating model for coordinating sales, solutions, operations, and marketing around complex colocation and wholesale pursuits.
How to Market Power Capacity Without Creating a Credibility Problem
A practical framework for describing available power, future capacity, and delivery timelines without overpromising to serious buyers.
What Makes a Data Center Site Survive the Shortlist
Shortlists are won by making risk, fit, and next steps easy to evaluate—not by leading with generic facility claims.