I spoke with Dan Loosemore, CEO of InfraXMedia, for the AMO Show this week. In this episode, we dug into how he transformed DCD from a regionally structured events business into an integrated platform doing £55 million in revenue at 30% margins, why the company launched Yotta as a separate brand that's already projecting 7,000 attendees and roughly $13 million in revenue in its third year, how the Academy training business has shifted from individual certifications to multi-year enterprise contracts now representing 22% of revenue, and the market intelligence product launching in Q4 that Dan expects to scale to £10 million in ARR.
0:00 - Introduction
1:23 - Why Dan stayed at DCD for eight years
5:17 - The transformation from events business to platform business
14:32 - Taking over from the founder
17:29 - Opus Origin's investment thesis and the path to £55M
22:32 - How the integrated sales team sells outcomes, not products
29:23 - 100% client retention and the infrastructure behind it
36:38 - Customer success vs. account management
43:17 - Why B2B media is still running old playbooks
47:05 - The DCD Connect events portfolio
55:17 - Why Yotta needed to be a separate brand
1:00:28 - Inside DCD Academy: pricing, diagnostics, and multi-year deals
1:06:01 - The market intelligence product launching in Q4
1:13:09 - £55M revenue, 30% margins, and the pie chart
1:15:05 - Acquiring Data Center Nation and SDxCentral
1:20:36 - The bet that didn't work
1:24:27 - How Dan underwrites acquisitions
1:26:29 - Advice for operators and what Dan's obsessed with
