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Equinix Channel Chief On ‘Next-Level’ Dell Alliance, xScale And Bullish Partner Goals

The data center giant’s global channel chief Jules Johnston talks about Equinix’s multi-billion xScale data center push, its bold new partnership with Dell Technologies and partner plans to take over 50 percent of its business through the channel.

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Equinix’ First-Ever Global Channel Leader Jules Johnston

Equinix’s global channel chief Jules Johnston is dead set on elevating Equinix’s channel to soon represent over 50 percent of the data center giant’s total business.

“We’re marching very purposely toward our goal to be greater than 50 percent of the business through the channel,” said Johnston, senior vice president of global channels at Equinix in an interview with CRN. “In 2018, we ran about 4,000 deals through the channel. We’ve more than doubled that now. So we do over 2,000 deals a quarter through our partners. … We’re spending a lot of time in the market shoulder-to-shoulder with our top partners like WWT and Presidio.”

Equinix is one of the world’s largest data center colocation, interconnect and digital services providers with more than 220 data centers across the globe. Johnston, who has been with Equinix for over five years, recently moved into the newly created worldwide channel chief role as Equinix formed its new global channel organization this year.

In an interview with CRN, Johnston explains Equinix’s revamped channel investment strategy, the company’s bullish multi-billion xScale data center bet, and Equinix’s new “next-level” partnership with Dell Technologies and Dell’s Apex as-a-service program aiming to attract new channel partners.

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