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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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You just formed a big partnership with Dell Technologies. How important is this for Equinix’s channel strategy?

It’s very important. Actually, Dell executives and Equinix executives are doing a lot of talking to each other’s teams and propagating our story together because it’s really exciting to us. Dell is very committed to offering Equinix bare-metal as-a-service and taking that through their Apex program. They will be making Equinix bare-metal as-a-service available from Dell through their channel partners. That’s a huge next-level partnership for us to date. Our resellers and alliances have not resold us through their channel. As we move in that direction, it will extend our reach very significantly.

If I’m a Dell partner who has never partner with Equinix before, why should I now?

Dell’s partner program has been around and is bigger than ours. So there’s an education as to the uniqueness of the Equinix IBX (International Business Exchange) proposition. But together with Dell to be able to aggregate – not just the physical [infrastructure] that partners are already highly trained, certified and comfortable recommending to their customers – but with the virtual services that Equinix can provide in a data center, that’s a story they need to tell their customers. That’s a story their customers want to take advantage of. So understanding that where the edge is, matters. Then the ability for partners to marry the physical and virtual in any combination for a customer and make it seamless -- they don’t want to miss that boat.

A partner who recommends Equinix with adjacent services is able, on average, to help a customer reduce latency by about 60 percent and reduce network expenses by 30 percent. If you’re a partner and you take a story to a customer that helps them reduce their network expense by 30 percent and their latency by 60 percent as a starting point -- and wrap their own value-added service around that – it’s a really good conversation to initiate.

 
 
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