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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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What is Equinix’s partner goal in terms of driving more sales through the channel?

We set a lofty goal for ourselves in terms of the share of the business that Equinix expects to get from our partners. We’re bringing our teams together in one organization to get our arms around the march to have [channel sales] exceed 50 percent of our business. It just makes sense. They’re a pretty beefy share of the contributions right now. To chart that next phase, we wanted to bring the team together. We’ve been making progress.

The channel represents about 30 percent of the business now, correct?

A few years ago, it was probably around 20 percent of the business. We’re now consistently over 30 percent of the business every quarter, with some regions exceeding that. We’re marching very purposely toward our goal to be greater than 50 percent of the business through the channel.

In 2018, we ran about 4,000 deals through the channel. We’ve more than double that now. So we do over 2,000 deals a quarter through our partners. This is also why we brought the channel team together because we’ve been purposely focusing on our largest partners who are integrating Equinix into their solution.

A few years ago, those larger partners represented a small share of our channel number, but last year, our top 30 partners did over half of the total channel bookings. So we’re now doing greater than 50 percent of the channel number through the top 30 partners. That’s also part of bringing our channel group together so we can better serve those big global partners in a consistent way regardless of region.

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