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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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Are you hiring more channel executives?

We absolutely are. My role was newly created. Then we hired the company’s first vice president of channel in Europe and in Asia/Pacific in May. This month, we hired [my replacement] as I had been the vice president of the America’s channel. So we hired three new vice presidents of channel in an organization that is now over 200 folks and growing.

So a few year ago, there was a much smaller group of people and a much smaller share of the business. Those investments in that level of caliber and talent are proof points that we’re building our channel out. In 2022, we’ll continue to add bench strength at all levels in our partner-facing resources.

Where else is Equinix investing more channel dollars?

We’re also investing in the tools for partners. So there’s been a lot of money and time spent on upgrading our Partner Central Portal. For the first time, we’re now providing a partner direct quoting tool so partners can build their own quotes from a budgetary perspective. As we’ve done more business with partners, they’ve helped by informing us around making them more self-sufficient and making things easier for them. So integrating into their quote tools and providing that extension so they can do more and more Equinix at scale, that’s a big thing we’re doing in addition to giving the human resources. We’re investing in the tools and resources for them to take Equinix to their customers in a more efficient way.

We do a lot to have our Equinix sellers understand what WWT’s network as-a-service is, for example, so they can go together in front of the customers with Equinix sellers acting as subject matters experts to help those top partners on our piece of the puzzle. We’re spending a lot of time in the market shoulder-to-shoulder with our top partners like WWT and Presidio.

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