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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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Talk about your new role as the global channel chief and Equinix bringing everything under one global organization?

I am thrilled. We just crossed the 90-day mark of having one global channel organization. We began planning for this last year. The full implementation of moving the internal folks and aligning them began a quarter-ago. We’ve hired new regional vice presidents in Asia/Pacific, in the Americas, in Europe, and we brought the teams together and are beginning to find the value for that.

We’re doing it for a couple of reasons, but mostly to elevate the partner experience. Previous we had channel resourcing reporting into multiple different leaders, into multiple different countries and to multiple different sales leaders, but we weren’t aggregating the voice of the partner in the way that we aim to now. So now we are aggregating the partner needs around tools, around our systems and processes, and around our products.

Why is Equinix doubling down on the channel?

One big reason is to take the many partners we are touching, to bring their voice into Equinix so that we can improve and elevate the experience to be more robust and consistent. Even where it’s strong, I think we can replicate those best practices to deliver consistent experience.

Secondly, we’re broadening our product portfolio. We aiming to provide partners with more choice around both the physical and the virtual services they’re delivering to customers. As we do that, we need to bring the product voice for the partner into that process and for Equinix to evolve and become a partner-first company. We want to make sure we’re pulling that partner voice into our processes.


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