Unleash the Power of Equinix: Digital Transformation through Interconnection

Editor's Notes

• #2: Title Slide – Create and sell more services This presentation is intended for prospective Partners. Come refer to this as the “first meeting pitch deck”. The audience is director through C-level members of the management team, typically with representation from marketing, product management, and sales organizations. The goal is to determine and begin defining the joint value proposition associated with partnering. The one idea in 15 words or less to be conveyed by Equinix sales team presenting to the audience is, “You will create and sell more of your core services by partnering with Equinix”. This is the only reason to partner: “to sell more, to more enterprises, more often, for more money”. The goal of the meeting is to get the partner to agree to (a) submitting a Partner Application if not already submitted and/or (b) set a date for a partnership kick-off meeting where all parties agree on the go-to-market plan (e.g. the bundled offer, target markets, training, joint marketing if applicable).
• #4: We’ve entered a new phase of the digital economy - the ‘Interconnected era’, which is bringing about transformational change and creating new opportunities across all sectors, including ICT. Faster, richer forms of connectivity, including new mobile, cloud and social technologies, are producing a new wave of innovation based on interconnection The Interconnected Era will be marked by a radical re-shaping of markets, industries and businesses, as companies collaborate in new ways. Enterprise business models are increasingly interdependent; companies will forge advantage by collaborating in communities with other enterprises via secure, reliable and internetworked connections Many-to-many interconnection is increasingly at the heart of product innovation and competitive differentiation. Companies no longer create value on their own. Increasingly, products and services are collaboratively made, customized and delivered inside communities of value enabled by innovative cloud, mobile and social companies. Interconnection across eco-systems is critical for delivering the innovative customer experiences that are increasingly the basis for competitive differentiation
• #9: Slide: Why Partner with Equinix? What to do: Introduce the WIIFM to the audience (“what’s in it for me?”). Some speakers may choose to re-arrange slide order and begin the presentation with the WIIFM (versus starting with the “about Equinix” slides). Starting with the WIIFM is often used to immediately capture the attention of the audience. Most of your audience will enter the room wondering “how will a partnership help my company?”, “how will the partnership impact me and my team’s ability to achieve our objectives?” and “why should I spend my time listening?”. It is all about them. It is not necessarily about Equinix or how great we are (even though we are a great company)....it is about how much greater Equinix can make the prospect and what Equinix can do for them. Your audience is not solely interested in selling Equinix services (colocation provides top-line revenue and minimal margins). They are interested in selling more of their core services (which drive much larger revenues and provide the margins that make them profitable). Your job is to help them understand how partnering with Equinix will help them sell more of their core services. Your job is to tell help them understand how Equinix services “enable” their business. And, at the end of the presentation, by providing an overview of the Reseller Program, your audience will also understand how Equinix is making it easier for them to conduct business with us. What to say: “You will create and sell more of your core services by partnering with Equinix. It is as simple as that. Equnix can help you increase revenues, provide you with more resources and enhance your brand equity. And, by joining the Partner Program, it becomes even easier to conduct business with us.” Transition to next slide: “Let’s talk about the market opportunity.”
• #10: This is a layer1 example of a typical ECX deployment The NSP brings the Enterprise subscribers to the CSPs via an aggregated port on the ECX. There are several port and VC options available. Additional details include: This is a layer 2 Ethernet service 200M, 500M, 1G virtual connections on 1GB or 10GB physical ports Five 9’s High availability platform Supported in 20+ Global markets Integrated APIs and a Customer Web Portal
• #19: Oracle and Equinix Use Cases Exadata systems colocated in Chicago and DC Needed to make space in their on-premise data center Production in Chicago and DR in DC - CIO wanted to consolidate Databases Oracle FastConnect solved the need for a secure, high performance, low latency connectivity Migration of Mission Critical ERP to the Cloud Production ERP in Chicago and Washington DC for disaster recovery Oracle Managed Services to operate this solution They were looking to create more predictable OpEx and reduce CapEx Customer was concerned about running ERP over VPN Equinix Cloud Exchange and Oracle FastConnect provided more control, lower latency Oracle and Equinix Use Cases Exadata systems colocated in Chicago and DC Needed to make space in their on-premise data center Production in Chicago and DR in DC - CIO wanted to consolidate Databases Oracle FastConnect solved the need for a secure, high performance, low latency connectivity Migration of Mission Critical ERP to the Cloud Production ERP in Chicago and Washington DC for disaster recovery Oracle Managed Services to operate this solution They were looking to create more predictable OpEx and reduce CapEx Customer was concerned about running ERP over VPN Equinix Cloud Exchange and Oracle FastConnect provided more control, lower latency