Selling Colocation 073008 V2
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Transcript of Selling Colocation 073008 V2
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Difference between Colocation and a Dedicated Server
Customer owned equipment Customer monitored system and apps Bandwidth purchased in Mbps increments vs. transfer rate Geographic compatibility
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How to sell Colocation…
Fear – Uncertainty – Doubt
OR
Acts of God(South Florida Hurricanes, Midwest Floods, Northeast
Blizzards)
OR
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THE REAL ONES!
Business Continuity - DR
Security (BIGGEST threat is internal)
Compliancy (HIPAA, SOX, SAS70,
GLBA)
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What prospects want and/or need
Physical Building
•Roof
•Construction
•Protection
Security•24/7 manned
A/C•Redundant
•Sufficient
Power•Redundant
•Sufficient
•Generators
•Fuel
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What prospects want and/or need
Network Multi-carriers for transport and transit
(or BGP)
Multi-fibers (entrances)
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What prospects want and/or need
Managed Services
Network Security Storage
Remote Hands Monitoring (multi-level)
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Who buys Colocation?
Healthcare Teleradiology
Groups
Hospitals
Orthopedic Groups
Pediatric Groups
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Who buys Colocation?
Professional Services Legal
Accounting
Engineering
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Who buys Colocation?
Financial
Mortgage
Banking
Investing
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Who buys Colocation?
Tech Companies Web Based apps
ASP
MTU/MDU Providers
Integrators setting up dedicated servers or VM servers
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Q & A