Equinix Launches Global Partner ProgramBy Gina Roos | Print
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The program enables partners to resell and refer Equinix services, while getting access to cloud and network services via the company's tech partnerships.
The referral partnership is a different engagement model where the benefit is the commission payment. The program offers different methods of commission and is tiered based on the type of referral partner—sales agent/consultant or master agent.
Technology partnerships with leading cloud service providers offer multiple benefits, Rajiah said. "Not only are we investing in the strategic alliances from a company strategy, global footprint, product offering and go-to-market dollars invested on both sides, these partnerships contribute to the reseller community and enable them to truly help enterprises leverage the power of the cloud," he said.
Equinix counts AWS, Cisco, Google Cloud Platform, IBM SoftLayer, Microsoft Azure and NetApp among its partners.
The company has a similar program for network service providers and is working to on-board some of the leading providers.
Equinix has approximately 250 referral partners and about 20 reseller partners with a target of 300 prospects. Service providers that have joined the partner program include Carpathia, Datalink, Datapipe, Dimension Data and Unitas Global. There also are a few hundred customer/partners that the company is transitioning into the program.
About 15 to 20 percent of Equinix's revenue comes from the channel today, and company executives expect the percentage to grow to 30 percent in 2016 and 40 percent in 2017. "Ultimately, I believe it should be 50 percent or more of the company's revenue," said Hayes.
Gina Roos, a Channel Insider contributor, focuses on technology and the channel.