Selling Colocation 073008 V2

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

How to sell Colocation…

Fear – Uncertainty – Doubt

OR

Acts of God(South Florida Hurricanes, Midwest Floods, Northeast

Blizzards)

OR

THE REAL ONES!

Business Continuity - DR

Security (BIGGEST threat is internal)

Compliancy (HIPAA, SOX, SAS70,

GLBA)

What prospects want and/or need

Physical Building

•Roof

•Construction

•Protection

Security•24/7 manned

A/C•Redundant

•Sufficient

Power•Redundant

•Sufficient

•Generators

•Fuel

What prospects want and/or need

Network Multi-carriers for transport and transit

(or BGP)

Multi-fibers (entrances)

What prospects want and/or need

Managed Services

Network Security Storage

Remote Hands Monitoring (multi-level)

Who buys Colocation?

Healthcare Teleradiology

Groups

Hospitals

Orthopedic Groups

Pediatric Groups

Who buys Colocation?

Professional Services Legal

Accounting

Engineering

Who buys Colocation?

Financial

Mortgage

Banking

Investing

Who buys Colocation?

Tech Companies Web Based apps

ASP

MTU/MDU Providers

Integrators setting up dedicated servers or VM servers

Q & A