Blog Series #4: How to Leverage a Carrier Neutral Hotel to Grow your Business
Roger Willey, VP of Sales and Marketing for Nebraska Data Centers recently shared his perspective on the best strategies to leverage a carrier neutral hotel at the Fall INCOMPAS show. This blog series is an extension of that presentation.
Session 4: A New Definition of “The Last Mile”
In the real estate world, it is Location….Location…..Location. If you haven’t noticed, the enterprise market has adopted this phrase in ways well beyond selecting a new office space. Hosted applications, infrastructure, content and services, however you define the “cloud”, has changed the landscape of technology….literally.
At risk of stating the obvious, businesses have become comfortable with accessing their technology at remote sites. In some cases….at sites where they have no idea of the location. This is a big shift that has happened over the last few years. Where equipment, data and software resides is less important to them than it was a short time ago. At least it isn’t as important… as the potential to save money.
But what hasn’t changed isn’t as obvious. They still expect the end user to have the same service performance (response time) as if that server was still sitting in the broom closet down the hall. So, how do you get from my office in Omaha, Nebraska to my business management software in the Silicon Valley…..without me noticing the difference? (Let’s forget about outages for the moment)
This is the issues we deal with for just about every customer that comes to us looking to leverage the benefits of our carrier neutral hotel. We talk a lot about their network, where they need to reach, what options they have and who offers the most direct routes. It is the topic of lengthy white board sessions and significant planning.
Now, I am never going to be mistaken for a network engineer or IT expert. But from my eye, it seems that the transition to “Cloud” has transferred the point of risk from the infrastructure and data center to the network connectivity. At least I haven’t heard anyone tell me that they migrated to the cloud because they felt it would improve their end user experience. Maybe there is that argument out there, but they are not in our hotel….yet.
The opportunity, as I see it, is that although carriers are fighting to keep their price points, this market shift results in a greater demand and reliance on connectivity. I think these are positive days for those carriers that get this phenomena and organize their strategy to leverage it. If you buy into this argument, then certainly having a presence where these customers host their infrastructure or secure their services should be considered in your network planning.
Certainly, a presence in a carrier neutral hotel positions you to be relevant within this new market. As companies, or providers of “cloud” services, continue to feel the pressure of end user experience, you have a play in the game. Your location….location….location might be just what they need to connect the dots and finish that “last mile”.
Next Series Release: Your Prospects – Their Demands