Large Cloud Provider Needs the Power, the Bandwidth, and the Right Partners

A specialized Cloud Provider needed to deliver very fast and flexible service to their big clients – think along the lines of Microsoft, Google, Amazon, TikTok, the gaming industry, and AI developers. The Datacenter they require to meet these needs would require megawatts of power, and hundreds if not thousands of exabytes of data. Additionally, providing options for secondary solutions like UCaaS, Network, and Cybersecurity highlights the ability to identify and address all incoming challenges, going above and beyond the initial ask! The client has been growing exponentially, the ability to scale and provide consultative services (principally and as an intermediary) was crucial.

Customer Profile:

  • Cloud Provider, specializing in massive-scale infrastructure
  • Power requirements: 16 Megawatts
  • Initial Data Requirements: 100’s of Exabytes
  • 6 months to close, 10-year term

Objective:

Find the Datacenter options that can meet the customer’s massive requirements while providing a frictionless experience both now and into a future of anticipated growth. Price is a secondary concern after ensuring long-term relationships are in place to continue supporting the needs of an expanding hungry marketplace. The continued push – with AI, Statistical Analysis System (SAS), Contact Centers, etc. – will be a race to see how fast data can be processed, how much content can be pushed, and how experience can continue to be refined and elevated for both organizations and consumers alike.

Discovery:

There was a long ongoing relationship with the client, investing the time and eort to thoroughly understand their unique requirements and gain their trust. While the potential and standard approach would be for a transactional one-and-done engagement, brought the mindset of being invested in their operations and success. This allowed us to ask the probing questions that disqualified certain options (limited scalability/flexibility for example) and set the tone for potential solution Providers that signing “a deal” was the start of the engagement, with long-term Partner growth being the true scope of work.

Solution/Deployment:

Research, presentations, and negotiations took approximately 6 months; with many vendors vying for the opportunity. The initial process involved short-listing the best-fit options for the client, the eventual successful Datacenter vendor was extremely transparent in their capabilities and desire to work with our customer, with senior leadership actively working with us throughout the process. The ability to provide the required space and completely meet all specs on an aggressive 6-12 month timetable ultimately won the day. Working together – Customer, Provider, and Consultant – we immediately began working to advance their organizational technology requirements, including addressing additional IT needs across their technology stack to optimize their operations.

Partner Gain:

  • $2.1 Million MRR over 10 years
  • 6% residual over 10 years
  • Ongoing UCaaS and Network, estimated $30,000

Customer Gain:

  • Stable, fully powered Datacenter solutions with room to scale
  • Expert assistance for their IT team, allowing additional tactical activations
  • Expedited the project to meet a very aggressive timetable