>>On the one hand, Equinix is now engaging a whole new division within global carriers – the enterprise sales group, Patterson noted. Obviously, Equinix is a well established name among the wholesale department of carriers, but now the company is increasing its focus on the enterprise sales unit within carriers. In this respect, Equinix is putting together a Web portal that helps enterprise sales division within carriers to quickly identify potential Carrier Ethernet partners to support their RFPs for corporations.
What is more interesting is that Equinix is now targeting enterprises directly. Patterson revealed to CommsDay International that the company has even appointed a new general manager for enterprise sales, who will be responsible for driving sales directly into enterprises.
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Interestingly, Equinix did go about developing this service on its own, but instead found out from its customers that this was being deployed.
“The enterprises that we are doing this for now, we didn’t actively seek them out, they just kind of fell in our laps. And then we start talking to this guys and they are saying ‘we are getting so much value from that,’ and we say, ‘well, let’s write that down, maybe we have something here’,” he said. “Now we have this reference architecture on enterprise WAN hubs, that our sales force that is focused on enterprise is actually, proactively, going to enterprise and getting that message out. For a long time, we have been focus on the wholesale carrier space, we weren’t focus on this value that enterprises can drive from us.”
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