At Equinix, we are proud to offer partners the most robust digital infrastructure platform to build services and solutions upon. We’re also dedicated to making it quicker and easier for partners to offer the right solutions to the right customers in the right places—and get rewarded for their efforts.
Earlier this year, we announced changes to the revamped Equinix Partner Program. The new program has been designed to create better, more streamlined experiences for our partners with optimized deal registration flows, additional partner sales resources, and four new distinct value motions—Sell, Service, Build and Operate—that better enable Equinix to appropriately reward partners for the specific value they deliver to customers.
In addition to the program changes highlighted above, there’s one more recent update we’ve made that’s especially transformative for our reseller and service provider partners: the introduction of Authorized Equinix Distributors.
Many of our partners are already familiar with our distributors—Arrow, Carahsoft and TDSynnex—and have worked with them to acquire hardware, software and cloud services. Now, they’ll be able to do so within the Equinix Partner Program. This will help optimize the partner experience in a number of different ways.
Greater partner flexibility
Resellers (Equinix Sell motion) procuring through an Authorized Equinix Distributor now have the option to offer Equinix services without having to provide Tier 1 support to end customers. Instead, Equinix will provide customer support on our partners’ behalf. Partners no longer have to worry about delivering Equinix support, ensuring data center access or coordinating shipments will have more time and resources to focus on building the right deals for our joint customers.
Service provider partners (Equinix Operate motion) will also have the option to procure Equinix from Authorized Equinix Distributors while choosing whether to provide Tier 1 support to customers on a deal-by-deal basis. This gives service provider partners the flexibility needed to meet the unique requirements of their different customers. Equinix Operate partners can also accrue program incentives for all Equinix transactions.
Streamlined processes
When partners work with an Authorized Equinix Distributor, they can leverage pre-existing financial, credit and payment terms. The familiarity established with that distributor helps partners get the services needed more quickly and accelerates the deal lifecycle.
Since our alliance partners often sell via the same distributors, partners will also be able to acquire key components from different manufacturers all at once. Aggregating procurement processes under a single distributor can help partners operate more quickly and efficiently.
Simplified selling with Equinix
There’s no requirement for resellers to sign a contract with Equinix or complete a program certification before they start working with Authorized Equinix Distributors. This reduces the time to acquire the services customers need. It also allows partners to focus more on strengthening relationships with customers and completing sales.
Accelerate speed to sales
Equinix sales teams will not compete with partners for approved, registered opportunities, as they receive parity compensation on partners’ sales. Therefore, our teams are incentivized to support partners throughout the deal lifecycle when the deal is registered by the partner. They can provide the resources and insights needed to go from deal registration to closed sale faster. After the sale, they can also help partners manage the customer lifecycle and identify expansion opportunities that could be mutually beneficial.
More convenient sales with joint platform solutions
We’re constantly working with Authorized Equinix Distributors and our alliance partners to develop packaged joint solutions that are quick and easy to sell to end customers. These joint solutions incorporate technology from leading providers such as NVIDIA, Dell Technologies, HPE and more.
Quicker access to new Equinix products
Equinix is using the distributor-enabled resell motion to help us get innovative new products to our channel partners more quickly.
Where to find a distributor
Authorized Equinix Distributers currently operate in the following markets:
Americas:
- Arrow: U.S. and Canada
- Carahsoft: U.S. and Canada (public sector only)
- TDSynnex: U.S. and Canada
- Others TBA: LATAM expansion in process
EMEA:
- Arrow: UK, France, Germany, Netherlands, Switzerland, Sweden, Finland, Poland, Spain, Italy and Portugal
- Others TBA: Expansion in process
Asia-Pacific:
- Arrow: Australia
- Dicker Data: Australia
- Glocomp Systems (M) Sdn. Bhd: Malaysia
- TD SYNNEX: Japan, Singapore, Malaysia and Hong Kong
- Others TBA: Expansion in process
Learn more about the new Equinix Partner Program
Whether you’re an existing Equinix partner or considering becoming one, you can learn more by contacting your preferred Equinix Authorized Distributor or contacting us at Distribution@equinix.com.
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