This session will be in two parts. Firstly, we discuss the latest sales and marketing techniques to secure new customers. Secondly, as customers become increasingly sophisticated, their priorities and hence lease agreements are changing. In addition, as high profile data breaches continue to make news headlines, key aspects of lease agreements are being revisited by all parties. The second part of this session addresses these aspects by examining the latest approaches to structuring leases including risk allocation and accounting for critical legal issues.
- Assessing methods to reach prospective enterprise end-user vs. service provider customers: channel partners vs. brokers vs. site selection consultants vs. in-house staff vs. outside marketing consultants vs. social media avenues
- How are brokers becoming more involved in the marketing strategies of providers?
- Getting the biggest bank for your sales/marketing buck: What to do in-house vs. outsource
- What tools do you use to market your space/services? What must be included in a comprehensive sales/marketing strategy? How to differentiate yourself from the competition?
- Enterprise end-user vs. service provider clients: Hot buttons; key selection criteria; their latest needs; current price sensitivity; the deal-breakers today
- How to capture value through branding? Site-specific branding vs. corporate branding
- Accounting for the risks associated with the data center vs. end-client in the lease agreement
- Limitations on liability/liability exposure issues
- The latest in data privacy, HIPAA, security and breach issues: What data-related changes can be expected under Brexit?
- Data breaches: What insurance options are there to cover data centers?
- SLAs and broadening remedies: What SLA credit issues can be raised by a tenant?
- Lease or Master Service Agreement (MSA): Which does a tenant prefer?
- Conflicting rights & options: Balancing optionality for tenants without restricting the data center
- Addressing tenant requests for the right to approve a change in provider in the event of a M&A
- Sean Patrick Tario , CEO & Catalyst (Open Spectrum Inc.)
- Andrew Gold , SVP of Corporate Development & Chief Counsel (Infomart Data Centers)
- Jeffrey Moerdler , Member (Mintz, Levin, Cohn, Ferris, Glovsky and Popeo, P.C.)
- Yan Ness , CEO (Online Tech)