By Jennifer Smith, Vice President of Sales – Mountain West
Many enterprise companies turn to DataBank for colocation services because of the level of communication we provide as well as our responsiveness to their immediate needs. One such example is a publicly traded client, which provides a cybersecurity platform that monitors data in transit between devices and cloud resources.
Provisioned from colocation data centers across the globe, the client’s platform protects thousands of customers from cyberattacks and data loss by securely connecting users and applications. Read on to hear how we helped this client open a new market.
The client wanted to expand its cloud cybersecurity services into South America. Given the speed at which the cybersecurity landscape changes, the client required a colocation partner who could provide low-latency connectivity and would respond quickly when changes are needed to the 20-cabinet infrastructure it typically deploys in colocation data centers.
At this time, the client’s platform was hosted primarily by a provider with data centers across the U.S. To serve South American customers, the client needed additional capacity in Miami. The client also needed to deploy the new build within a short timeline as customer demand in South America continued to increase rapidly.
Given the client’s dissatisfaction with the primary colocation provider in turning up new environments quickly, they decided to look for a new partner. They did not want to use the incumbent provider, even though that provider had a presence in South America.
Fortunately, the process to collaborate with a new colocation partner was already underway in the U.S. Needing better services than the incumbent could deliver, the client had started to collaborate with its technology advisory firm to identify a new colocation partner. The advisory firm recommended DataBank, a long-term partner that has successfully hosted workloads for many customers of this advisory firm.
Working with the advisory firm, the client had previously migrated workloads in Atlanta, Denver, and Dallas over to DataBank colocation facilities. These migrations launched an overall plan to eventually have DataBank host all U.S. workloads in its colocation data centers.
During a quarterly business review session, we met with the client and the advisory firm and uncovered the need to establish services in South America. Our colocation space in Miami was tight. However, we managed the space of other clients to provide this client with the resilient and dedicated caged space as well as the power and cooling its compute resources required. We also met the timeline for setting up the space by early Q4 in 2024 to deliver cloud security services to customers in South America.
The level of service and the proactive communications DataBank provides are key to how well the relationship works for both the client and its advisory firm. For example, when the client needs remote hands after hours to perform physical tasks on compute resource gear, they can count on us to step right in. This helps the client streamline IT resource management and minimize internal IT team travel so they can quickly complete on-site tasks.
By expanding compute capacity with DataBank, the client has generated a new revenue stream in South America and has opened up operations on an additional continent. The client also relies on the Miami colocation data center to decrease the latency of cybersecurity services provided to customers in South Florida.
With the DataBank data center now operating at a cost-effective rate in Miami—along with data centers in Atlanta, Denver, and Dallas—the client is well on its way to establishing alternate colocation options outside of what the previous colocation provider could offer. One metro in particular that interests the client is New York City, a hub for many major customers.
As services with the incumbent expire, the client will continue to move workloads to DataBank data centers in major metros across the U.S., knowing they can achieve an ROI within a short time frame. As the client’s director of cloud services noted, “DataBank is a true partner—their team collaborates as an extension of our team. They are just as concerned about our business needs and our success as we are.”
That’s the type of relationship DataBank strives to establish with all our clients.
Jennifer Smith is the Vice President of Sales for the Mountain West region at DataBank, Ltd., where she leads sales strategy and client engagement across Utah and surrounding markets. With over 15 years of experience in IT and data center services, Jennifer specializes in solution selling, account management, and managed services. Prior to joining DataBank in 2018, she held senior sales roles at Syringa Networks and C7 Data Centers.
Jennifer holds a bachelor's degree from Utah Valley University and is based in the Salt Lake City metropolitan area. She is known for her customer-first approach, team leadership, and ability to drive growth in competitive technology markets.
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