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March 5, 2009
By Khali Henderson
It takes nine months to gestate a baby and that’s about how long the Telx channel program has been incubating. Launched in June, the program now is seeing some momentum with more than 100 partners on board, said channel chief Kirk Horton, speaking at the at the Channel Partners Conference & Expo this week in Las Vegas.
Horton joined the company at the beginning of 2008 as its vice president of channels and partners. He spent six months developing the program, which targets a range of partners – from wholesale carriers, managed services providers, network service providers to IT consultants and telephony agents.
While colocation certainly is part of the equation, Horton said Telx’s core value is interconnection. Telx offers sales partners opportunities to enter “network-rich” meet-me rooms. Inside, Telx offers the standard fare – cabinets, cages, racks, etc. – plus remote hands. The company offers peering services in its Phoenix and Atlanta facilities for business customers as well as carriers. Although Telx is not a carrier, it does offer dedicated Internet access in select facilities, Horton said.
In addition, Telx has ventured into the data center space. It opened a facility in Dallas at the beginning of 2008 and is set to open another in Clifton, N.J., on April 1.
Telx offers outsourcing for high-density environments. It does not offer computing resources, but relies on partners to provide those services.
In fact, Horton also is responsible for developing those partnerships, which belong under the Alliance Partner Program. An example of such a partners is iland Internet Solutions Corp., which provides virtualization services.
Sales partners have the option of being a referral partner, a non-active participant in the deal, and receive a 5 percent residual. Or, they can be active agents for a 10 percent residual. Commissions are paid not only on new business, but on add-ons and renewals, Horton said.
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