Enhanced Compensation, Training Capabilities and Emphasis on Open Communication are Next Steps in QTS’ Plans to Establish a World-Class Channel for Data Center Solutions
OVERLAND PARK, Kan., Oct. 4, 2018 – QTS Realty Trust (NYSE: QTS), a leading provider of software-defined and mega-scale data center solutions, today announced the launch of new policies aimed at creating a world-class sales channel and reaffirming its long-term commitment to partners. Effective immediately, QTS will shift to a “channel neutral” compensation plan through which its sales executives will receive 100 percent commission on deals that involve partners, as well as full quota retirement. QTS will also fully respect established partner relationships and technology expertise, and work to ensure all renewal negotiations will include both QTS and the original partner. These efforts are among several planned steps that recognize the critical contribution of the channel to the rapid growth and continuing success of QTS and the overall data center industry.
Clint Heiden, Chief Revenue Officer of QTS, announced the new policies during a webinar with channel partners on Sept. 19, stating that, “…the channel is the most powerful secret weapon we have.” Technical savvy, deep industry knowledge and meaningful relationships are consistent among today’s data center channel partners, making it easier for QTS and its small, but highly specialized, direct sales team to rely on partners to help close more and larger deals. The QTS sales team will now be encouraged to consider the channel as “Plan A” for all qualified sales leads and empowered to reach out to partners and exchange information on an active and ongoing basis.
“In the past decade, channel partners in the data center market have proven that they have the expertise to manage complex, and often intense, relationships with customers,” said Heiden. “We are removing any barriers that might keep our sales representatives from fully engaging with the channel and making it known that QTS hopes to be recognized as the ‘go-to’ provider for all channel partners in the near future.”
In addition to the new policies around compensation and renewals, QTS provided updates on the following tools and services designed to empower partners:
- QTS will make its on-line training programs available to partners, enabling them to add additional value to customers;
- QTS Solution Portability: as customer needs inevitably change, QTS enables customers to move their spend between services (i.e., colocation, private cloud, managed public cloud) within their existing contracts. This helps eliminate risk throughout a customer’s IT journey, provides necessary flexibility across the QTS solution portfolio and decreases the potential for customer churn.
- QTS Service Delivery Platform (SDP): Clients receive real-time visibility and access to critical infrastructure, product and business and operational systems data across all QTS deployments, from one fully integrated orchestration platform. In a highly competitive market, the QTS SDP is a core differentiator for clients needing greater visibility and control into their data center environments.
Following the Sept. 19 partner webinar, Chris Palermo, CEO of Global Communication Network, a QTS channel partner, noted: “nice job on the webinar today regarding your focus on the channel as a strategic part of QTS’s accelerated go-to-market initiative. Clint’s message was spot on in regards to how QTS will embrace the channel as a critical component of success in the enterprise marketplace. The webinar was timely and proves your commitment to the mutual success of the channel and QTS working together.”
QTS Realty Trust, Inc. (NYSE: QTS) is a leading provider of data center solutions across a diverse footprint spanning more than 6 million square feet of owned mega scale data center space throughout North America. Through its software-defined technology platform, QTS is able to deliver secure, compliant infrastructure solutions, robust connectivity and premium customer service to leading hyperscale technology companies, enterprises, and government entities. Visit QTS at www.qtsdatacenters.com, call toll-free 877.QTS.DATA or follow on Twitter @DataCenters_QTS.