“It Can Take Years to Build Those Relationships” | Leading Ladies of Mission Critical Talk the Latest Sales Strategies at CAPRE’s Mid-Atlantic Mega-Summit

LEESBURG, VA -- State of the Data Center & Cloud Infrastructure Industry: Past, Present and Future was the first panel discussion at CAPRE’s two-day Mid-Atlantic Data Center Summit, including the inaugural Women of Mission Critical Data Center Summit. And it dug deep into the perspective of a handful of leading women from around the region. Moderator Greer Aviv, Senior Vice-President of Investor Relations at Iron Mountain kicked off the discussion by setting the tone. “I want to start with a sales focus,” she began, directing the conversation to three panelists in particular. “A big topic today is hyperscale vs colocation. Talk to us about the difference between selling hyperscale and selling colo and what those differentiators are.” Louise Julien, National Manager at AFL Hyperscale offered the first response. “Hyperscale makes their revenue from their infrastructure, from their network infrastructure. A colocation [provider] makes money from the rental space,” she responded, before diving into more about the hyperscale conversation. “So the sources of revenue there are different. The hyperscalers will buy and build infrastructure for themselves. They’ll start from a clean slate,” explained Julien. “They will buy a lot at one time and deliver quickly, and that can be at many places at one time. So there’s a lot of demand for their supply. There will be a huge leap of technology every time they buy from one generation to the next.” “The colocation [providers], they will survive based on how…