The View From Compass: CRO Raymond Hawkins Talks Southwest Arena for MTDCs

CAPRE: Thanks for chatting with us today, Raymond. Tell us about the view from Compass. What’s your strategy as you look to the rest of 2020? Hawkins: The big picture for us is that we continue to add new markets. We will continue to grow via acquisition and continue to focus on the business that we’ve had success with so far—which is building assets for individual customers that allow them to have ultimate control over the design and operation of their facilities. That message resonates nicely with the Cloud 60 – that’s what we call the 60 biggest deployers of technology on the planet. We’re running around trying to help those 60 do just that as quickly as we can. CAPRE: What kind of demand drivers are making the Southwest data center arena be in demand? Hawkins: There are a lot of conversations about the customers who have to be in Silicon Valley. Silicon Valley is a tough market to build in, with many challenges, and California is a tough state to operate in. But there are areas surrounding Silicon Valley that provide some gravity for customers who want to be in that region. Phoenix is definitely the biggest, but Hillsboro, Reno, and Las Vegas are all getting some of that capacity as well. There’s a lot of West Coast demand landing elsewhere outside Silicon Valley. CAPRE: What do your customers expect when they strike a deal with you? Hawkins:…