Global colocation and datacentre leader Equinix claims that as cloud becomes a bigger part of its value proposition, the firm is targeting software security-as-a-service as a growth opportunity.
The giant's EMEA channel boss, Oren Yehudai, told CPI that it is offering Equinix partners further upselling opportunities.
"Most of our customers are deployed in more than one country, in more than one region. And when we look at the foundation that we're laying there for them, the colocation is obviously a big part, but so is interconnection and the security that is needed," he said.
Yehudai cited the firm's key management and SaaS product, Equinix Smart Key, as an example.
"You can argue that security solutions should come from cybersecurity vendors.
"We're not going into the cybersecurity direction. But there was a clear, small gap in the portfolio of security companies that we saw. They are also relying on colocation and connection companies. So we said, ‘OK, here's a place that we can provide both'.
"And our partners, some of whom are very security minded, supplement their security offering to the market in this way…It's another layer of security inside the datacentre."
Yehudai said the Californian company is also moving into becoming more of a platform offering.
He added that the firm's decision to open its first product development centre in Europe - in Warsaw, Poland - is a sign of the investment in the transition.
"Making this move does mean that you need to have more people developing new products, and making them ready to go to market," he said.
"And that's a big part of our Development Center in Poland.
"So again, we are at the beginning of this sort of evolution of the company. You will see more of us including key partners in the development of a product. So using them as advisers to make sure that the products that we develop not only serve the customer needs - which we know really well - but that they also fit with the go-to-market needs, which is the channel approach."
Equinix is by no means the only firm in its market that is undergoing big changes.
Japanese behemoth NTT Group has its eyes firmly on Equinix.
The Europe boss of one of its subsidiaries - NTT Security - Kai Grunwitz, told CPI recently that once all its brands are consolidated in July, it will target knocking Equinix off the pole position in the colocation field.
However, Yeduhai seems unfazed by NTT Group's overt pledge to gun for its market share.
"I consider it a compliment," he said.
"I don't refute that it's their strategy. And if I were coming into a market I would also go and see who's number one….
"We are the number one provider. We're the top global player, and it gives us a competitive advantage, that no-one is this good, everywhere, period."
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