Telx Launches Colocation Channel Program

Telx, which provides interconnectivity solutions through more than a dozen colocation facilities,  launched a new channel program to sell colocation services, cabinets and custom cages, power, interconnection and cross-connection services, remote hands technical support, data backup services and IP-related services.

The program, which officially launched June 5, currently has more than 20 signed partners, and the company is looking to add more.

Kirk Horton, vice president channels and partners, who joined Telx in January to grow the partner initiative from the ground up, explained that the program has three engagement models: Referral Partners (Standard and Broker), Agent Partners and Alliance Partners.

The Standard Referral Program pays partners on a monthly annuity schedule based upon a percentage of the MRC for the term of the deal. The Broker Referral program is designed for commercial real estate firms. Telx pays a one-time upfront commission based on a percentage of the term contract value for the physical floor space component of the deal.

The Agent Partner Program provides partners with marketing, training, pricing, sales and sales engineering support, and they receive a “lucrative” monthly commission for the term of the initial sale as well as a commission for selling new services into the account. Telx also pays commissions on the renewal of the client contract.