PARTNERS

Introduction to PeakColo’s Channel Model

The true growth in the industry and for PeakColo is to enable the Service Partners who in turn provide the high-value, high-touch consultative and Cloud computing services to end-user organizations.

PeakColo’s business model has been to develop and manage a two-tier channel partner model. Initially, PeakColo provided its IaaS to end-user organizations, both large and small, to prove its model, performance, costs, effectiveness and sustainability. The significant early successes with its direct end-user customers initiated the dramatic ramp of the indirect channel model for PeakColo. PeakColo’s Service Provider partners utilize the highest-value technologies in the IaaS market, and at the most cost-effective price points, to deliver their Cloud-based computing, communications and value-add services to their end-users.

PeakColo not only recruits, ramps and supports its own Services Providers but also works closely with its key technology partners, VMware, NetApp, Brocade and DELL, to further enable joint presence and opportunities in the markets served.

PeakColo will continue to build and refine its two-tier model and stay absolutely focused on its technology partners. The leverage inherent in a well-defined and well-polished two-tier channel model is key to PeakColo’s vision, growth and future.

The graphic representation of PeakColo’s channel model is as follows:

PeakColo Channel Model

PeakColo recognizes that there are different market segments and market player in the Cloud computing space. As such, PeakColo has developed four distinct areas to accommodate the segments, the players and the needs inherent in each. .

PeakColo Strategic Indirect Channel

This market segment is designed to recruit, ramp and manage a select grouping of large National/Regional Data Centers and Systems Integrators. The entities are typically looking to PeakColo for PeakColo’s White Label IaaS offerings that they, in turn, can create as “their own”. .

To PeakColo, these entities have high strategic value and high dollar potential. To achieve this potential, PeakColo has a significant investment in people, time and money. Typically, PeakColo sees a long ramp to revenue. .

PeakColo Primary Indirect Channel

This broader base of channel partners is PeakColo’s primary channel. This partner segment represents the broadest partner base and the broadest revenues sources for the partners and PeakColo. PeakColo provides moderate investment of people, time and money into this segment to help the partners gain skills, become enabled and ramp to revenue. .

Partners in this category are typically regional Systems Integrators (SIs) and VARs. Typically, these partners have a strong services practice, providing end-user support on applications and networking. PeakColo’s IaaS, Cloud-based services and White Label solutions are being integrated into the business model of these partners to enable Cloud-based functionality for their end-users. In doing so, the partners tend to see an increase in their services revenues and in their recurring revenue streams. .

PeakColo Primary Agent Channel

Agents, and Master Agents, are an important partner segment for PeakColo. Agents are independent people or companies that simply want to receive a reward for referring qualified business opportunities to PeakColo. Master Agents own their own channel of Agents and pass the earned referral fees downward into their own channel. .

Agents, and Master Agents, know the players in the markets they serve. They are able to understand their needs, ask the right questions and determine the initial fit and applicability of PeakColo’s products and services for a business.

PeakColo provides initial training to help its Agent channel become enabled. The intent of this training is to up-skill the Agents so they can properly qualify opportunities. .

PeakColo provides Agents with a commission, paid monthly, for the revenues received by PeakColo the prior month for accounts associated to the Agent. .

PeakColo provides a higher commission rate than an Agent. This is because the Master Agent is required to enable their sub-Agents. PeakColo provides Master Agents with a commission, paid monthly, for the revenues received by PeakColo the prior month for accounts associated to the Master Agent.

Agents, and Master Agents, must register opportunities on the PeakColo Partner Portal. PeakColo will solely approve or deny an opportunity registration for a given Agent/Master Agent.

PeakColo Direct Customers

While PeakColo is totally committed to the channel, it will have direct customers. In doing so, PeakColo will always ensure that a direct customer is not at the expense of a channel partner.

There will be certain customers and opportunities that must be take direct by PeakColo. A direct customer will demand to be direct with PeakColo, is not a fit for a channel partners and they have their own staff and expertise.

PeakColo will always look first to hand an opportunity to the channel.