 Welcome to JSA-TV, the newsroom for tech and telecom professionals. I'm Jamie Scato-Cutaya of JSA. And joining me here at ITW 2017, my friend, Mr. Joel Pacheco, Marketing Director of McAllen Data Centers. Thanks, Jamie, for having me here, and thanks for the amazing job you do in the industry. You know that I appreciate it a lot. Thank you, Joel. And we're loving your data center model for our viewers who may not already know or didn't listen to our JSA-TV from last ITW. They should. They should. Check that one out. But can you tell us a little bit about McAllen? McAllen Data Center is where carriers connect on the US-Mexico border. We're so close to Mexico, 10 miles away to be precise, that is a concentration point for carriers. Mexican carriers and international carriers that want to connect to Mexico without the hassle of dealing with regulations in Mexico, with the new operations in Mexico, etc. It's a point in the, it's a market in South Texas where you have a good carrier density of Mexican carriers so you can open up the market without dealing with all that, what do you think? Yeah, and I know from chatting with you and keeping on top of your LinkedIn and Twitter and social, you do a great job there. So I know that your 100% carrier neutral. How has that being part of your DNA really helped you in terms of this US-Mexico interconnections? Yes. I'm glad you asked. In fact, the neutrality is a core value proposition and it's something that we are going to keep doing. Care neutrality brings many benefits to the industry. One of them is, encourages competition. When you're neutral, you have good care and density and you get better rates for our carriers. And second, you get freedom of interconnection. You can interconnect with anybody in your data center without being punished. Let's put it that way. You will get the same conditions. You will get to negotiate with all these players with the same conditions so you can pick the one that is more convenient for you. And the third key benefit I would say is the density itself. When you're neutral, you attract more carriers down to the market because they understand that you can partner with them, not as customers, but as partners. You help them drive businesses and we can grow together. If they grow, we grow. That's my motto, my neutrality thing that we have going on. Absolutely great. Absolutely great. It's that carrier density, that neutral marketplace. Something that McCallan's doing beautifully. Now you're also doing a business advocacy program. Can you tell us about that? Correct. It's part of this same neutrality environment. What we do is we take away the risk and cost of our customers by driving businesses to them. Let's say somebody wants to go down to McCallan, but they need a nine curve revenue. They need a nine curve customer. We'll help them to get that. The business advocacy has three major aspects or I would say attributes. One of them is introductions. So we get together with these potential customers or actual existing customers. We go down to Mexico with them. We meet with everybody, with our network of partners in Mexico so they can have businesses together. We don't get in the middle. We don't want to be the middle man. We want them to grow together so we can grow with them. That's the number one. Number two is the marketplace. Remember we talked about it last year? The marketplace is like an online platform where they can communicate with each other without being present. Let's say you don't want, you can go down to Mexico with us. You can get into the marketplace. You can interconnect with people, send messages, quick quotes, review the products and services that they have in the market, in McCallan market and somehow get interconnected by messaging before going down so you know that you can have a nine curve revenue right there. And the third one is trial products and services. In this industry we have long term contracts usually and that is a big risk for customers. What we do is we understand that maybe you want to, let's say, try, you do a trial with some other larger carrier but you want to make sure that it's going to work. Instead of getting into this 36 months long contract, we give you a decent amount of time usually 30 days so you can try, you can test the product before getting into this long term contract without commitment. It's been beneficial for them. We have many carriers that are taking advantage of this opportunity and so far so good. You are redefining white glove service. Let me just say as you're like here, here I'm helping you with your business. Correct. Yes, I love this. I love this. So I can just imagine what you're going to be telling me here next year at ITW as we chat. So what do you think? I've put looking into that crystal ball. What do you think is coming up in the next year ahead for MDC? Or next year, Jamie, my friend, actually it's not going to be next year, it's going to be this year before the end of the year we're launching two new markets on the US-Mexico border. That's the big news that I have to you. So we are expanding our footprint because the US-Mexico border is so important for the industry to interconnect Mexico that you have several communication gateways across the border pretty much as the international bridges, right? So in this major markets, we're going to have presence, we're opening two new locations in the next four to five months. So that's super exciting. And we do have interest right now for CARES that are just waiting for us to do this announcement to get there and visit us and be part of this new business environment, new business. Oh, Joel, that is so exciting, so exciting. So for our viewers who I'm sure want to know more, where can they go? They can go to our website, LinkedIn or, you know, social media. We recently opened up a Facebook, you know, to get more personal with our local audience. Website is mycalanddc.com. Mycaland is MC Island D as in Diverse and C as in Commitment, if you know what I mean. Mycalanddc.com. LinkedIn is mycalanddc and of course, Twitter and Instagram, we are MDC. But if you get into our website, you will get all the channels that we have for you to communicate with. For sure, mycalanddc.com. Thank you so much, Joel, for your insight, you're inspiring us, you're redefining data centers, services, and we're big fans, of course. And thank you viewers for tuning in to JSA TV. Happy networking.