 This is JSA TV and JSA podcast the newsroom for telecom and data center professionals We are coming on at you on location at Metro Connect 2020 and beautiful Miami, Florida, and I'm here with my old friend now, Mr Keith Olson Keith is the chairman and CEO for the exchange Keith. Welcome again to JSA TV Thank you Dean and good morning to you and really appreciate JSE and yourself allowing us to speak about our company You bet so on that note. Why don't you tell our viewers a little bit about V exchange? So V exchange is a relatively young company when we compare ourselves to our very competent and capable competitors So we operate in 14 cities where markets across the United States and we're an infrastructure provider, right? We provide infrastructure so that companies, carriers, service providers can land their technologies in a secure environment to be able to conduct their business That's what we do. It's a very simple model It's elegant in a fashion on where we deliver it and it's really the choreography of a lot of capabilities into a single service Very good. So let's talk about a new partnership You recently announced a partnership with tier four advisors in your channel But they came to you for a very specific reason I'm sure why don't you talk to our viewers a little bit about that partnership and why ultimately? You you're working with tier four advisors. Sure. So tier four. It's interesting Represents a number of different data center providers what they looked at us was where our footprints are where our data centers and markets are So they have a lot of companies competencies to be able to market sell and support clients and they looked at our geographies and said this fits our Our capabilities for V exchange what it means to us is we have a very capable partner that understands the nuances of infrastructure and what it means to you know enterprises and providers and service providers And it's really an extension of the way that we go to market We have a very hybrid Multidimensional go-to-market strategy when you think about any business I call this discipline roots to revenue right this revenue out in the markets And then we look at our business partners and they range we have many different types Where there be AT&T and I which is now that productize the V exchange portfolio of data centers as their own whether be centrally like a recent Agreement where they're doing the same to complement the six-terra footprints And to be how co-cogeon goes to market where where they are overlay data center specialist that Dave Schaefer And I were able to execute to a number of partners like right like like integrators resellers Software implementers and really if you take a look a number of our customers are MSPs Right because they look and say you're the green mat Yeah in the Lego blocks right and then they build in into Star Wars and capabilities and pirates codes for the client And we think about all the hybridization that's going on all the complexities for the end user We're able to bring together a lot of talent capability and service Capacities to be able to solve requirements and needs of many businesses. Yeah, and those many businesses and many partners and and Current new and old customers that can't stop talking about you and I say this seriously It's probably not a month goes by where I don't read something From one of your partners where they hold you in and such regard There's a lot being said about you by other people So why don't you talk to our viewers a little bit about why that's happening? Well, first of all, it's very humbling It's very humbling. I mean what I listen to some of the video Testimonials and every time I watch them a lot, right? They they build me up You know early Monday morning. I watch a couple of those. It starts me off through a great week But all kidding aside, it's it's really earned by the men and women of the exchange They're maniacally focused on servicing the customer anyone can put infrastructure in place Not everyone can choreograph it into a lifeline service And that's what our folks do and rather than us speaking about it because it's kind of boring It's certainly biased which we should be it's when our customers say it echoes and it's magnificent It's like dropping a pebble in a pubble and watching those rings You know build out and I couldn't be more proud of what our people do for our customers And then the way our customers allow us to help help us Get our message out to the marketplace and it's driven by people Capabilities right and the services that we provide. Yeah, well, it's working Keith. I'm hearing a lot about that So, yeah, very good. Very good. So, um, all right So what's next? What what what can our viewers expect to see or hear from? From the exchange over the the next, you know quarter well momentum has been picking up, right? 2019 we sold two and a half times the number of new logos and within 18 We've re-engineered and revitalized some of our selling capacities adding more sales capacities more partner capacities and more partner Capabilities within our product set the magic sauce for us is this platform called insight now a number of our competitors have Capabilities and they call it a portal and I frown when my sales and marketing teams call it a portal because it's really a data analytics Platform that allows our customers to use it for compliance needs, right reducing risks planning new launches Being able to monitor it's it's it's a pain of glass Into our data center and their deployment ranging from asset Access in egress. I mean every component of the way that they would be right next to their deployment Remember in the beginning Collocation right was used by the telcos for placing switches inside their central offices Yeah, I think collocation is actually miss no more for what men what we do in many of our competitors because it's no longer just network switching here It's the people's business that are deploying their assets and their brands in our site Yeah, and insight really is a huge huge driver in differentiation because quite frankly without differentiation We wouldn't exist we have great competitors And so how do we compete is with things like insight? If you listen to the way our customers speak about it, some of them said publicly you should spin this off as a separate company That's how these are the likes of Dunham Bradstreet FedEx SAP Myriad now to the community like our business partners It becomes a billable good for them because now they have an incremental managed service that is tied to Infrastructure management which they didn't have as a capability before and it extends their gross profit capability to the business Important community, so we're very proud. It's constant enhancements 8.0 version is being released in the next couple of days. You can get it You know on iTunes right you can buy it on the application It's portable on your phone on your tablet on your laptop and the myriad of uses whether it be risk and compliance for the Healthcare Center right right whether it be network engineers whether it be product managers watching the growth within their you know portfolio or the New deployments in new markets. This is what we did and we understood this a number of years ago And we brought in some expertise to be able to build it control it and deploy it Keith it is always a pleasure having you and thank you viewers for watching JSA TV. We'll see you soon and happy networking