Case Studies | JLA Advisors Real Results & Success Stories

Channel Strategy and Partnership Execution for Regional Data Center Company

JLA developed an indirect channel strategy to strengthen the regional data center’s direct sales model and implemented strategic partnerships to drive larger workloads.

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About the client

A private equity-backed regional data center provider specializing in colocation and managed services in Tier 2 and Tier 3 markets.

After two recent acquisitions, they aimed to build an edge and regional data center platform with a strong channel strategy for deeper local market penetration.

The Challenge

01

The existing entity relied nearly 100% on a direct sales model.

02

Our client needed an overall channel strategy, considering channels such as VARs, Technology Service Brokers, and other strategic partners

03

In addition, our client sought more exposure to other non-traditional clients such as hyper scalers, content distribution companies, and other fiber providers.

JLA Approach

Developed a robust channel strategy, focusing on channel type and its impact on organizational structure and tools.
Quickly created a go-to-market plan for nontraditional clients, leveraging JLA’s senior team to secure 50+ industry relationships.
Drafted job descriptions and supported the hiring process for the new organization.

Outcomes

01

Developed and launched a successful indirect channel program

02

The indirect channel program helped secure a successful add-on acquisition.

03

Increased revenue, improved operations, and enhanced corporate valuation through the indirect channel program.

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