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      INAP Executive Spotlight: Roberto Montesi, Vice President of Sales & Operations, International


      In the INAP Executive Spotlight series, we interview senior leaders across the organization, hearing candid reflections about their careers, what they love about their work and big lessons learned along the way.

      Next in the series is Roberto Montesi, Vice President of Sales & Operations, International for INAP. He also oversees international facilities, as well as web and VPS hosting provider, Funio, an INAP company.

      In our conversation, Montesi discussed what he loves about his role at INAP, his passion for life-long learning and why Montreal is a strong market for INAP’s business. Read on to learn about these topics and more.

      The interview has been lightly edited for clarity and length.

      Tell us about your education and career path. Did you take any detours to get where you are today?

      Technology and IT have been a part of my life since a very young age. I would jump at the opportunity to go help someone having desktop computer problems, so it makes sense that my first part time job was in technical support at a call center. As my career progressed, I took on leadership roles quickly, as my enthusiasm for the job would get noticed. These leadership roles have allowed me to spread my passion for this work and have my employees perform amazing customer service.

      After a few years managing technical teams, I decided to continue my career in management, but focused on touching multiple departments, including retention, sales, dispatch center, finance and collections. At the same time, I decided to also invest in revenue properties and start a restaurant with a couple of business partners. But those stories would lead us way off track. After a few years of managing and building call centers, I decided to go back into technology at iWeb Technologies, Inc. The smaller sized company allowed me to get to know everyone quickly, and I was excited to go back to managing a team of highly technical CSR.

      After a few years of building up the team and center of expertise, my passion for our products grew—specifically, colocation. I look at it as similar to owning property and leasing an apartment, except we lease space and power. At that time, during a re-organization, the sales team and collections team were reporting to me temporarily while we hired a new director. Once he was in place, he proposed that I move on to the sales organization as a senior account manager, focusing on our top customers. From there, after the INAP acquisition, I am now leading the International teams.

      Where are you seeing the most momentum and opportunities within the international business unit this year?

      We have seen some great breakthroughs in Montreal with VFX, and our new London Region for Cloud and Colocation has helped to build traction on pipeline growth. The gaming sector is also still very attractive to us, as is Ad Tech.

      What’s a typical day like for you?

      Since I oversee sales and operations for our international markets, I would say no two days are the same. In operations, we find ourselves reacting to plans that need to be either moved up faster or delayed to prioritize something else. On the sales side, my days start by looking at the forecast and pipeline to see where the team might need my support. My one-on-ones planned with my team members are crucial to help me organize my future schedule around their needs.

      What do you enjoy most about your role at INAP? What do you think is the best part about being in the data center and cloud industry?

      I have been a part of the company for 11 years, and what keeps me on board and engaged are the customers. Seeing how we support customers as they grow and meet their objectives is what makes me love my job. Also, the amount of technical learning I get on data centers, solutions, network and future technology. Why wouldn’t you want to be working for us?

      With the roles you’ve held at INAP and iWeb, what have been the most exciting changes over the years? What’s been a constant – something you’re glad has stayed the same?

      Having worked for three very different CEOs, it’s great to see Pete looking outside the box on strategy. He wants to grow the company and brings many ideas to the table while surrounding himself with a great executive team of people he trusts. I think we are well positioned to hit our targets and keep growing the company. On the operations side, we execute well. I’m happy to see leaders staying on with us over five or more years, still working hard to ensure we deliver to our customers. Without a great operations team, it would be hard to be the provider so many customers trust.

      Out of the qualities you possess, which do you think has had the greatest influence on your success?

      Again, my hunger to learn more and never back down from a challenge. To have the trust of so many in the company and being allowed to lead such an important part of the business, it’s an amazing feeling. But I do have to say I love winning a new customer. That feeling of beating your competitors never gets old.

      You’re based in Montreal, a city that loves to tout its bona fides as major Canadian tech hub. Why do you think it’s an ideal market for our industry?

      Montreal/Canada has a great relationship with the U.S. It’s an easy extension for any American to come up to Montreal and have access to so much great talent in our industry. I can say that data centers are growing fast here because of the very low cost on power and land taxes, but also the colder temperatures that permit us to run free cooling up to 10 months a year. We also have fiber rich density coming up from Ashburn and Europe. This makes us a great location for customers looking for Edge locations.

      What are some of the big lessons you’ve learned in your career?

      Surround yourself with great leaders who understand ownership. We are all interdependent to make this a successful journey while we are here. Don’t try to do it alone. It doesn’t scale. And lastly listen to your managers and other executives, they are my mentors even if they don’t know it.

      Laura Vietmeyer


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      The Flagship Series: New York & New Jersey Data Center Market Overview


      The New York city metro area—the largest in the U.S.— requires a robust data center market to readily deliver service to 20.1 million people living in the area. The market is being driven by the financial, healthcare, media and technology industries, all looking for hybrid solutions to get the most out of their infrastructures.

      The data center market in this region was initially dominated by large enterprises who operated their own facilities, but the financial crash in 2009 spurred data center providers to search the area for space and opportunities. Since then, the market has begun to stabilize, with users weighing the pros and cons of deploying off-premise infrastructure solutions in Manhattan or New Jersey. In 2018, New York’s MW net absorption rate stood at 1.2, while New Jersey’s MW absorption rate stood at 4.8, according to JLL.

      In Manhattan, data centers are typically built in high-rises and older buildings that have been converted to meet security and redundancy needs. Providers are focused on upgrading these buildings to meet ever changing and increasing security needs. In New Jersey, a mix of turnkey and shell space, allows the market to meet hyperscale and enterprise needs.

      For those considering northern New Jersey, specifically, its proximity to New York City, strong infrastructure and pro-business climate are all appealing factors. But no matter which location users choose to deploy, the region as a whole benefits from a strong infrastructure for connectivity due to demands of the businesses headquartered in the area.

      Considering New York or New Jersey for a colocation, network or cloud solution? Read on to learn why we’re confident you’ll call INAP your future partner in this competitive market.

      INAP’s Presence in the New York and New Jersey Data Center Market

      INAP has seven data centers and points of presence in the New York/New Jersey metro area, with our flagship facility located in Secaucus, N.J., at 1 Enterprise Avenue.

      The 101,000 square-foot flagship data center is designed with Tier 3 compliant attributes and offers high-density configurations including cages, cabinets and suites. Break rooms, meetings rooms and dedicated works areas are also available at the facility. Strategically located outside of a 500-year flood plain and seismic zones, our flagship offers the high availability you need to stay connected to your users.

      INAP’s New York metro data centers give you a connection to London, Boston, Montreal, Chicago and Washington D.C. through our high-capacity private fiber backbone. INAP Performance IP® and Connectivity Solutions product suite provide high availability and scalable connectivity services across our global network.

      Average latency benchmarks on the backbone connection from Secaucus:

      • London: Under 78.0 ms
      • Boston: Under 7.3 ms
      • Chicago: Under 22.0 ms
      • Washington D.C.: 7.0 ms

      Download the spec sheet on our New York and New Jersey data centers and POPs here [PDF].

      The Secaucus flagship also includes the following features:

      • Power and Space: 20 MW of utility power, 36-inch raised floor, fully integrated critical infrastructure monitoring
      • Energy Efficient Cooling: 1,200 tons of cooling capacity and N+1 with concurrent maintainability
      • Security: 24/7/365 onsite staff, video surveillance, key card and secondary biometric authentication
      • Network: INAP Performance IP® and Metro Connect fiber to enable high performance connectivity in metro market
      • Compliance: PCI DSS, HIPAA, SOC 2 Type II, LEED, Green Globes and ENERGY STAR

      Download the spec sheet on our Secaucus flagship here [PDF].

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      Spend Portability Appeals for Future-Proofing Infrastructure

      Organizations need the ability to be agile as their needs change. With INAP Interchange, there’s no need to worry about getting locked into a long-term infrastructure solution that might not be the right fit years down the road.

      Colocation, Bare Metal and Private Cloud solutions are eligible for Interchange. The program allows customers to exchange infrastructure environments a year (or later) into their contract so that they can focus on current-state IT needs while knowing they will be able to adapt for future-state realities.  

      There are a variety of business cases for Interchange, including a move from colocation to a bare metal or private cloud environment, or a re-deploy of applications to a new hosted environment. Geographic flexibility is a common reason for a strategic shift. For example, a company based in an INAP data center in New Jersey may see an increase for demand in its SaaS solution in in the Southeastern U.S. To be closer to its customers, the company can shift to a custom-engineered solution in one of INAP’s two Flagship data centers in Atlanta.

      You can learn more about the INAP Interchange by downloading the FAQ.

      Gain an Edge with INAP’s Connectivity Solutions

      In a metro area that boasts a strong infrastructure, INAP’s connectivity solutions and global network can give you the boost you need to outpace your competition. By joining us in our New Jersey flagship or New York data centers, you join INAP’s global network, which includes more than 600,000 square feet of leasable data center space and is woven together by our high-performance network backbone and route optimization engine. Our high-capacity network backbone and one-of-a-kind, latency-killing Performance IP® solution is available to all customers. This proprietary technology automatically puts your outbound traffic on the best-performing route. Once you’re plugged into the INAP network, you don’t have to do anything to see the difference. Learn more about Performance IP® by reading up on the demo and trying it out yourself with a destination test.

      Laura Vietmeyer


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