CoreSite Realty Corp (COR) CEO Tom Ray says the company is working to respond to market demands as customers become more sophisticated. He says that in the 15 years that CoreSite has been in business, customers have become significantly more aware about what they buy in the data center colocation and interconnection space.
“So we have been driven to getting better and clearer around how we create value for the customer,” Ray says. “Being a one-size-fits-all data center colocation provider, approaching the market in this very generic fashion, really doesn’t work very well any longer, or at least we believe it does not generate strong investor returns.”
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In addition, Ray says CoreSite is working to respond to different kinds of data center requirements from the same customers. Previously, most data center customers primarily wanted one kind of data center capacity, he says.
“Now they might want half of their data center architecture to be of that same capacity, say, five 9’s reliability and redundant systems and high power, but they might want 25% of their architecture to be very cost-effective,” Ray says. “And they might seek a low price point, but with less redundancy, less uptime, and they might choose to maintain their network uptime via their nationwide or global network, as opposed to making sure one data center never goes down.”
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