7:30 AM
Breakfast & Registration


8:10 AM
IMN's Welcome
8:15 AM
Chair’s Opening Remarks

Jeffrey Moerdler

Mintz, Levin, Cohn, Ferris, Glovsky and Popeo, P.C.
8:30 AM
Data Center, Colocation & Cloud Service Provider (CSP) Mid-Year Market Update
  • Are there cyclical changes that have become foundational changes in this industry?
  • What are notable recent trends within the public vs. private provider markets? What has market net growth been over the past year (with/without hyper-scalers)? Where are infrastructure/ service pricing levels? Rental rates?
  • How many new data center/colo/CSPs are starting up? What gaps are they filling?
  • What is the rate of new construction? What kinds of data center are being built and where? What new apps are driving this? Where are enterprise apps going?
  • What are growth areas for data centers/colocation/CSPs in terms of service offerings? What are the demand drivers to watch for?
  • M&A update: Who is buying who? Why the record-breaking M&A activity? How much more will there be?
  • The impact of consolidation on market dynamics/data center valuations: Who are the winners/losers?
  • The new Administration: What will be the impact on this market sector? Will there be greater data flow to Canada? What must providers keep on their regulatory radar at a state and federal level? How will the new SEC Chairman view this market? Will there be deregulation but greater enforcement activity? Will data centers be considered as ISPs? What is the potential impact on investment in this space?
  • Where has there been the greatest private equity investment? How does market confidence compare to this time last year? What are current sale lease-back trends?
  • Capital sources and availability: What’s getting financed and by whom?

Brad Thomas

The Intelligent REIT Investor

Svein Hagaseth

SVP, North America
Green Mountain Data Center

Yan Ness

Online Tech

Tim Horan

Managing Director
Oppenheimer & Co.

Josh Yatskowitz

Industry Analyst
Bloomberg Intelligence
9:15 AM
President/C-Level Executive Wholesale & Hybrid Player Perspective
  • What has been the impact of hyper-scale companies on your business? How are you competing/ co-existing with them?
  • How are you viewing the market consolidation? Are you looking to buy, be bought or keep the status quo? What opportunities does the current market dynamic offer you? Drawbacks?
  • What is your investment sentiment today? How are you looking at numbers? What returns are you targeting? Debt leverage? How are you preparing for interest rate hikes and the prospect of a slowing economy? How are you managing costs?
  • How is IoT impacting your business/investment strategy? How are you approaching IoT implementation and strategy? Has IoT demand had a discernable impact on your data center?
  • What are your growth strategies in a world of increasing commoditization? If you are not already a REIT, are you considering converting to one? Where are you allocating $ for your next data center build-out? Are you looking to go global? Large data center vs. smaller scattered sites in one locale: Which way to go?
  • What new demand drivers for data center/colocation/Cloud services and infrastructure are you seeing? What innovation amongst providers is there as a result? Are you seeing medium-large enterprises increasingly migrate to the Cloud? How are you determining what to invest in? What service offerings have paid off and which haven’t?
  • What will be the next big client type? What services will be critical to offer in the future? How are you analyzing your clients’ usage data to better tailor services/your capabilities for their particular needs?

Miles Loo

Newmark Knight Frank

Jeffrey Burges

DataSite Colo

John Sheputis

Infomart Data Centers

Hunter Newby

Newby Ventures

Brian Johnston

Chief Technology Officer
QTS – Quality Technology Services

Aaron Wangenheim

T5 Data Centers
10:00 AM
Networking Break Courtesy of

10:30 AM
Site Selection 2017
  • Mapping supply/demand domestically and internationally: What geographical sites are overbuilt vs. underserved?
  • How/why are locations for data centers changing? What are new key factors in site selection today? To what degree is client demand/requirements vs. technological advancements facilitating this change? How important is proximity to business/accessibility for clients? What impact is edge computing having on site selection? Where will be the next key hubs?
  • Land/lot prices/values: Where are they going? What are the determinants? How is this impacting cost modelling? Where are providers being priced out? Are there underserved, reasonably priced sites still available? In which locales do business and economic incentives offset high land/power/tax costs?
  • Evaluating international vs. domestic sites: Due diligence considerations
  • A word to the wise: The top ten site selection mistakes and how to avoid them

Chris Curtis

SVP, Development & Acquisitions
Compass Datacenters

Jeff Kopp

Manager, Business Consulting
Burns & McDonnell

John Clune

Cavern Technologies

Kent Hill

Manger, Strategic Economic Dev
Dominion Energy

Buddy Rizer

Executive Director
Loudoun County Department of Economic Development

Rick Drescher

Managing Director, Technical Services
Savills Studley
11:15 AM
Edge Data Centers 2017
  • Defining edge data centers: What they are/are not
  • Business models and strategy: Who are the edge providers? What types of data center are they building/what facilities are they offering? In what markets? What are pricing structures?
  • What is the latest in the market adoption of the edge data center model? End user adoption? Who are the end customers? What is driving their demand?
  • Who does/doesn’t need to utilize edge data centers? Which applications need to be near end-users?
  • What impact have edge data centers had on market dynamics and the way of doing business?
  • How much capital is going into edge networks? Where are investors putting their money?
  • Which edge markets are under-served?
  • What is the 3-5 year growth outlook for edge data centers? What will the typical edge data center look like?

Ron Sacks

Co-Founder, CEO & Managing Partner
Provdotnet, LLC

Hugh Carspecken

Dart Points

Jeffrey Burges

DataSite Colo

Kylle Jordan

Economic Development
Minnesota Dept. Employment & Econ Development

Jeffrey Moerdler

Mintz, Levin, Cohn, Ferris, Glovsky and Popeo, P.C.

Stephen Belomy

SVP US West Coast
Etix Everywhere
12:00 PM
Cloud Service Provider CEO Panel
  • Where are you seeing growth/demand for your services/infrastructure? From the retail colocation market? Other areas? How are you getting on prospects’ radars?
  • How are you competing with the ‘big guys’? What niche(s) have you carved out? Are you going for scale? How are you building out your ecosystem? What are your growth strategies?
  • Buy vs. build Cloud: What is the latest on what enterprise end-users are doing/want? How are you positioning in response? What do you see as underserved markets/untapped opportunities?
  • How are you effectively communicating the differences between Cloud offerings to end-user clients to enable them to better target purchase opportunities?
  • Cyber-attacks and risk management: How are you balancing costs with security?
  • Disaster recovery in a multiple Cloud/provider environment…discuss
  • What are your approaches to data mining/utilization?
  • How to avoid vendor lock-in in the Cloud?

Cris Daniluk

Rhythmic Technologies

Peter Feldman

CEO & Principal

Luke Norris

CEO & Founder

Shay Houser

Green Cloud Technologies

Sagi Brody

12:45 PM
Luncheon Courtesy of

1:45 PM
Small/Mid-Sized Data Center Executive Perspective
  • How was the past year for you? What was your % of incoming customer growth vs. pipeline growth? What are you anticipating for the rest of 2017-2018?
  • How are you looking at your business today? Are you positioning to buy or be bought? Where are current market opportunities? Notable trends in the small/mid-sized operator market? What is your long-term strategy?
  • What are your approaches to maximizing returns? How are you viewing risk and translating that into your investment strategy/capital deployment? Where will future pipeline growth come from?
  • Is it the right time to grow your business? Aside from M&As, what are your growth strategies? New markets? If so, where and what is your due diligence process? New customer bases? How to meet the evolving needs of existing clients vs. expand into new client bases? How to determine your focus/spend?
  • What are your sources of growth finance? How do deal terms/rates/conditions compare today?
  • How have you/will you change your product/service offerings? What level of managed services (other than Cloud) should small operators provide? How to offer new services? Partner with a solutions provider or use a custom data center builder? What are the real estate and other investment implications? What % of your business should you own vs. outsource? Is it still possible to make $ on raw space?
  • How are you setting yourself apart from your peers? Specialization? How can you co-exist with the ‘big kids on the block’? Why have your clients been selecting you? Leaving?

Emily Naughton

Greenberg Traurig, LLP

Bob DeSantis

Chief Executive Officer
365 Data Centers

John Clune

Cavern Technologies

Svein Hagaseth

SVP, North America
Green Mountain Data Center
2:30 PM
The Latest Best Practices in Sales & Marketing, Lease Structuring & Risk Allocation

This session will be in two parts. Firstly, we discuss the latest sales and marketing techniques to secure new customers. Secondly, as customers become increasingly sophisticated, their priorities and hence lease agreements are changing. In addition, as high profile data breaches continue to make news headlines, key aspects of lease agreements are being revisited by all parties. The second part of this session addresses these aspects by examining the latest approaches to structuring leases including risk allocation and accounting for critical legal issues.

Part One

  • Assessing methods to reach prospective enterprise end-user vs. service provider customers: channel partners vs. brokers vs. site selection consultants vs. in-house staff vs. outside marketing consultants vs. social media avenues
  • How are brokers becoming more involved in the marketing strategies of providers?
  • Getting the biggest bank for your sales/marketing buck: What to do in-house vs. outsource 
  • What tools do you use to market your space/services? What must be included in a comprehensive sales/marketing strategy? How to differentiate yourself from the competition?
  • Enterprise end-user vs. service provider clients: Hot buttons; key selection criteria; their latest needs; current price sensitivity; the deal-breakers today
  • How to capture value through branding? Site-specific branding vs. corporate branding

Part Two

  • Accounting for the risks associated with the data center vs. end-client in the lease agreement
  • Limitations on liability/liability exposure issues
  • The latest in data privacy, HIPAA, security and breach issues: What data-related changes can be expected under Brexit?
  • Data breaches: What insurance options are there to cover data centers?
  • SLAs and broadening remedies: What SLA credit issues can be raised by a tenant?
  • Lease or Master Service Agreement (MSA): Which does a tenant prefer?
  • Conflicting rights & options: Balancing optionality for tenants without restricting the data center
  • Addressing tenant requests for the right to approve a change in provider in the event of a M&A

Sean Patrick Tario

CEO & Catalyst
Open Spectrum Inc.

Andrew Gold

SVP of Corporate Development & Chief Counsel
Infomart Data Centers

Jeffrey Moerdler

Mintz, Levin, Cohn, Ferris, Glovsky and Popeo, P.C.

Yan Ness

Online Tech
3:15 PM
Network Evolution & Connectivity 2017
  • What is the latest on the increasing role of interconnection between data centers? What are the fees/revenue opportunities? Other advantages? Drawbacks?
  • Where does the market adoption of the US Open- IX model currently stand?
  • How is the dark fiber business playing out?
  • How are networks changing? What are the implications for data centers/CSPs? What do data centers/CSPs need to consider going forward?
  • How much are you spending on your network compared to other parts of the business? Is this amount an increase or decrease?
  • What is your density, capacity, newest networking services and unique capabilities?
  • Latency and performance trends
  • Optimizing client network architectures
  • What are the points to watch for network evolution and connectivity over the next 3 years?

Jennifer Fritzsche

Managing Director
Wells Fargo Securities, LLC.

Michael Levy

Global Product Manager

Eli Scher

Chairman & CEO
New Continuum Holdings Corporation

Ron Sacks

Co-Founder, CEO & Managing Partner
Provdotnet, LLC
4:00 PM
Networking Break Courtesy of

4:15 PM
M&As: War Stories & the Economics of the Deal When Buying/Selling Data Centers
  • How much are debt/equity funds willing to underwrite to facilitate M&As today?
  • Valuing data centers in the current market
  • What are the benefits of buying and aggregating your competitors in the current market?
  • M&As vs. co-investment
  • M&A strategies: How can data centers capitalize on current opportunities?
  • Managing end-customers during M&As: The good, the bad and the ugly
  • Understanding the economics of the deal in buying/selling data centers in today’s market
    • The CRE deal     
    • The cash-flow deal

Kemal Hawa

Greenberg Traurig, LLP

Rashad Kawmy

Director, Leveraged Finance

Robert Nolan

Managing Partner
Halyard Capital

Todd Coleman

President & CEO
Estruxture Data Centers

Thomas Watts

Watts Capital Group
5:00 PM
Financing Growth: The 2017 State of the Capital Market for Data Center/Colocation/CSPs

This session addresses financing for new development; site and company-level acquisitions; site upgrades; and to enable expansion of service offerings

  • How is the composition of the capital market for data center/CSP investments changing? What are the main sources of debt/equity? How are they now viewing this industry?
  • What is/isn’t getting financed and why? Which geos are still healthy vs. which are a concern amongst capital providers? How much equity do data center operators need to put into the deal? 
  • Typical deal structures/terms/pricing/timeframes/costs
  • With interest rate hikes expected, how are lenders approaching interest rate risk mitigation in financing strategies?
  • What governmental incentives are available for data center development projects?
  • Positioning to attract debt finance/JV equity partners: What are capital provider hot buttons?
  • The top 10 most heavily negotiated issues
  • Lessons to learn from recent financing successes/failures

James Grice

Bryan Cave LLP

James Henry

Senior Managing Director
Bank Street Group LLC

Robert Nolan

Managing Partner
Halyard Capital

Mark Solovy

Managing Director, Technology Finance Group
Monroe Capital

Daniel Seltzer

5:45 PM
Networking Reception
6:45 PM
Day One Concludes
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Event Specific Contacts for The 7th Annual Provider Forum on Data Centers & Cloud Services Infrastructure (East)


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This information is used to administer and deliver to you the products and/or services you have requested, to operate our Sites efficiently and improve our service to you, and to retain records of our business transactions and communications. By using the Sites and submitting personal information through the registration process you are agreeing that we may collect, hold, process and use your information (including personal information) for the purpose of providing you with the Site services and developing our business, which shall include (without limitation) the purposes described below in paragraphs 2 and 3.

  1. Monitoring use of our Sites

Where, as part of our Site services, we enable you to post information or materials on our Site, we may access and monitor any information which you upload or input, including in any password-protected sections. Subject to any necessary consents, we also monitor and/or record the different Sites you visit and actions taken on those Sites, e.g. content viewed or searched for. If you are a registered user (e.g. a subscriber or taking a trial), when you log on, this places a cookie on your machine. This enables your access to content and services that are not publicly available. Once you are logged on, the actions you take - for example, viewing an article - will be recorded (subject to any necessary consents). We may use technology or a service provider to do this for us. This information may be used for one or more of the following purposes:

    • to fulfil our obligations to you;
    • to improve the efficiency, quality and design of our Sites and services;
    • to see which articles, features and services are most read and used
    • to track compliance with our terms and conditions of use, e.g. to ensure that you are acting within the scope of your user licence;
    • for marketing purposes (subject to your rights to opt-in and opt-out of receiving certain marketing communications) - see paragraph 3 below;
    • for advertising purposes, although the information used for these purposes does not identify you personally. Please see paragraph 5 below for more details;
    • to protect or comply with our legal rights and obligations; and
    • to enable our journalists to contact and interact with you online in connection with any content you may post to our Sites.

Please see paragraph 5 below for more information on cookies and similar technologies and a link to a page where you can turn them on or off.

  1. Marketing:

Some of your personal data collected under paragraphs 1 and 2 above may be used by us and/or our other group companies and third party service providers to contact you by email, fax, telephone and/or post for sending information or promotional material on our products and/or services and/or those of our other group companies.
We give you the opportunity to opt-out of receiving marketing communications and will in certain circumstances need to obtain your consent before sending such communications to you. Further detail can be found on the applicable Site and in each marketing communication sent by us, our group companies or service providers. See also "Consents and opt-outs" section below.

  1. Trading in Personal Data:

Some of your personal data may be collected and processed with the intention of selling it to other organisations, but this will not be done unless you have given your consent (separately to this privacy statement).

  1. Cookies and similar technologies

All our Sites use cookies and similar technical tools to collect information about your access to the Site and the services we provide.

Cookies are pieces of information which include a unique reference code that a website transfers to your device to store and sometimes track information about you. A number of cookies we use last only for the duration of your web session and expire when you close your browser. Other cookies are used to remember you when you return to the Site and will last for longer. Cookies cannot be used to run programs or deliver viruses to your computer. They are uniquely assigned to you and can only be read by a Web server in the domain that issued the cookie.

We may use cookies to:

  • remember that you have used the Site before; this means we can identify the number of unique visitors we receive to different parts of the Site. This allows us to make sure we have enough capacity for the number of users that we get and make sure that the Site runs fast enough;
  • remember your login session so you can move from one page to another within the Site;
  • store your preferences or your user name and password so that you do not need to input these every time you visit the Site;
  • customise elements of the layout and/or content of the pages of Site for you;
  • record activity on our Sites so that we understand how you use our Sites enabling us to better tailor our content, services and marketing to your needs;
  • collect statistical information about how you use the Site so that we can improve the Site; and
  • gather information about the pages on the Site that you visit, and also other information about other websites that you visit, so as to place you in a “market segment”. This information is only collected by reference to the IP address that you are using, but does include information about the county and city you are in, together with the name of your internet service provider. This information is then used to place interest-based advertisements on the Site which it is believed will be relevant to your market segment. For more information about this type of interest based advertising, and about how to turn this feature off please visit www.youronlinechoices.co.uk. (Please email us at cookies@euromoneyplc.com if you have any queries about cookies)

Some of the cookies used by our Sites are set by us, and some are set by third parties who are delivering services (such as interest based advertising directed at your market segment) on our behalf.

To see a list of the cookies and similar technologies used on this Site and instructions on how to turn them on and off click here. (Please email us at cookies@euromoneyplc.com if you have any queries about cookies)

Most web browsers automatically accept cookies but, if you prefer, you can change your browser to prevent that or to notify you each time a cookie is set. You can also learn more about cookies in general by visiting www.allaboutcookies.org which includes additional useful information on cookies and how to block cookies using different types of browser. Please note however, that by blocking, deleting or turning off cookies used on the Site you may not be able to take full advantage of the Site.

Email tracking: So that we can better understand our users' needs, we track responses to our emails - for example, to see which links are the most popular in newsletters, and to log and follow up responses to our marketing messages. To do this, we use pixel GIFs, also known as "pixel tags" - these are small image files that are placed within the body of our email messages. They enable us to tell if a message has been opened and to track click-throughs on links within the message.
Any other purposes for which Euromoney wishes to use your personal data will be notified to you and your personal data will not be used for any such purpose without obtaining your prior consent.

Consents and opt-outs

You can give your consent to or opt out of particular uses of your data as indicated above by:

  • Indicating at the point on the relevant Site where personal data is collected;
  • Informing us by email, post or phone; or
  • Updating your preferences on the applicable Site;

For turning cookies and similar technologies on and off, see the information in paragraph 5 above.


Information collected at one Site may be shared between Euromoney Institutional Investor plc, Institutional Investor Inc. and other group companies for the purposes listed above.

Your personal data may also be sold to other companies in the form of lists and directories, but only after permission from you in accordance with the provisions above.

We may also disclose your personal data to other third parties, including, without limitation, professional advisers, or governmental or State institutions or regulatory authorities, where necessary in order to exercise or defend legal rights or where required by law.

We may transfer, sell or assign any of the information described in this policy to third parties as a result of a sale, merger, consolidation, change of control, transfer of assets or reorganisation of our business.

Public forums, message boards and blogs

Some of our Sites make message boards, blogs or other facilities for user generated content available and users can participate in these facilities. Any information that is disclosed in these areas becomes public information and you should always be careful when deciding to disclose your personal information.

Transfers outside the EEA

Services on the Internet are accessible globally so collection and transmission of personal data is not always limited to one country. Euromoney Institutional Investor plc may transfer your personal data, for the purposes listed above, to other group companies, service providers or other third parties which may be located in countries outside the European Economic Area, whose laws may not give the level of protection to personal data as within the UK. This will include transfers to Institutional Investor Inc. in the US (and Institutional Investor Inc. will collect some data directly from you, in relation to the Sites which it operates) and to third parties who provide us with email and marketing services. Where we conduct any transfers we will take all steps reasonably necessary to ensure that your data is treated securely and in accordance with this Privacy Statement.

Confidentiality and Security of Your Personal Data

We are committed to keeping the data you provide us secure and will take reasonable precautions to protect your personal data from loss, misuse or alteration.

The transmission of information via the internet is not completely secure. Although we will do our best to protect your personal data, we cannot guarantee the security of your data transmitted to our Site; any transmission is at your own risk. Once we have received your information, we will use strict procedures and security features described above to try to prevent unauthorised access.

We have implemented information security policies, rules and technical measures to protect the personal data that we have under our control from:

  • unauthorised access
  • improper use or disclosure
  • unauthorised modification
  • unlawful destruction or accidental loss

All our employees, contractors and data processors (i.e. those who process your personal data on our behalf, for the purposes listed above), who have access to, and are associated with the processing of your personal data, are obliged to keep the information confidential and not use it for any other purpose than to carry out the services they are performing for us.

We also give you the option of using a secure transmission method to send us personal data identifiers, such as credit card details and bank account number.

How to Access, Update and Erase your Personal Information

If you wish to know whether we are keeping personal data about you, or if you have an enquiry about our privacy policy or your personal data held by us, in relation to any of the Sites, you can contact the Data Protection Officer via:

  • Postal mail to this address: Data Protection Officer, Euromoney Institutional Investor plc, Nestor House, Playhouse Yard, London EC4V 5EX, UK
  • Telephone: +44 (0)20 7779 8600
  • Email: dataprotectionofficer@euromoneyplc.com

Upon request, we will provide you with a readable copy of the personal data which we keep about you. We may require proof of your identity and may charge a small fee (not exceeding the statutory maximum fee that can be charged) to cover administration and postage.

Euromoney allows you to challenge the data that we hold about you and, where appropriate in accordance with applicable laws, you may have your personal information:

  • erased
  • rectified or amended
  • completed

Changes to this Privacy Statement

We will occasionally update this Privacy Statement to reflect new legislation or industry practice, group company changes and customer feedback. We encourage you to review this Privacy Statement periodically to be informed of how we are protecting your personal data.

This Privacy Statement was last updated in April 2012.

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