A practical guide for TierPoint sales teams
Relocation is one of the highest risk moments in a customer’s buying journey and one of the fastest ways to either strengthen or jeopardize the deal.
Handled early and correctly, relocation reinforces confidence in TierPoint and accelerates decision making. Handled late or casually, it introduces uncertainty that can stall or derail the sale.
This guide is designed to help TierPoint sales teams address relocation with confidence, reduce risk for the client, and protect the core space and power deal.
Presale Imperatives: Prepare Early to Win
The strongest relocation outcomes are set before objections surface. These four imperatives should be addressed as early as possible in every qualified opportunity.
1. Budget Alignment
Guide the client to budget approximately three times monthly recurring charges for a full service, white glove relocation.
This sets realistic expectations and prevents late stage surprises.
2. Client Concerns and Fears
Ask directly:
What are your biggest concerns about the relocation?
Common concerns include job security, financial exposure, reputation risk, and downtime accountability.
Surfacing these early builds trust and positions you as trusted advisor.
3. Impact of Missing SLA
Ask what happens if production does not come back up on schedule.
Ask what one hour of downtime costs.
The real cost of a failed relocation is measured in hours of downtime. Put a dollar value on failure.
4. Competitive Landscape
Understand what you are selling against.
This may be internal do it yourself efforts or another relocation provider.
Knowing the alternative sharpens your positioning and protects the deal.
Partner Concern: Will Introducing Relocation Jeopardize the Deal
This concern is understandable.
Here is the reality.
Relocation is required. If a prospect is keeping legacy IT equipment, they cannot occupy new space without relocating it.
Relocation done poorly introduces risk. Relocation done professionally reduces risk and strengthens the relationship.
Win rates increase when TierPoint presents a complete solution that includes a proven relocation partner.
Avoiding the relocation conversation does not protect the deal. Addressing it early does.
Handling Client Concerns Before They Stall the Deal
Objections are best handled before they are voiced. Addressing the presale imperatives, explaining Silverback’s role, and walking through the relocation process early defuses most concerns.
If concerns remain, use the guidance below.
Too Expensive
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Approximately twelve percent of a three year lease
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Approximately five percent of a five year lease
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A small fraction of the cost of missing return to production SLA
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Data centers are designed to remove risk. Relocation should be treated the same way.
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Line item pricing provides transparency. Ask which line item is the concern.
Do Not Need an Audit
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Do you have one hundred percent confidence in your device and port data
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Ninety percent of clients do not
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Client provided data frequently causes restart issues due to inaccurately documented connectivity
Do Not Need Recabling
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Internal teams are already stretched validating applications
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Do they also have time to recable
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Examples of completed cabling work can be shared to strengthen trust in our ability to get it right if that is a concern
Do Not Need Transport Insurance
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Most corporate insurance policies do not cover IT equipment during transport
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Clients should verify coverage before assuming risk
Do Not Have Budget
Revisit the cost of downtime and risk. The exposure does not change.
Fear of Downtime, Transport, or Complexity
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This is Silverback’s sole focus
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Decades of experience with projects larger and more complex than most environments
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Guided execution using a proven process
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Ask what specific exposure concerns them most
Why Silverback Leads Data Center Relocation
Silverback Data Center Solutions is purpose built to reduce risk during one of the most critical events in IT operations.
What sets Silverback apart:
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Nationally recognized speakers and industry experts
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Trusted by enterprise clients across every major vertical
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Specialized IT transit and handling insurance
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Relentless focus on risk reduction
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Twenty five years of experience and thousands of successful relocations
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Proven, field tested methodology and tools
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Complete chain of custody control
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Migration live event timeline with real time visibility
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GPS tracking with client access during transport
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Dedicated project manager with single point accountability
The Silverback Relocation Process
Silverback’s process is designed to be predictable, auditable, and repeatable.
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Data Center Relocation Questionnaire to accelerate discovery
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Physical audit of every device and network cable
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Accurate port mapping and bill of materials generation
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Serialized network cables and color jacketed power cables ordered
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Device and rack mount labels printed with origin and destination IDs
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Early arrival to apply labels prior to execution
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Decabling and deinstallation after client backup and power down
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Specialized packing using IT crates and server carts with antistatic wrap
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Chain of custody maintained from cage to truck
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GPS tracking device added and client access provided
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Dedicated transport with direct routing and team drivers when required
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Transport insurance covering handling and transit
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Secure unload with tamper seal verification and photo comparison
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Installation in designated locations and priority order if specified
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Recabling and cable management per port map
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Power cables restored and left disconnected for client startup sequence
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Client handoff for power up and assisted troubleshooting
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Cleanup and removal of crates and packing materials
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Inspection walkthrough and client signoff
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Post relocation call to confirm successful return to production
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Accurate As-Built port map and elevation document provided after completion
Close with Confidence
For twenty five years, Silverback has met or exceeded client expectations across thousands of relocations.
Lay the groundwork early.
Follow the process.
Bring Silverback in early.
Silverback account executives are available to lead the relocation conversation alongside you and support the deal.
Present with confidence.
Clients respond to clarity, experience, and reduced risk.
For TierPoint Relocation Support, Contact Al Nichols
Al Nichols
VP Strategic Initiatives
Silverback Data Center Solutions
Email: anichols@teamsilverback.com
Phone: (214) 785-1259
