This is (you) calling for (your company) Id like to speak with the person who makes decisions on your Data Center, Network or IT Infrastructure requirements and purchases. (Targets: Target CIO, Director of IT, IT Manager; if you have contacts please ask for that person, or the contact responsible for their Data Center or IT Infrastructure purchases, Infrastructure purchases, Colocation and Data Centers, etc. When connected to the right contact then please proceed with the following introduction: Hello, I am (your name) with (your company) representing Telehouse a global carrier neutral Data Center solutions provider, offering colocation, public peering, diverse and redundant telecommunication resources, scalable or managed IT service solutions. Telehouse currently operates 46 data centers in 13 countries, with a unique presence in New York City. The company is owned primarily by KDDI, a Global Fortune 500 company headquartered in Tokyo, Japan. (ranked 214 on the Global Fortune 500 list) along with a smaller AT&T interest.

Can we set up a time to learn more about your overall business IT goals and needs? This would help us to identify and provide specific service and cost solutions. Do you have availability this or next week for a call or meeting and tour of our facilities, in order to review details of your business IT requirements, along a review of our services? Which days are most convenient?

Discuss over the phone or in a meeting,

ASK THESE PROBING QUESTIONS Or PROBE WHY NO INTEREST

Selling Points Pioneer with 25 years in DC business,

Carrier Neutral, Tier 3 facilities, 99.999% uptime SLA,

Worldwide 46 data centers in 13 countries, US data Centers, 2 in New York and 1 in LA,

Plus AT&T data centers and network,

Plus other domestic regional partnerships.

NY Citys largest Peering Exchange NYIIX, a top 10

Common, Dedicated Colocation & Wholesale Space,

Disaster Recovery & Business Continuity space,

Up to 32 Telecom Connectivity Partners in Chelsea and 12 at The Teleport,

Lowest Cross connect fees,

Unlimited Remote hands first 30, tool free, minutes of every help ticket is FREE,

Scalable or Managed IT solutions available,

Boutique Levels of Customer Service, One point of contact, One contract, One invoice

SATISFIED WITH CURRENT PROCESS

PROBING QUESTIONS

WHO ARE OUR CLIENTS

1. What are your latest business IT goals and latest initiatives? 2. Are you currently Collocating with a Data Center provider? 3. (If no, ) Do you operate your own and/or are you concerned about collocating? 4. How is your currently IT infrastructure backed up (power, cooling, telecomm)? Who manages it? 5. (If yes: ) Are you satisfied with this data center partner? Any improvement wishes? 6. What are the business drivers related to this colocation? Expansion, cost saving, new application, DR/BC 7. What are the new (?) data center service requirements? Colocation, Network, IT Services, peering, cloud 8. Which geographic priorities? US East/West Coast, Midwest, Asia, Europe. 9. Do you currently, or expecting to, use a virtualized environment or Cloud Solution? 10. (If managed in-house :) Would you prefer to outsource this to a third party to develop and/or manage a

private, or deliver a public, solution? (costs, expertise, etc.) 11. What type of Security or Compliance requirements? SSAE 16, HIPPA, PCI or other. 12. What is your timeframe for this? Decision Date & projected Start date 13. Do you have a budget to submit for this or is budget already allocated? Budget Sponsor? 14. How many racks are required day 1? Will this project be phased in? 15. Will Telehouse supply the cabinets? If not, please provide the cabinet dimensions and gross weight. 16. What growth is expected in the first 12 months? 24 months and beyond? 17. What size power circuits and quantity are needed? e.g. 120volt 20amp/30amp; 208volt 20amp/30amp;

3Phase. Telehouse provides basic APC power strips with the power circuits 18. What are the expected power consumption requirements (kW, kVA, amps)? Telehouse is a metered power solution with a minimum commitment. 19. What Scalable or Managed IT Solution services are needed? System or Network Monitoring & Security, Virtualization, Cloud, Disaster Recovery/ Business Continuity, Content Deliveryother 20. What are your network & bandwidth connectivity requirements? Voice, Data, Internet Any preferred telecom vendors? See Carrier/ISP list. 21. Quantity and Media of cross connects needed day 1 and within 6 months? 22. Do you have any ecommerce applications running where latency, web acceleration and security could be

improved upon? Public Peering? 23. What are the top 3 driving factors for your decision? Cost, location, support services, security, telecom,

dark fiber, certification, cloud connections, remote hands.what priorities? 24. Who are the top 3 colocation companies being considered?

25. Can we schedule a tour of the facility?

We work with Governments, Enterprise companies, as well as SMBs, in Telecom, Finance, Cloud Computing, TraditionalSocialNew-Advertising Media, IT Consulting, Gaming, Healthcare, Manufacturing, Retail and more, domestically and globally.

Great, it sounds like you are currently satisfied. However, we have found that most Customers are always interested in exploring ways to save time and money when planning ahead with some of our service recommendations. To do so, lets schedule to meet for 30 minutes and to gain a further understanding of what your requirements are going forward for power, cooling, equipment, expansion, low latency, redundancy and Disaster Recovery options. Then discuss how some solutions can improve upon your current experience and

save money, including reducing IP transit costs through our Peering Exchange.

TELEHOUSE COLD CALLING SCRIPT CHANNEL PARTNERS