As the old saying goes, you cannot manage what you can’t track . And you can’t sell what you can’t track.
The crucial first step is to determine your capacity utilization and find out what gaps exist between your current state and where you want it to be. By doing this and by matching your capacity with tenant growth needs, you can better tailor your colocation sales plans.
This also allows you to plan ahead and offer “pay as you go” to tenants who prefer to pay for more space as their needs grow.
On the flip side, this reduces your capital expenditure when you don’t need to buy up extra space when you don’t need it.