Mar/Apr 19 - ChannelVision Magazine

Partners that can develop a niche specialty in an industry such as healthcare, food service or retail have the opportunity to gain a major competitive advantage. “Most basic infrastructure engage- ments – devices, networking, security and other hardware – are repeatable; it’s the same sales and implementation process whether you are dealing with a small doctor’s office, a car dealership or a manufacturing plant,” explained CompTIA researchers. “But it’s un- derstanding the software, all of those specific-use applications that pertain to the industry in question, that will earn you true vertical street cred.” Nearly two-thirds of channel firms, it should be noted, claim they started a ver- tical specialty to satisfy customer demand and to gain a competitive differentiator. Twenty-five percent of customers, meanwhile, are demanding specialized vertical expertise and business con- sulting. This is listed as a key driver of change in the technology ecosystem. According to Unified Office CEO and co-founder Ray Pasquale, busi- ness owners today want access to technologies that help them solve simple but important challenges unique to their industry – such as IoT sensors specifically designed for quick-serve food stations or call man- agement systems that can prevent customers from going on hold. These types of solutions can make a big dif- ference in daily operations. Customers today have all of the purchasing power, after all, and have no patience for slow wait times. If you put a customer on hold while taking his or her food order, you may as well kiss that sale goodbye. “One of the advantages of verti- calization is that you can pay close Core Communications Demand Drivers for Tech Firm Vertical Specialization Source: CompTIA er GDPR* 56% fic 57.8% .1% % % 95,180 Customer demand Significant revenue opportunity Competitive differentiator In-house skills map well Vendors pushing toward verticals Horizontal work not as lucrative Declining margins in other business areas 62% 54% 42% 24% 22% 22% 19% Importance of Vertical Industry Work in the Last Year Source: CompTIA TOP 2 BOX (NET) BOTTOM 2 BOX (NET) Very Important Important Somewhat Important Not Important Don’t know Not applicable 75% 40% 35% 20% 17% 3% 3% 2% Reasons for Specializing in a Vertical Industry by Job Role Customer demand Significant revenue opportunity Competitive differentiator Vendors pushing us in this direction In-house skills map to specific vertical Declining margins in other IT Staff Business Staff 64% 59% 58% 48% 41% 44% 24% 26% 20% 20% 20% 2600Hz is transforming unified communications with KAZOO, our next-gen UX driven platform. Our endless innovation sets your business up for rapid growth now and in the future. Future-proof your business with KAZOO Get your demo today at info.2600Hz.com/demo 415-886-7900 / sales@2600Hz.com Partner benefits include: Upfront and residual commissions Freedom to do business your way Marketing resources to help you succeed Staying ahead of your competition Standing out in a competitive market 68 Channel Vision | March - April, 2019