Mar/Apr 19 - ChannelVision Magazine

competition—as well as new opportunities for partnerships. Ultimately, the move toward vertical- ization is being driven by one key ele- ment: value. Verticalization, Pasquale explained, involves expanding beyond one-size-fits all solutions and providing solutions that have a much bigger im- pact on daily operations. A service such as VoIP, in this con- text, becomes just one service in a long list of offerings that can help drive two critical needs: customer satisfaction and stronger profits. “Partners now have something of value to sell [through verticalization],” Pasquale said. “They’re no longer just selling a cheap dial tone, where it’s a race to the bottom and very hard to make money.” Overcoming Barriers That’s not to say that verticalization is always easy. It can take a consider- able amount of time, training and net- working to gain a foothold as a provider of niche technology solutions. Even Pasquale admited that resellers can have a tough time understanding the value of a solution such as Unified Of- fice at first. Core Communications Vertical Industries Channel Firms Focus on Today (% of firms by size) Vertical Total Small (1-49) Medium (50-499) Large (500+) Professional services 41% 35% 45% 45% Manufacturing 29% 21% 37% 30% Retail/Wholesale 24% 20% 26% 28% Healthcare/Medical 23% 18% 22% 30% Finance/Banking/Insurance 21% 12% 23% 31% Media/Publishing/Entertainment 16% 16% 18% 14% Hospitality/Restaurant 14% 10% 12% 21% Education 12% 12% 12% 14% Government/Military 11% 12% 8% 14% AMTUC (agriculture, mining, transportation, utilities, construction 11% 5% 15% 15% Non-profit 9% 10% 6% 9% Source: CompTIA Expand your portfolio with our Master Agent Program. We provide our partners a full suite of connectivity solutions across our nationwide, 100% fiber network. Coast to coast connectivity Call 1-855-971-1358 or click wavebusiness.com/agent VANCOUVERB.C. SEATTLE PORTLAND SACRAMENTO SANFRANCISCO/ BAYAREA SANTAMARIA LOSANGELES ODESSA MIDLAND SANANTONIO CORPUSCHRISTI SANMARCOS AUSTIN WACO N.DALLAS CHICAGO ASHBURN WASHINGTOND.C. PHILADELPHIA NEWYORK BOSTON LEGEND Robust metro fiber footprint 100% Fiber network 100G Fiber backbone Coastal submarine cable access Transpacific and Transatlantic routes 70 Channel Vision | March - April, 2019