Vertical Market Sales Strategy
News and analysis on vertical markets in information technology, with a focus on IT channel companies. Learn how to a apply vertical market sales strategy in sectors such as government, education, financial services and healthcare.
Top Stories
-
Conference Coverage
21 Jul 2022
Microsoft Inspire 2022 news and conference guide
Microsoft will explain its partner program evolution and unveil upcoming priorities at its annual partner conference. Read on for news from Microsoft Inspire 2022. Continue Reading
-
Feature
01 Mar 2022
Cloud for industry sectors calls for co-innovation
The verticalization of cloud computing will hinge on alliances in which service providers, hyperscalers and customers collaborate on industry-specific platforms. Continue Reading
-
News
17 Feb 2022
ServiceNow telecom sector heats up for partners
Ecosystem players are maneuvering for business opportunities at the intersection of high-growth technology and legacy systems; other IT channel news. Continue Reading
-
Feature
15 Feb 2022
Partners see client transformation in industry clouds
Verticalized offerings could help organizations get more out of their cloud investments and seize competitive advantage, with service providers playing an advisory role. Continue Reading
-
Opinion
12 Jan 2022
Digitally mature companies drive innovation, IT spend
CIOs pushing on with their digital transformation projects will seize new opportunities in the coming year, with cybersecurity, cloud and AI among the areas for investment. Continue Reading
-
Feature
02 Dec 2021
4 key managed services trends to watch in 2022
Service providers should prepare to navigate industry consolidation, an uneven vertical market landscape, rising digital transformation demand and new partnering models. Continue Reading
-
Feature
29 Oct 2021
Local government ransomware attacks and how MSPs can help
State and local government ransomware attacks will persist unless agencies put stronger security measures in place. MSPs offer a cost-effective means of support. Continue Reading
-
Feature
28 Oct 2021
State and local government technology revs digital services
Agencies, in a bid to quickly roll out citizen services, rely on a combination of chatbots, upgraded networks, no-code/low-code technology and cloud computing. Continue Reading
-
Feature
26 Oct 2021
IT firm scores victory with stadium technology project
IT services provider Atomic Data helped set up key networking components for FC Cincinnati's new soccer stadium. The project deployed a mix of Aruba Networks technology. Continue Reading
-
Feature
20 Oct 2021
Citrix partner supports UTM's remote learning technologies
Citrix partner Third Octet made its first foray into the education vertical in 2020, when it helped the University of Toronto Mississauga execute a remote learning transition. Continue Reading
-
Feature
30 Sep 2021
Education technology market seeks stability in hybrid model
Channel partners said schools now have a chance to revisit hastily created remote learning systems as they take a longer-term, enterprise view of cloud and security. Continue Reading
-
News
06 Aug 2021
GFT expands digital transformation services to North America
After successfully expanding into Latin American markets, the German IT services and software engineering company will target the U.S. and Canada; other IT channel news. Continue Reading
-
News
16 Jul 2021
Microsoft partner community gets industry cloud, training boost
At Microsoft Inspire, the company expanded its industry cloud portfolio with a sustainability cloud and promised to expand partners' technical expertise; other IT channel news. Continue Reading
-
Feature
18 Jun 2021
In-house vs. outsourced marketing for MSPs
Content marketing has emerged as an effective strategy for MSPs, but it can get tricky when deciding if in-house or outsourced talent should create these marketing materials. Continue Reading
-
Feature
11 Jun 2021
Exec discusses Ensono acquisition, vertical strategy
In this Q&A, Ensono president Marc Capri details the company's post-deal plans, which include bolstering its transformation capabilities and cultivating an industry focus. Continue Reading
-
Feature
21 May 2021
Top MSP marketing tools to generate leads
MSP marketing tools are a must-have for successful lead-gen efforts. Execs at Valiant Technology, SADA and Synoptek round up the products supporting their marketing strategies. Continue Reading
-
Feature
05 May 2021
E-commerce firm Radial taps Presidio for VDI cloud migration
As the pandemic sparked a surge in e-commerce demand, Radial needed to expand its capabilities. Learn how Presidio helped Radial with a VDI cloud migration to VMware Cloud on AWS. Continue Reading
-
Feature
30 Apr 2021
Aruba partner tackles university's wireless network upgrade
Doane University kicked off a two-phase wireless network overhaul in response to the pandemic. Learn how Aruba partner DataVizion has helped execute the project. Continue Reading
-
Feature
27 Apr 2021
Co-managed IT support sees demand in the remote work era
As businesses weather the pandemic, many organizations' IT departments find themselves pushed to the limits and in need of outside help. Enter co-managed IT support services. Continue Reading
-
Guest Post
26 Apr 2021
What solution providers must know about fintech companies
Solution providers can help fintech companies by offering IT infrastructure expertise. Here are considerations for targeting this vertical market opportunity. Continue Reading
-
Feature
25 Mar 2021
ClearScale telemedicine app uses range of Amazon services
Creative Practice Solutions, a medical consulting company, called on ClearScale to develop a telemedicine offering that lets physicians conduct and record remote patient visits. Continue Reading
-
Tip
18 Mar 2021
Federal technology upgrade could see security, SaaS outlay
Channel partners expect major shifts in the government's technology priorities. Find out which IT trends are poised to shape spending in the coming years. Continue Reading
-
News
12 Mar 2021
ServiceNow partners get workflow boost in Quebec release
The Quebec release of the Now Platform arms partners with new tools to improve customers' digital workflows, as well as prebuilt vertical extensions; more IT channel news. Continue Reading
-
Feature
26 Feb 2021
Healthcare security services firms tackle ransomware spike
As healthcare organizations face an onslaught of ransomware attacks, channel partners can assist with security initiatives such as zero-trust architectures to prevent breaches. Continue Reading
-
Guest Post
28 Jan 2021
Taking on today's free-for-all approach to higher ed tech
The rapid deployment of higher ed technology during the COVID-19 crisis has delivered mixed results. However, while challenges persist, the future looks bright. Continue Reading
-
News
21 Jan 2021
Cloud, security top list of IT spending priorities
The COVID-19 pandemic's influence on IT spending will continue into 2021, as organizations bolster security, accelerate cloud adoption and implement robotic process automation. Continue Reading
-
News
15 Jan 2021
Deloitte: Life sciences vertical taps cloud for R&D
The life sciences vertical has begun to fully embrace cloud computing, spurred on in part because of the COVID-19 pandemic, according to Deloitte research; other IT channel news. Continue Reading
-
News
21 Dec 2020
Accenture: Retail supply chain ripe for reinvention
Retailers are responding to consumer behavior changes by reimagining the supply chain as a growth driver, according to an Accenture Interactive report; other news. Continue Reading
-
Feature
14 Dec 2020
Vertical marketing strategies shouldn't dismiss QSR, retail
The pandemic has pummeled restaurants and retailers, but service providers could still find opportunities in areas ranging from contactless technology to virtual reality. Continue Reading
-
News
11 Dec 2020
Partners pursue health-related IoT system integration
Systems integrators Insight Enterprises and Accenture have supported initiatives to bring new health technologies to the market; other IT channel news. Continue Reading
-
Feature
24 Nov 2020
HPE GreenLake partners to help Kern County take control of IT
Kern County, Calif., faced a daunting challenge of reigning in costs and a sprawling technology ecosystem. HPE GreenLake and MSP Nth Generation were brought in to help. Continue Reading
-
Feature
18 Nov 2020
MSP onboarding checklist: Top tips for developing a process
Establishing and standardizing an onboarding process can help ensure your client relationships begin strong. Experts share tips on how to develop an MSP onboarding checklist. Continue Reading
-
Feature
09 Nov 2020
Top 5 MSP challenges in the 2021 business climate
MSPs and IT consultancies anticipate several challenges in 2021, including developing growth strategies, broadening areas of expertise and cultivating talent. Continue Reading
-
News
23 Oct 2020
Accenture, ServiceNow launch business group
The new Accenture ServiceNow Business Group aims to initially deliver industry offerings in financial services, government citizen services and telecommunications; other news. Continue Reading
-
Feature
14 Oct 2020
Channel partners help solve retail industry challenges
Retailers are exploring a range of IT strategies to overcome pressures caused by the pandemic and fierce online competition. Find out how channel partners can help. Continue Reading
-
Feature
24 Aug 2020
Partners integrate thermal scanning into customer offerings
Efforts to mitigate the spread of COVID-19 have generated interest in thermal scanning systems. Find out how channel firms are incorporating the technology into their offerings. Continue Reading
-
Feature
31 Jul 2020
Remote learning technology emerges as top ed market focus
MSPs and consultants say customers in the education vertical are ramping up distance learning systems as they prepare for the new school year amid the COVID-19 pandemic. Continue Reading
-
Feature
27 Jul 2020
Louisiana law suggests further regulation of MSPs
In the wake of MSP security incidents, Louisiana enacted a law requiring firms that manage IT for public bodies to register with the state. Will other states follow suit? Continue Reading
-
News
24 Jul 2020
Microsoft vertical strategy linked to SIs, ISVs
As Microsoft continues to push into vertical markets, the company wants to incorporate ISVs and systems integrators into its strategy; other news from the week. Continue Reading
-
Tip
15 Jul 2020
What is the Dodd-Frank voice recording rule for the swaps market?
A Dodd-Frank rule requires swaps dealers to record voice communications, which regulators designed to deter illicit financial activity and improve financial compliance. Continue Reading
-
Feature
14 Jul 2020
NTT Ltd. exec talks hybrid cloud, remote tech
NTT Ltd.'s recently appointed Americas CEO talks about the $3 billion-plus business's opportunities one year after parent NTT Corp. created the operation in a sweeping merger. Continue Reading
-
Tip
26 Jun 2020
How to offer managed IT services for construction firms
Commercial construction firms have a growing need for managed IT services. The CTO of Level5 Management explains how MSPs can break ground in this burgeoning vertical market. Continue Reading
-
Feature
26 Jun 2020
The only MSP marketing and sales advice you need to hear
To succeed at MSP marketing and sales is actually quite simple, Dave Sobel contends. He explains the best way to handle MSP marketing and sales. Continue Reading
-
Feature
18 Jun 2020
What do you need to start a managed service provider today?
If you want to get your own MSP off the ground today, you need to be cloud native, have a Microsoft-based software stack and know the right market to focus on. Continue Reading
-
News
05 Jun 2020
3 ServiceNow partner initiatives fuel $10B ambition
New ServiceNow partner initiatives include the launch of an online marketplace, a Now platform integration program and additional implementation support. Continue Reading
-
Feature
01 Jun 2020
3 ways managed service providers can still succeed in 2020
MSPs that can best adapt to the changes 2020 has brought to the market are poised to survive the year and be in an excellent position to lead the way in 2021. Continue Reading
-
Feature
29 May 2020
Healthcare IoT's next steps come into focus
Industry watchers believe healthcare IoT is approaching an inflection point. Channel partners can assist in the next step in developing a strategy for existing data. Continue Reading
-
Feature
21 May 2020
Ethical business in a world of distrust and big tech
As trust of big tech continues to drop, companies should consider collaborating and investing in their vertical with other organizations rather than just trying to outperform them. Continue Reading
-
Feature
18 May 2020
Customers expand IT capabilities for business in the new normal
The pandemic has sparked new directions for Insight Enterprises' project work. Clients are looking to build IT capabilities for unique types of business problems. Continue Reading
-
Feature
13 May 2020
RPA adoption to expand amid business resiliency needs
Leslie Joseph, principal analyst at Forrester, expects a surge in RPA demand, with financial services, manufacturing, energy and utilities, and logistics outpacing other verticals. Continue Reading
-
Feature
27 Apr 2020
Partners donate technology, services to pandemic relief
IT services companies are contributing a mix of advice and cloud offerings to help research groups and other organizations battling the COVID-19 pandemic. Continue Reading
-
Feature
24 Apr 2020
Healthcare cloud adoption may be turning another corner
Healthcare cloud adoption has grown at a relatively slow pace, but experts say the tempo is poised to speed up. Learn how channel partners can support hybrid cloud environments. Continue Reading
-
Feature
22 Apr 2020
Accenture: Industrial digital transformation needs leaders
Leadership and execution are the keys to overcoming the potential pitfalls of industrial digitization, a process that redundant technology can hinder. Continue Reading
-
News
15 Apr 2020
SADA, Google partner on disease surveillance system
An infectious disease surveillance portal incorporates a mapping application from SADA Systems and visualization technology from Google's recent Looker acquisition. Continue Reading
-
Feature
18 Mar 2020
ServiceNow implementation upgrades reinsurer's finance unit
In 2017, Accenture embarked on an unconventional ServiceNow deployment on behalf of global reinsurer Scor. Learn how the implementation helped modernize Scor's finance department. Continue Reading
-
Feature
15 Jan 2020
How NWN enabled an N.C. town's digital initiatives
Since 2007, technology services provider NWN has been helping the town of Cary realize its digital aspirations and modernize its IT. Get insight into their enduring partnership. Continue Reading
-
News
09 Jan 2020
IT services acquisitions get early 2020 start
Perficient, Quisitive and Ahead hit the acquisition trail early in 2020, purchasing vertical expertise, software development skills, tech platform experience and geographic reach. Continue Reading
-
Feature
20 Dec 2019
FedRAMP authorization and the quest for a better process
Service providers and consultancies are among the organizations attempting to build a better way to get cloud-authorized under the government's FedRAMP program. Continue Reading
-
Blog Post
26 Nov 2019
Consultant's free FedRAMP readiness assessment tool gets early looks
ISVs have struggled with the cost of the government's cloud security process, but a consulting firm aims to make the FedRAMP readiness assessment task a bit easier. Continue Reading
-
Blog Post
31 Oct 2019
DoD JEDI contract: Following old plot lines?
The recently awarded DoD JEDI contract is a new story that nevertheless recalls a much older chapter in federal IT contracting. Continue Reading
-
Feature
11 Oct 2019
Media and entertainment cloud use poised to shake up industry
The media and entertainment industry is moving workflows to the cloud in a dramatic cultural shift. InterVision's Ray Panahon sheds light on this development. Continue Reading
-
Feature
26 Sep 2019
Sales verticals and how MSPs can target them
Selling to vertical markets can seem like a daunting prospect for managed service providers. Read on for six tips to get you started on a vertical sales journey. Continue Reading
-
Feature
29 Aug 2019
Develop a channel sales strategy for smart city projects
Channel partners can find roles in smart city initiatives by providing IT expertise, but firms should understand the challenges that government customers face before making a play. Continue Reading
-
Blog Post
30 Jul 2019
Smart regions emerge as channel partner opportunity
Smart regions, which seek to unite neighboring cities and towns around joint smart city projects, have begun taking shape across the U.S. A pioneering force behind the emerging smart region trend ... Continue Reading
-
Tutorial
28 Jun 2019
What is EHR technology and why is it important?
Electronic health records are an important part of health IT, and the meaningful use program provides financial incentives for providers to adopt EHR technology. Continue Reading
-
News
28 Jun 2019
Tata Consultancy Services launches center for retail transformation
Retail digital transformation is a key focus of a newly launched innovation and research center that Tata Consultancy Services unveiled in New York; more news from the week. Continue Reading
-
Feature
24 Jun 2019
DXC enables speedier autonomous vehicle development at BMW
Channel firms are playing a role in visionary initiatives that could redefine customers' products and services. Read how DXC is helping BMW drive autonomous vehicle development. Continue Reading
-
Feature
31 May 2019
Wipro evolves AI capabilities to maintain competitive edge
Wipro continues to invest in an AI-first approach to data and analytics. Learn about Wipro's strategy, which includes a framework for using AI across the data and analytics value chain. Continue Reading
-
Blog Post
26 Apr 2019
Logicalis highlights IT trends in education vertical
Logicalis' work in the education vertical market is shedding light on emerging IT trends in K-12 and higher education. The New York-based IT solution and managed services provider runs a government ... Continue Reading
-
Feature
24 Apr 2019
Manufacturing AI projects open partner opportunities
IT consultants and integrators could see increased business in manufacturing AI, but they will need to overcome data quality problems and cultural issues along the way. Continue Reading
-
Feature
19 Apr 2019
Google Cloud partners back company's industry shift
Google Cloud Premier Partner companies view the company's newly articulated vertical market strategy, which targets six industries, as a positive development. Continue Reading
-
Feature
08 Mar 2019
Hosted private cloud speeds Epic EMR system rollout
A healthcare firm faced the daunting deadline challenge of deploying an Epic EMR system in eight months. US Signal's hosted private cloud helped the client beat the clock. Continue Reading
-
Feature
27 Feb 2019
CodeObjects taps Watson AI capabilities to develop chatbot offering
When a Florida-based insurance firm needed help handling surges in call-center volumes, it piloted InsurBot.ai, a chatbot that employs IBM Watson technology. Continue Reading
-
Feature
19 Feb 2019
AI applications in healthcare grow, opening channel prospects
The hype around AI applications in healthcare spans decades, but the latest wave of AI tech suggests real-world traction. Firms like Perficient are using AI in their offerings. Continue Reading
-
Feature
02 Nov 2018
What HR leaders must know about blockchain for recruitment
Could blockchain -- with its ability to validate facts and transactions -- promote efficiencies in recruitment and other areas of concern for CHROs and their recruiting teams? Here's a look. Continue Reading
-
Tutorial
26 Oct 2018
Blockchain: Oil and gas emerges as consulting market
Blockchain opportunities in the oil and gas sector are beginning to surface, attracting the attention of consulting firms and integrators such as Accenture, Deloitte and Quisitive. Continue Reading
-
Feature
15 Oct 2018
IBM Planning Analytics opens partner opportunities in retail vertical
Channel firms in the retail sector are uncovering opportunities to modernize customers' analytics processes. Read about eCapital Advisors'work with retailer Allen Edmonds. Continue Reading
-
Blog Post
02 Oct 2018
Virtual reality golf brings Trace3 into greenfield project
A virtual reality golf center called on solutions provider Trace3 for technology infrastructure assistance with a greenfield deployment. Continue Reading
-
News
19 Sep 2018
Life sciences cloud: Accenture, Merck, AWS team on platform
Accenture, Merck and Amazon Web Services are collaborating on a life sciences informatics platform that addresses key process bottlenecks in pharmaceutical research and development. Continue Reading
-
Opinion
06 Sep 2018
Microsoft Azure Sphere marks turning point for IoT in manufacturing
A new phase for the industrial internet of things: Microsoft Azure Sphere signals a transition from IoT experiments to business outcomes in the manufacturing vertical market. Continue Reading
-
Feature
04 Sep 2018
How to develop IT services for healthcare vertical opportunities
When it comes to vertical markets, healthcare offers a wealth of opportunities for MSPs. IT services providers share tips for building a healthcare-focused practice. Continue Reading
-
Feature
22 Aug 2018
Partner opportunity: Biometrics tools expand vertical scope
Biometrics in healthcare, financial services, retail and the automotive industry will be opening opportunities for IT services companies deploying this layer of security. Continue Reading
-
Feature
22 Aug 2018
Hyper-converged infrastructure solutions boost channel
Hyper-converged infrastructure technology has become a core part of channel partners' technology portfolios, but customer requirements still call for traditional storage gear. Continue Reading
-
Feature
16 Aug 2018
Drone services market requires vertical skills
Commercial drone services are in high demand across such vertical markets as agriculture, construction and telecommunications, requiring service providers to specialize. Continue Reading
-
Blog Post
13 Aug 2018
Accenture bolsters smart connected products business
Accenture aims to bolster its smart connected products business through the acquisition of two companies in the product innovation space. Continue Reading
-
News
03 Aug 2018
VR in real estate has mainstream potential for IT resellers
Growing interest in AR and VR in real estate could open doors for channel partners, according to Ingram Micro; other IT channel news from the week. Continue Reading
-
News
18 Jul 2018
Microsoft Inspire 2018: Industry focus, co-selling among top trends
At Microsoft Inspire 2018, the software giant emphasized its industry focus and asked partners to develop solutions that build on its Microsoft Azure platform and other core offerings. Continue Reading
-
Feature
05 Jul 2018
Public sector technology: New FY brings IT uncertainties
State government IT could run into shifting priorities with 36 governorships in play this fall, but areas such as cloud are expected to see public sector technology investment. Continue Reading
-
Feature
20 Apr 2018
Expect 5G infrastructure to generate new wave of channel opportunities
It's time to think about 5G. The widespread rollout of 5G infrastructure is likely to create new prospects for channel-provided solutions and services, industry experts say. Continue Reading
-
Feature
06 Apr 2018
Digital transformation for insurance firms drives IT business
IT service firms are finding new opportunities as insurers pursue digital transformation initiatives and deploy emerging technologies such as robotic process automation. Continue Reading
-
News
16 Mar 2018
Accenture-Disney deal: Blockchain at the movies
A recently revealed Accenture-Disney alliance aims to apply virtual reality, machine learning and blockchain in immersive entertainment and film production; other news. Continue Reading
-
Feature
30 Jan 2018
Cloud for healthcare: What is the role of IT channel firms?
Healthcare providers are under greater pressure to pursue digital transformation this year. Learn how partners can aid cloud for healthcare initiatives. Continue Reading
-
News
01 Dec 2017
Digital transformation: Services firms may find work across verticals
An Ovum survey paints a picture of opportunity for IT services firms: Only a handful of IT execs believe they have fully realized digital transformation; other news from the week. Continue Reading
-
Feature
29 Sep 2017
Federal IT budget: Look for security, cloud spending in 2018
Industry executives cited an uptick in federal IT procurement activity during the government's fiscal fourth quarter and expected FY 2018 to feature security and cloud investments. Continue Reading
-
Answer
17 Aug 2017
Gamification techniques for your financial services clients
Here are three tips for channel companies looking to help financial services and insurance clients adopt gamification as part of their overarching digital business strategies. Continue Reading
-
Answer
17 May 2017
Four tips for selling to the manufacturing vertical
Channel partners can succeed in the manufacturing market if they properly plan and initiate their relationships with customers in this industry segment, writes Mike Bloomfield. Continue Reading
-
Feature
21 Mar 2017
Hospital uses intelligent virtual assistant for more accurate order entry
When physicians juggle a lot of tasks, they can forget to place a necessary order. Artificial intelligence is helping one hospital system remedy this and avoid medical mistakes. Continue Reading
-
News
16 Feb 2017
Connected medical devices spark debate at RSA Conference session
An RSA Conference session on a new attack on connected medical devices led to a spirited debate on vulnerability disclosure and manufacturer responsibility. Continue Reading
-
Tip
31 Jan 2017
Artificial intelligence makes scanning medical records easier
Medical-records scanning can be costly and time-consuming for healthcare organizations that want to go paperless. Artificial intelligence can ease the process. Continue Reading
-
Tip
30 Jan 2017
How lean production systems cut the fat out of manufacturing, ERP
From its introduction, the lean approach has influenced manufacturing efficiency, and ERP systems have incorporated its concepts to a greater and greater degree. Here's a look at how lean and ERP have grown increasingly intertwined. Continue Reading
-
Tip
25 Jan 2017
How supply chain partners can help create IoT adoption success
IoT adoption tends to be an organic, step-by-step undertaking for enterprises -- but a coordinated effort between partner companies can improve the supply chain faster and more economically. Continue Reading
-
Feature
24 Jan 2017
Interoperability may be in sight as Epic and Cerner work together
As two of the largest EHRs in the healthcare space, Epic and Cerner have often appeared to be at odds with each other. But that seems to be changing via an ONC initiative. Continue Reading