By Amy Weiss, BPO Media – “Taking a vertical approach to sales” is a common refrain among channel partners – but why? What is the benefit of target-specific sales versus a one-size-fits-all approach, and what do you need to know to be able to do it?
Verticals can be both a treasure trove and a minefield; laden with opportunities but also full of potential danger zones if you’re not fully aware of what is involved with those verticals — compliance, regulations, and standard operating procedures can all vary widely from one to the next, and knowing the intricacies of each is critical.
While there are numerous verticals that can be of interest to the channel, we’ll focus for the moment on three that offer particularly good opportunities for channel partners: financial, health care and education. What are the main things to know about each, and what is the opportunity?