Can a channel pro be all things to all people? Perhaps. Will it be as profitable as specializing in a few industries or technologies instead? Probably not, based on what SYNNEX and Tech Data see in their most successful resellers.
“Don’t try to be everything,” Stegner says. “That’s hard.” Better to become the go-to leader in a few core areas instead. “Look at your market, look at your strengths, pick out maybe some key verticals that you think would be good, and become the expert in those,” Stegner advises.
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