According to McBain, today’s new buyers are looking for hyper-specialized skills focused on business outcomes. “Every customer [that] is part of a digital transformation ends up buying a foundational product and probably six other layers on top,” he explains.
Data from Forrester shows that 80 percent of salespeople aren’t specialized enough though. “You’ve got to realign how your technology’s applied and talk about becoming hyper-specialized. Really build your intellectual property,” McBain says. As an example, he continues, a vendor may be looking to partner with an MSP that specializes in midsize medical clinics in Upstate New York and has 80 percent of that market share. “Start in a very specific part of the heat map and grow out from there,” McBain counsels. “The companies that are having the most success today in digital transformation are doing exactly that: 80 parts execution, 20 parts strategy and planning.”
More Galleries like This
Jay McBain, principal analyst for global channels at Forrester Research, outlines 10 ways VARs, MSPs, solution providers, and system integrators can make money with the Internet of Things today.
Many potential dangers are just a download away. You may want to check their smartphones for adult apps or apps they could be misusing ... if you dare.
From meditation to yoga to sleep strategies, your smart devices can deliver some "you" time.
In case of emergency, you may want to have one of these lifesavers stashed in your pocket.