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Good revenue opportunities are typically tied to solution areas with the most complexity, and digital transformation certainly fits that category, McBain says. To capitalize on this opportunity, layer a vertical specialty like healthcare or a technology specialty such as AI or Internet of Things on top of a technology stack, and become highly skilled. “Instead of 17 percent margin, [you’ll] find 40 to 75 percent margin. And the demand far out outstrips the supply today for good people,” McBain says.
His final caveat: Go for singles, not home runs. Study the ecosystem, the influencers, the emerging “shadow” channels, and the new buyers. Then, he says, “Go back to executing one by one.” From there, your heat map will grow.
Want more of McBain’s wisdom on profiting from digital transformation? Register now for ChannelPro’s free “New Services. New Opportunities. More Profits” online summit event. McBain’s detailed, insight-laden presentation on “How ‘Digital Transformation’ Generates High Margins from Cloud, Mobile, and Other Solutions” is the keynote.
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