Welcome to the first in a series of ARN special guides focused on vertical market opportunities.
As the technology market continues to evolve, becoming ever more services-based and application driven, the need for a deep understanding of individual customer requirements in growing.
The skill sets that channel organisations develop through the increased need to meet these requirements will in turn see many developing strong customer bases in particular vertical markets whether it be government, education, retail, finance or even a smaller industry where they can become more prominent players.
ARN's special guides will attempt to help the channel address these opportunities by assessing what technologies are hot in particular verticals, identifying applications that address specific issues within that market and talking to the people responsible for buying and implementing technology within those fields.
We start this series with healthcare, which is surely the most under-serviced of all the major industries in terms of technological deployment, and yet it is perhaps the best example of where technology can have a positive impact on the general quality of life in our society.
The following pages will look at the challenges associated with selling into healthcare, paint a vision of where the industry is headed and ask what channel players need to do to get a piece of the action.
Anybody interested in making a quick buck should probably turn their attentions elsewhere but, for those willing to stay in it for the long haul and establish a reputation in the industry, healthcare will present major opportunities in the years ahead.