Traditionally, horizontal sales ruled the channel roost, with resellers selling across markets to accountants, dentists, retailers or even governments.
In fact, the buyer didn’t matter because irrespective of whether it was manufacturing, education or insurance industries, everyone was a customer.
It’s a model that has served the channel well for many years – contributing to the rise of some of the country’s leading resellers – but today, the tide is turning.
The latest line of vendor rhetoric advocates specialisation, championing a channel that focuses on a core market segment, delivering tailored services on a recurring basis.
The notion of “being everything to everybody” is diminishing fast in Australia, with those continuing down the path of commoditisation feeling the full brunt of industry change.
But in stepping back from the chaos, those who dig deeper, naturally find the gold.
While it was easier to shift products across a range of industries, the services sell requires a much deeper touch – requiring partners to assemble solutions unique to specific market needs.
Whether it through actually speaking the language of that industry, providing a complete suite of applications and services or developing consulting capabilities, value is to be had from a vertical- focused approach.
Outlined by a collection of four in-depth interviews this month, this issue shines a spotlight on the vertical visionaries lighting up the local channel.
As a result, here’s a quick run through of what to expect in the October issue of ARN Magazine:
An enterprise approach to education
Increased student demand is creating a customer-orientated higher education marketplace – KPMG Technology Advisory lead, Richard Marrison assesses the impact.
Probing the Public Sector
Technology deployments in government differ from traditional private sector practices – Deloitte Australia national consulting public sector lead, Ellen Derrick, outlines the differences.
Why saying No builds trust in finance
Saying ‘no’ to some of Australia’s largest banks can be a good thing for technology implementation partners – The Missing Link security manager and director, Aaron Bailey, explains why.
A clean bill of channel health
Today, healthcare represents a core part of the channel arsenal for resellers – BEarena managing director, Darren Ashley, documents its potential.
Tech Data in town...
After years of speculation, Tech Data finally signalled its intention to touch down on Australia shores – Tech Data CEO, Bob Dutkowsky, outlines what makes the distribution giant tick.
ARN Hall of Fame - Laurence Baynham
Fresh from being inducted into the ARN Hall of Fame, Data#3 CEO, Laurence Baynham, outlines his route to the top.
ARN ICT Industry Awards 2016 - Meet the winners...
ARN honoured the industry’s finest on a landmark evening for the Australian channel, as the tenth ARN ICT Industry Awards went off in style in Sydney.
How can partners maximise mobility?
ARN recently assessed the channel’s most lucrative mobility-orientated opportunities, uncovering the art of creating viable mobile strategies.
Accentuate the vertical
As IT buying moves up the chain to line of business decisions, partners are in a position to capitalise.
Gut or gigabytes? Analysing the impact of analytics
As analytics continues to invade the enterprise, PwC explains why Australia still remains in the early stages of adoption.
Understanding the impact of the sharing economy
Customers are rapidly turning into competitors. Gartner asks - “Is your business prepared?”
Partner round-up - Coastal NSW
ARN explains why resellers are closer to the customer in coastal New South Wales.
The Hot List
ARN at partners on the upward move – these are the companies to watch.
Building a business continuity channel plan
Back-up and business continuity are fundamental in any business strategy - ARN examines how this translates in the channel.
ASI Solutions managing director, Nathan Lowe, provides a partner perspective on how the channel can maximise the need for greater business continuity.