Selling To Vertical Markets In 2016 - The Channel Company · 2016-08-25 · Insurance Market...
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® Selling To Vertical Markets In 2016
Transcript of Selling To Vertical Markets In 2016 - The Channel Company · 2016-08-25 · Insurance Market...
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Selling To Vertical Markets In 2016
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Vertical Forecast Segmentation
Source: Gartner Market Definitions and Methodology; Vertical Industries
• 11 Primary Vertical Industries
• 35 Secondary Vertical Industries
• Forecasted to increase IT spending by 1% in 2016 to reach $2.7 trillion and will increase 2.8% over the next five years to $3.1 trillion by 2020
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Worldwide IT Spending Forecast
• Gartner has revised it’s forecast of worldwide IT spending from -0.5% to 0.0%. This increase is mainly due to currency changes.
• While the total spending did not change much, there were many changes in the segments' 2016 constant-currency growth rates:
o The device segment has revised 2016 constant-currency growth down 2.2% from the 1Q16 update to its new projected growth of negative 3.6% in 2016.
o The software segment has revised 2016 constant-currency growth up 1.2% from the 1Q16 update to its new projected growth of 7.0% in 2016.
o The IT services segment has revised 2016 constant-currency growth up 0.9% from the 1Q16 update to its new projected growth of 4.7% in 2016.
Source: Gartner Worldwide IT Spending Forecast
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Vertical Industry Market Model
Banking Segment:• Banks in mature economies will dedicate an average of 15% to
20% of their IT budget on digital banking initiatives through 2019.
Communications, Media and Services Market Segment• Through 2019, enterprise adoption of digital business strategies, as
well as reliance on the Internet, mobile, cloud and telecom connectivity, will drive a 5% to 10% increase in IT investments for communications service providers and IT services firms.
Healthcare Market Segment• Demand for achieving efficiency and providing transparency in
care will propel healthcare providers to increase investment in technology by 3% to 5% through various organizational and government e-health initiatives.
Insurance Market Segment• Through 2019, insurers will increase spending on technologies that
improve their ability to access and leverage data capability by between 6% and 7%.
Source: Forecast Overview: Enterprise IT Spending Across Vertical Industries, Worldwide, 2015 Update
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SMB Top Priorities in the Digital Business Transformation
Source: Forecast Overview: Small-and-Midsize-Business IT Spending, Worldwide, 2016
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Sales Verticalization as a Strategy
Successful partners don’t sell Hosted UC! They sell the customer a solution with a business outcome
• Focus on the type of customer and their use of the products.
o What features are most important and useful to the customer?
o What language or words do they use in their vertical to describe a feature?
• Determine the right “Bundle” of features that match the use case
o You don’t have to rely on the provider to create the bundle – Create your own!
• Price is important, but cheap has never solved a business problem
o Customer’s will always pay more for a solution that solves their problem
• What is the biggest impact the solution will provide (beyond saving $$)
o What business outcome (think in terms of their revenue) can you provide?
