Top 20 Tech and Channel Trends of 2009

  • By

    Lawrence Walsh

    | Posted 2010-01-04

11. Let’s Get Vertical
Marketing maven Geoffrey Moore said the fastest way to build a business is by targeting a community of peers that you can develop a transferable expertise and gain the recommendations within a close-knit industry. In 2009, vendors and solution providers sought to leverage that strategy to build out their beleaguered businesses by targeting growing verticals. The high-value targets: health care, education and government, which were receiving billions of dollars in federal stimulus assistance and undergoing rapid modernization. Vendors created special programs and incentives to help solution providers align with key verticals. Industry groups held seminars on strategies and best practices for entering a vertical market. And solution providers eagerly sought the experience of their peers to better understand vertical marketing and sales. Vendors have talked about vertical alignment for years, but 2009 is the year where they made it a priority.

>> Oracle Says Specialization Program to Benefit Channel Partners

>> Managed Services: Top Vertical Markets for 2009

Lawrence Walsh Lawrence Walsh is editor of Baseline magazine, overseeing print and online editorial content and the strategic direction of the publication. He is also a regular columnist for Ziff Davis Enterprise's Channel Insider. Mr. Walsh is well versed in IT technology and issues, and he is an expert in IT security technologies and policies, managed services, business intelligence software and IT reseller channels. An award-winning journalist, Mr. Walsh has served as editor of CMP Technology's VARBusiness and GovernmentVAR magazines, and TechTarget's Information Security magazine. He has written hundreds of articles, analyses and commentaries on the development of reseller businesses, the IT marketplace and managed services, as well as information security policy, strategy and technology. Prior to his magazine career, Mr. Walsh was a newspaper editor and reporter, having held editorial positions at the Boston Globe, MetroWest Daily News, Brockton Enterprise and Community Newspaper Company.

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