By 2020, according to some market forecasts, IoT spending will generate more than $1.7 trillion in sales and drive multiples more in economic activity. Conventional technology vendors and their resellers see tremendous opportunity in these trends, which mean selling more of the products and services they currently offer. Technology vendors will need “Specialized Channel,” market specialists that understand the unique needs of the target customer and how to best incorporate technology into operational systems. Through new channel relationships, vendors will tap into emerging market opportunities.
The 2112 Group spent the past six months studying and evaluating the emergence of Specialized Channels. What we found is that the channel is evolving to take on “partners” beyond technologists, incorporating more business professional services and vertical manufacturers as value-add players in the go-to-market equation.
In Understanding & Leveraging Specialized Channels, 2112 defines the Specialized Channel and how technology vendors will engage with new and emerging partners.
The full report examines:
- Three Types of Technology Partners
- Why Engage in Specialized Channels
- Types of Specialized Channel Relationships
- Attributes Technology Vendors Seek in Specialized Partners
- Factors that Drive Specialized Channel Performance
- And more…