Most technology providers have built their business by working with every conceivable type of business. To adapt to changing service models, vendors and channel leaders are strongly recommending vertical focus. The advice is, in large part, based on the way customers search for technology solutions on the internet. Your potential clients are getting more and more specific, looking for service providers that understand their industry.
The great news is that a shift to an industry-specific focus doesn’t mean that you have to leave the rest behind. There is no reason to stop building your regional business through local targeting and face-to-face networking. But the internet has opened up the opportunity to build connections within industry communities that will expand your horizons and extend your business.