Over the course of the past few weeks, Adam Knudsen and I have laid out some foundational information about what Managed IT opportunities look like. We’ve discussed the various solutions and services in a strong Managed IT portfolio, and we’ve also discussed some great entry points for sellers of traditional telecom services.
But if there’s one thing to take away from this last webinar that concluded the Managed IT series, it would be this:
Research your customer, the vertical markets they serve, and begin an open conversation about fixing broken business processes.
So much of success in life comes down to two people connecting over something. If you do your research on the verticals your customer serves and come armed with stories about businesses in the same field and of a typical size, you’ll be able to gain real traction when you discuss an opportunity where a Managed Services solution is a fit. Don’t assume that you know your customer’s business and the problems they are facing. Instead, begin from a place of true discovery, asking as many questions as you need to get a complete picture of their stress points and trouble spots.
In our most recent webinar, Adam and I look at four vertical markets:
- Banking, especially smaller and regional banks
Our webinar contains a great deal of information about common pain points within each of these vertical markets and information about the types of Managed IT capabilities that can be part of the solution. I think a common takeaway from all these verticals is that while they have different definitions of who the technology “user” is and the different types of compliance requirements at play, at the end of the day it’s about optimizing business so people can do what they do best: get to work.
Research never ends. If you’re interested in learning more about the vertical markets we discussed, watch the recorded webinar here:
About the Author
Dave Landsberger is a sales trainer at TBI. He designs content and delivers sales training to support TBI’s sales campaigns. Dave develops training programs that foster a culture of continuous learning to ensure the maximum effectiveness of TBI’s sales efforts. You can contact Dave at firstname.lastname@example.org or connect with him on LinkedIn here.