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Industry-specific solutions that connect digital capabilities to real-world challenges are critical factors in the transition from digitalized to digitally transformed organizations. In the past few years, globally, a clear trend has emerged of offering cloud solutions for vertical industries. Financial services, healthcare, and industrial equipment manufacturers have witnessed high adoption of such solutions. Cloud defines new ways to use technology to create and deliver faster business response times, greater process efficiency, and new product/service offerings. Cloud, therefore, becomes very relevant to non-technical managers, expanding the buying group that channel partners need to address, ideally through vertical cloud solutions. The channel's most significant opportunity is in meeting buyer needs, and that requires that the channel partner plot a path that is attuned to buyers.
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