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Working With the IT Services Ecosystem

The first thing a new ISV, reseller or MSP needs to know is what their target market is. The second thing they need to know is their exit strategy.

As for the third and fourth through 100 things in between, just ask Sandeep Bhanote, CEO of Global Bay Mobile who figured out those things early. He not only identified healthcare and retail as key verticals for his company, he also figured out a viable exit strategy when his company ceased going it alone and got scooped up by Verifone and he became general manager of VeriFone's Mobile Retail Systems business.

It's all about ecosystems, he said, when it comes to marketing channels and automated processes and reporting.

In a Managed Service Provider podcast that can be found here, Bhanote explained that his role is to recruit and build a world-class organization and look at how to make money for "everybody on the table." Frankly, it's exactly what MSPs, resellers and SMBs and enterprise clients they serve should be in business to do.

With more third-party operators working with SMBs from a mobile perspective and leveraging partners all the way across the ecosystem, Bhanote offers this advice: "You're not going to replace a system, you're going to go and be a part of a system. Figure out how you can play in that ecosystem and put together a solution, which compliments it and then market it with a channel and that's the best way to do this."

Posted by Jabulani Leffall on December 12, 2011


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