2. Vertical And Horizontal Market Approach

Vrsic said one big trend for channel partners in the mobile device management market is to have both a knowledge of specific vertical markets and broad horizontal knowledge. Customers are looking for resellers that have that general knowledge, but also understand their specific industry, she stressed.

"Many vertical-based resellers are diving even deeper into their verticals, but also being forced to get some general understanding of other markets they may not be familiar with," said Vrsic. "And those who just deal with general markets now have to focus in verticals."