Vertical alignment
Vertical alignment is the practice of building sales strategy, coaching, and expertise around a specific industry vertical rather than applying one generic playbook across every market. A vertically aligned partner knows the buyers, the procurement paths, the competitive landscape, and the market forces of the industry it serves, so its guidance reflects how deals in that vertical actually move.
Why it matters
Coaching lands differently when the coach has lived the vertical. The Vitality Index is supported by vertically aligned experts who coach account managers to partnership, so the plays and the guidance fit the market the rep sells into.
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