5. In Vertical Sector, Some Specializations Are Hot, Some Are Not
VARs who specialize in communications, retail point of sale and federal government serve mostly Fortune 500 customers.
Solution providers focusing on construction, recreation/hospitality and insurance, report large business (between 1,000 and 9,000 employees) make up most of their customers.
Those targeting pharmaceutical, defense and utilities say they cater generally to midsize business (500-999 employees) is expanding the fastest.
Integrators providing educational solutions for both K-12 and higher education, as well as health care solutions see lower midsize businesses (100-499 employees) making up most of their client bases.
Finally, VARs in manufacturing, insurance and K-12 education report working largely with small customers (less than 100 employees).