Specialism is the hallmark of many of the firms ranked in CRN 'Next 100' resellers.
In the final part of this video series, we talk to a selection of Next 100 firms about what's driving the need to specialise more.
In the video, Andy Griffiths, business development director at Q Associates, puts the trend down to the proliferation of the technology landscape.
"The increase in new technologies that have emerged over the last five years has played into the hands of specialist VARs. If customers aren not familiar with the technology they look to invest in then specialitst VARs can help them make the right decision," he said.