Digital integrator businesses are typically small, says Schwab, usually employing no more than 20. He sees this as part of their competitive advantage for the home market and that large organizations divide for the task.
"Smaller organizations are more adept and nimble to deal with the consumer markets, at the same time, there are some larger entities that have basically delineated their organizations, and have one organization that sells corporate and one organization that sells into the SOHO market," he says.
For Donohue, the move into integration is a matter of adapting to the changing climate of his traditional business. "I don't think there's much demand in the business side anymore for people like me and that's why I want to move into the home market," he says. "I'm used to going in and putting in a system and making a chunk of money; those days are gone. So you go into the home market. You won't be able to make the same amount of money you can on a business installation, but for a couple of them, you could probably do the same thing."