Master agents and their sales partners became business owners when they pivoted from their careers with a carrier, vendor or company.  A pathway to success was to stay focused on a specific area of expertise so they could sell what they knew, develop a recurring revenue stream and bring in consistent commissions.  However, many of these channel businesses continued to “stay in their lane” even as the markets begin to evolve around them as the Cloud, Internet of Things, and cyber security began to permeate the marketplace.