The inverse of the statement that the big do very well is that the small do really badly. And while the market may not be rigidly delineated along those lines, it’s clear that small VARs are looking for safety. However, it’s probably more accurate to say, the mid-size do well, because there’s some talk that the giant VARs aren’t as strong. But in the in-between category is a company like Atlanta-based Ibis, whose owner, Andy Vabulas, reported that it had a 30 percent increase in revenue for 2010, around $17 million. Two factors stood out: the addition of Dynamics AX, whose higher price points are going to raise revenue if you can sell, to the previous lineup of Dynamics GP and CRM. The other was “basic blocking and tackling.”