How Do You Know When It's Time to Specialize?

Is it more common for an organization to specialize by latching under their channel partners next or to specialize by the types of industries next? I don't think that companies look towards managed service providers to figure out how to implement those tools because they're much more front end focus, not like network and infrastructure focus. The other way that you know that there's a trigger is sometimes you can actually get commitment out of big companies or organizations before you actually have certain product functionality.