All market segments have room to grow, both in terms of account-level penetration, as well as additional products and increased participation at the employee level. Unless you are one of the largest national brokerage/consulting houses, any segment can provide opportunity far into the future. Still, that doesn’t mean that each segment will be equally easy to exploit and master. Look at the chart below to see a few key characteristics by account size.

The markets in the middle (100 to 2,500 lives)

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