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About A Smart BearMid-sized companies: Small enough to have small budgets, big enough for bureaucratic nightmares.
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A Smart Bear · Jason Cohen
articleprincipleSource excerpt
About A Smart BearMid-sized companies: Small enough to have small budgets, big enough for bureaucratic nightmares.
This is a limited feed-provided excerpt, not the full original work.
Apollo layer
Don’t assume the mid-market is an easy bridge between SMB and enterprise. Customers may bring enterprise-like procurement and service complexity without budgets large enough to support that cost-to-serve.
A segment can look attractive by company size yet produce weak margins and slow growth if bureaucracy lengthens sales cycles and raises operating costs. Segment choice should reflect buying complexity and unit economics, not headcount alone.
For your target mid-market customer, compare expected contract value with the full burden of selling, onboarding, customization, compliance, support, and renewal. Does the segment still offer attractive economics?
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