http://myeducatedguess.blogs.techtarget.com/2006/09/07/targeting-the-midmarket/ Marketing Answers for IT Tue, 24 Nov 2009 10:32:01 +0000 http://wordpress.org/?v=wordpress-mu-1.0 http://myeducatedguess.blogs.techtarget.com/2006/09/07/targeting-the-midmarket/#comment-331 Mon, 11 Sep 2006 21:07:00 +0000 http://myeducatedguess.blogs.techtarget.com/2006/09/07/targeting-the-midmarket/#comment-331 I've seen the definitions of mid-market vary quite a bit, but I've used the $50 of $100M to $1B range. I've found that the trick with mid-market is getting salespeople to want to sell there. Some "enterprise" sales folks seem to want the bragging rights that come withselling to big name logos. It just doesn't seem to count as much if no one has heard of your customer. Yet mid-sized firms often bring the healthiest business: greater loyalty, less apt to do price squeezing and make other unreasonable demands. Go figure! I’ve seen the definitions of mid-market vary quite a bit, but I’ve used the $50 of $100M to $1B range. I’ve found that the trick with mid-market is getting salespeople to want to sell there. Some “enterprise” sales folks seem to want the bragging rights that come withselling to big name logos. It just doesn’t seem to count as much if no one has heard of your customer. Yet mid-sized firms often bring the healthiest business: greater loyalty, less apt to do price squeezing and make other unreasonable demands. Go figure!

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