Mid-Market

Companies between SMB and enterprise in size, big enough to need a sales conversation but without the full procurement gauntlet of large enterprises. A middle sweet spot for many startups.

Why it matters

Mid-market can offer the best of both worlds, meaningful deal sizes without enterprise-length cycles. Many B2B startups find their most efficient growth here before moving up or down market.

For example

A startup targets 200-to-1,000-person companies, big enough for a 10-lakh deal but without the year-long procurement of a giant enterprise.

Go deeper

Founding Sales: The Early-Stage GTM Handbook Pete Kazanjy · guide Mid-Market in context: the free handbook on running early-stage sales as a founder, from first outreach to a repeatable motion. Open foundingsales.com →

Related terms

Also in Starting Up

See how founders actually handle this on Getting your first customers, part of the Starting Up hub.

eChai Partner Brands The partnership →