SMB

Also called Small and Medium Business

Small and medium businesses: customers smaller than enterprises, typically bought with shorter cycles, lower prices, and lighter processes, often through self-serve or light-touch sales.

Why it matters

SMB customers are faster and cheaper to win but churn more and pay less, so the model relies on volume and efficiency. Whether you target SMB, mid-market, or enterprise shapes your entire go-to-market.

For example

A startup sells a 2,000-rupee-a-month plan to small businesses through self-serve signup, winning on volume rather than big deals.

Related terms

Mid-Market Enterprise Sales Sales Motion

Go deeper

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

eChai Partner Brands