Midmarket Vendors

Are you a supplier, advisor or service provider to the middle market?  Midmarket companies exist in every country and industry.  Companies with revenues between $5M and $1B, and with 100 to 5000 employees fall into the midmarket.  

Are you trying to figure out how to find midmarket companies, segment them and find the right prospects for you?  Are you trying to figure out their typical needs and challenges (use the Challenge Finder), identify the key decision makers, how to get to them, and make a case to them?  And all this, while making viable margins for your business?  

The mission of this portal is to help vendors understand the issues of the midmarket and connect with them to transact commerce - win-win for both parties.  

START BY CLICKING ON ONE OF THE DOORS AT THE TOP OF THIS PAGE.  You can become a member of the Midmarket Institute and access members-only content and become part of the community discussions at http://www.midmarket.org/membership/midmarket-vendors.

 

 

IMPORTANCE OF MIDMARKET

Midsize companies comprise a small percentage of companies in any economy and yet make outsized contributions to GDP and employment.  Midsize companies account for just 3.2% of all companies in the U.S. and yet provide 34% of all jobs, 31% of all revenue and 44% of all the jobs growth in the U.S.

  1. Midmarket companies have more room to grow (revenues and jobs) than larger companies

  2. Midmarket companies have strong roots in their communities

  3. Midmarket companies tend to add most jobs in the domestic market

  4. Midmarket jobs are more sustainable than those at larger and smaller companies

  5. Midmarket companies tend to have domestic suppliers rather than foreign ones - and tend to stay with their supplier longer than many larger companies do

  6. Midmarket companies build strong vibrant communities around them

Midmarket companies are the 'engines of any economy.  Nurturing and supporting these companies - to survive and to grow - is good for the country and good for you. You may not have heard of them but we wouldn't have much of an economy without them. 

MIDMARKET AT-A-GLANCE

Midsize companies - too large to be small and too small to be big - account for just 3.2% of all companies in the U.S. These 195,000 companies provide 34% of all jobs, 31% of all revenues and 44% of all non-government jobs growth in the U.S.  Here are some more facts about the midmarket in the United States:

 

  1. The revenues of the US midmarket exceed the GDP of Germany and Mexico combined. 
  2. If the U.S. midmarket was a country, it would be the fourth largest economy in the world
  3. 1 in 4 Big businesses were midmarket companies five years ago (e.g., Google).
  4. 70% of the U.S. midmarket has been around for more than 20 years.
  5. High growth midmarket companies are growing at 3 to 5 times the rate of GDP growth.
  6. A majority of midmarket companies don’t have sufficient access to capital markets.
  7. Largest industry concentrations of midsize companies are in services, manufacturing, healthcare and retail.

They are everywhere and most tend to be 'quiet' companies that operate in a regional or industry niches and tend to provide stable employment to millions.

BUSINESS CHALLENGES OF THE MIDMARKET

Every business has challenges.  However, midsize companies have several challenges that are unique to their size and stage of development. 

  • limited market opportunities because of their limited scope (of products or services);
  • limited pricing power - because they lack scale (higher unit costs because of limited volumes);
  • difficulty getting credit because they are neither small to rely on personal net worth or large to have a  robust balance sheet;
  • limited negotiating leverage with suppliers;
  • ill-suited products/services for their particular needs; 
  • competition from large companies or reliance on few customers for bulk of revenues;
  • limited resources for market expansion, and many such challenges

There is no one midmarket, as many would like to believe.  Each company has unique challenges based on their attributes including customer and geographic focus, ownership, growth type and other attributes.  As a member, you can use the CHALLENGE FINDER to find challenges for your kind of company.