Mid Market Trap

This thoughtful post explores how Mid Market might appear to be a large market, but it might not be the most suitable target. For a B2B SaaS startup, the sales cycle is likely as long as a larger corporation, but their budgets are lower.

While selling to small business advertisers in Shenzhen, China, I realized that for the amount of effort I was investing in the sale, I should be selling a much higher-value product.