Mid-Market
The segment between SMB and enterprise, typically with some procurement process but without full enterprise complexity.
Why it is awkward
Mid-market is frequently defined by exclusion — not small, not large — which produces a segment with no coherent motion. Deals get an enterprise process they do not need or an SMB process that cannot handle their review requirements.
Define it by behaviour
RELATED TERMS
Segmentation
Dividing the market into groups that warrant different treatment — different motion, pricing, coverage or support model.
Territory Design
Dividing accounts among sellers so each has a patch with enough potential to support a quota, and so coverage is neither duplicated nor absent.
SMB
The small-business segment: short cycles, few decision-makers, high volume, low contract value.
Enterprise Sales
The motion serving large organisations, characterised by buying committees, procurement, long cycles and high contract value.
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