Gartner Research

Ten Ways to Compete in the Midmarket and Win Against Larger Competitors

Published: 09 August 2013

ID: G00251392

Analyst(s): Mikako Kitagawa , Robert Anderson , Kiyomi Yamada

Summary

Smaller providers often face tough competition from larger competition when they try to enter or expand their footprint in the midmarket. Here are 10 best practices small providers can use to increase their chances to compete and win.

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • Fly Under the Radar
  • Create a Consistent and Repeatable Sales Process
  • Do Something Different
  • Maintain Standards and Limits
  • Build Your Brand on Delivering Superior Customer Experience
  • Out-innovate Your Larger Peers
  • Keep IT Short and Simple
  • Utilize Partners to "Outpunch Your Weight"
  • Evangelize Your Customer's Wants and Needs
  • Guarantee You Are Better

Recommended Reading

©2020 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. and its affiliates. This publication may not be reproduced or distributed in any form without Gartner’s prior written permission. It consists of the opinions of Gartner’s research organization, which should not be construed as statements of fact. While the information contained in this publication has been obtained from sources believed to be reliable, Gartner disclaims all warranties as to the accuracy, completeness or adequacy of such information. Although Gartner research may address legal and financial issues, Gartner does not provide legal or investment advice and its research should not be construed or used as such. Your access and use of this publication are governed by Gartner’s Usage Policy. Gartner prides itself on its reputation for independence and objectivity. Its research is produced independently by its research organization without input or influence from any third party. For further information, see Guiding Principles on Independence and Objectivity.

Already have a Gartner Account?

Purchase this Document

To purchase this document, you will need to register or sign in above

Become a client

Learn how to access this content as a Gartner client.