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


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



  • 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

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