If a prospect doesn't match these traits, the deal will burn cycles and rarely close. Use this as your sniff test before booking second meetings.
Companies in this range are large enough to feel real operational pain, small enough to make decisions fast. Avoid bigger - you'll be stuck in procurement for 9 months.
This headcount band creates the right kind of chaos - too big for spreadsheets, too small for SAP. Sweet spot for replacing internal tools or stitching disconnected systems.
U.S. and Canada. Same legal frameworks, same data norms, same time zones. Don't sell into Mexico, EU, or APAC without leadership signoff.
Construction, real estate, retail, route-based services, financial services. Industries where the work is physical, regulated, distributed, or compliance-heavy.
Best targets run their business on Excel + email + an ERP from 2009. Worst targets just bought a new SaaS suite - they won't buy again for 18 months.
Sell to the person who owns the P&L pain, not the person who owns the IT budget. CIO/CTO are influencers, not buyers, in this segment.