Use this Playbook to consistently validate, manage and close mid-size deals. Modelled off of the same methodology used by Mixpanel, Stripe, Front and countless others, this Playbook will give you all the insights, data and advice you need to get your own mid-size sales motion going. As a YC backed company, we've seen hundreds of ideas go to market and are particularly excited about the opportunities that selling into the mid-market present.
Selling to the mid-market, also known as 'deer hunting', is a middle ground between the long, logical sales cycles of the enterprise versus the short, emotional driven sales cycle of consumer sales. A typical mid-market company employs around 500 people, generates around $50 - $100m a year in revenue and is likely to have multiple offices with 2-3 decision makers per deal.
Characteristics of deals in this space:
- Likely to be minimum multi-month but most likely annual (e.g. 3 month rolling contracts)
- Have a low to moderate degree of customisation needed to close a deal
- Take around 3 months to close
- Create an ACV (annualised account value) of $10,000 +
Note: You don't necessarily need to sell into the mid-market in order to generate deals of this size. It's fairly common for SMEs who have found a large enough pain point to close deals in this range, even if they're selling to smaller companies. For example Stripe can comfortably make $500+ per month from a company of 5 people, 100x smaller than a traditional 'mid-market' company.