Many suppliers go to market with their “midmarket solution.” Most of them have go-to-market and sales strategies that see the midmarket as monolithic. In reality, there are many mid-markets. The essentials for selling software solutions to midsize companies start with understanding the six segments of the market and their differing needs. If these segmentations don’t work for you, then create your own to help you make sense of the differing needs of different groups of mid-market companies that map to your product or service.