The Mid market fit is directed towards solutions that are in the upper-mid market and have an annual revenue in the range of $100 million to $1 billion. These solutions are characterized by their ability to support multiple regions, although their global support may pale when compared to Large market fit solutions. Moreover, they typically have highly configurable functionalities and are enabled with features such as templates and intelligence.
Mid market fit technology capability weightings
Sample of Mid market fit weightings by module against functionality scoring elements
Note: In this Mid market platform capability weightings by module table: the darker the shading = the higher the emphasis
We emphasize the following capabilities in the Mid market fit weightings by module:
- Sourcing: For a Mid market fit solution’s core platform, we emphasize core underlying technology, general services and reporting, while de-emphasizing organizational modeling and project management. The sourcing module-specific capabilities we give more significance to are RFx modeling and creation and reverse auctions, as support of configurable RFx creation and reverse auction functionalities are highly desirable sourcing capabilities for Mid-market solutions. Less relevance is given to contracting/negotiations support, demand management and sourcing optimization, as these are nonessential features of Mid market fit solutions.
- Spend analytics (SA): We place emphasis on core platform subcategories, such as core underlying technology and reporting, because scalable technology architecture and report building are necessary capabilities for most Mid-market solutions, especially in our SA module. We de-emphasize project management, organizational modeling and metric management in our core platform. For SA-module-specific capabilities, we emphasize analytics preparation and process support, such as mapping and familying, analytics workspace support and analytics process support, because platform functionalities, such as statistical mapping, shared workspace support and predictive analytics, are highly preferable in a Mid market fit solution. Module-specific capabilities we de-emphasize include data loading, collaboration support (analytics) and classic analytics (diagnostic).
- Supplier management (SxM): For the core platform, we emphasize core underlying technology, general services and data management, and we de-emphasize organizational modeling and project management. For module-specific capabilities, we give more significance to supplier performance management and core quality management, as performance monitoring and supplier auditing are functionalities that are desirable for Mid market fit solutions. We give least module-specific relevance to direct quality management and SxM knowledge management.
- Contract lifecycle management (CLM): We place the most core relevance to core underlying technology, general services and reporting, and we emphasize project management and account management (supply-side) the least. For CLM-module-specific capabilities, we emphasize contract creation, authoring and negotiation, as advanced contract process management and guided contracting are sought out capabilities for Mid-market tools. We emphasize CLM services the least, as legacy contract migration and digitization services are not imperative to CLM solutions.
- Source-to-contract (S2C): For an S2C module’s core platform, we place the most emphasis on the core underlying technology and reporting and less emphasis on account management — supplier, project management and organizational modeling. For module-specific capabilities, we give the most weight to analytics workspace support and analytics process support, as predictive and prescriptive analytics support are sought-after capabilities for Mid market fit tools. We place least S2C module-specific relevance on CLM services and direct quality management.
- E-Procurement: For core platform subcategories, we emphasize general services and core underlying technologies the most and project management and personalization the least. For module-specific capabilities, we emphasize catalog creation, catalog onboarding and order creation, due to Mid-market focus on configurable catalog management models and advanced purchase order support and compliance capabilities. Assets requisitioning receive the least weight, as Mid-market e-procurement tools do not typically need tools for asset tracking.
- AP Automation/Invoice-to-Pay (AP/I2P): We give most core platform weight to core underlying technology and general service subcategories, as we do for many other Mid market fit modules, while de-emphasizing core platform subcategories, such as project management. For module-specific capabilities, we emphasize payment processing and invoice validation/approvals, because a desirable mid-market tool needs to manage payment methods and offer invoice support.
- Procure-to-pay (P2P): For core platform subcategories, we emphasize core underlying technology and general services, while de-emphasizing project management. The most relevant module-specific capability is payment processing. We give the least weight to financing analytics and payment analytics, as the ability to analyze and report data analysis is not prioritized for Mid-market tools.
- Source-to-pay (S2P): We emphasize core platform subcategories, such as core underlying technology and reporting, and de-emphasize demand management. For module-specific capabilities, we emphasize analytics workspace support and analytics process support, as ability to support shared workspaces and built-in statistical analysis is essential to Mid-market S2P solutions. We give least relevance to assets requisitioning and financing analytics; these are nonessential functionalities.
We emphasize the following subcategories across the Mid market fit for expense management and carbon management:
- Expense management: For the core platform, workflow receives the most emphasis, while metric management, reporting and globalization receive less. We place more module-specific relevance on expense receipts capture, expense report creation and expense report validation and approval. We place least module-specific relevance on travel expense management.
- Carbon management: For the core platform, we emphasize general services while weighing data storage model and metric management less. For module-specific capabilities, we place the most significance on supplier emissions management and the least on ESG services.
Mid market fit modifier weightings
In addition to capability weightings, Spend Matters also uses modifiers that vary by market fit in order to account for factors such as price, geography and value beyond technology to better account for the needs of particular markets. Each market fit also receives an overall weighting emphasis, meaning market-fit-level modifiers are applied more heavily (or not) based on the market use case. As a whole, the Mid market fit applies modifier weightings about halfway between the weight of Large and SME market fits. Modest differences exist across modules within Mid market fits:
- For example, Mid market fit AP/I2P, e-procurement, SxM and P2P modules assign a more weight to price than many other modules.
- S2C modifiers place a marginally more weight on geography.
- S2P, sourcing and supplier management vendors have a higher Mid modifier weight on value beyond technology compared to other modules.
