SME Market Fit Explained

The SME market fit for SolutionMap encompasses solutions for small and medium-sized enterprises with annual revenues of less than $100 million and/or point solutions. Typically, these solutions will cost less and have fewer or less advanced functionalities than other SolutionMap participants. Additionally, they tend to serve a single region and emphasize quick deployment. However, these may also be good fits for larger enterprises seeking a particularly nimble solution.

SME market fit technology capability weightings

Weightings vary across the source-to-pay (S2P) SolutionMap modules for SME market fit, although several themes persist. For example, core platform-level module capabilities such as ‘analytics reporting or data management’ are among the highest-weighted aspects of most modules. However, most module weightings vary significantly, depending on the specialization focus of the solution.

Sample of SME market fit weightings by module against functionality scoring elements:

Note: In this SME core platform capability weightings table: the darker the shading = the higher the emphasis

Across the SME market fit, we emphasize the following capabilities:

Across the SME market fit, we also offer capability rankings for expense management and carbon management:

SME market fit modifier weightings

In addition to capability weightings, Spend Matters 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 SME market fit tends to apply modifier weightings — notably ‘price’ —  more heavily than other market fits. 

SME market fit customer response weightings

Finally, we also place weights on customer response questions. We do not modify customer scores or construct them ourselves. We use a survey-driven approach that fully excludes the analysts. We do, however, apply weightings to the 20+ questions in the references survey to emphasize the relevance of certain questions for certain market fits. We do not segment or weight specific customer types or overall scores differently; every customer is treated the same. Instead, we apply weightings to the individual questions, so that the differences portrayed in each market fit rely on the relevant factors, rather than give specific customers greater or lesser weight because of their characteristics.

Relative to other market fits, the SME market fit’s customer questions tend to place a higher emphasis on:

Moreover, SME market fit weightings on customer questions focus less on items such as: