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Understanding the Waking Giant: The Mid-Market and FAO

Published by: Everest Research Institute

Published: Oct. 16, 2008 - 55 Pages


Table of Contents


Introduction

Background and scope

Summary of key messages

Definition of mid-market in FAO

Section I: Mid-market FAO adoption patterns and trends

Summary

Penetration and potential

Market growth

Buyer adoption trends in mid-market

Mid-market buyer characteristics

Inhibitors and drivers for mid-market adoption of FAO

Section II: Mid-market solution and delivery models

Summary

Value creation levers

Average size and term of contracts

Engagement team size

Process scope

Servicing requirements of mid-market engagements

Role of technology

Offshoring

Pricing

Section III: FAO mid-market supplier landscape

Summary

Supplier landscape

Market share

Mid-market focus of suppliers

Cost of sales and targeting approach for mid-market

Drivers and challenges for suppliers

Go-to-market approach

Implications for key stakeholders

Implications for buyers

Implications for suppliers

Appendix

Glossary of terms

References

Abstract

The mid-market buyer-segment has shown a spurt in FAO adoption, and although penetrated at less than 1%, it has grown at nearly 40% CAGR since 2002. Since over 40% of the global organizations belong to the mid-market segment, it offers significant revenue growth potential for the suppliers. Everest Research Institute estimates that FAO mid-market revenue can grow upto nearly US$ 9 billion at a penetration rate of 15%. The mid-market represents a new set of challenges and opportunities for both buyers and suppliers.

The focus of this study is to understand the changing dynamics of the mid-market for FAO and identify opportunities as well as potential risks involved.

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