Market Insight: Winning Mid-Market Strategies For EHS Software Vendors

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Executive Summary

This report leverages Verdantix global corporate survey data alongside extensive vendor and buyer interactions to provide EHS software vendors with strategies and insights on how to target and successfully execute mid-market deals. To help vendors successfully win mid-market customers, Verdantix has identified four key areas for consideration: 1) prepacked modules and quick deployment timelines for first-time buyers; 2) core safety and ESG application modules are in large demand; 3) scalability as the small and medium-sized enterprise (SME) grows; 4) thought leadership and in-person events are key to pushing brand presence and reach regional markets.  

Table of contents

Winning Mid-Market Strategies For EHS Software Vendors 
Mid-Market Considerations Continue To Grow And Shift
What Are Some Key Priorities For Mid-Market Buyers Of EHS Software?
What Are The Key Features Mid-Market Firms Desire In A Software Vendor?
How Can EHS Software Vendors Best Position Themselves To Win Mid-Market Deals?

Table of figures

Figure 1. Expected Changes In EHS Budgets Over The Next 12 months Compared To Pre-COVID Levels 
Figure 2. Maturity Progression & Related Modules

About the authors

Nathan Goldstein

Senior Analyst, EHS

Nathan is a Senior Analyst in the Verdantix EHS practice out of the Boston office. His current research agenda focusses on the intersection of Sustainability and ESG trends with the EHS operational sphere. Prior to joining Verdantix, Nathan worked at Bluefield Research where he gained experience in consulting and market research within the global water industry. Nathan holds a MSc in Water: Science and Governance from King’s College London.

Bill Pennington

Research Director, Environment, Health & Safety

Bill leads the Verdantix Environment, Health & Safety practice. His current agenda focuses on EHS and sustainability services, product stewardship as well as benchmarking EHS technology buyer’s budgets, priorities and preferences globally. Bill comes from a background of corporate EHS roles in the manufacturing and logistics industries. He holds an MBS degree in sustainability from the Rutgers University.

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