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
Nathan is a Senior Analyst in the Verdantix EHS practice out of the New York office. His current research agenda focuses on the intersection of sustainability and ESG trends within the EHS operational sphere. Prior to joining Verdantix, Nathan worked at Bluefield Research, where he covered the global water industry, with a focus on the energy, industrial and digital segments. Nathan holds a MSc in Water: Science and Governance from King’s College London.

Bill Pennington

VP Research, EHS & Risk Management
Bill is the VP Research for the Verdantix EHS & Risk Management practices. His current agenda focuses on understanding the evolution of EHS and enterprise risk management, evaluating emerging strategic risks and benchmarking technology buyers’ budgets, priorities and preferences globally.

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