Company Size | Profile | Sell Strategy | Example Companies |
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Small | 1-10 employees <3mm ARR Single data asset Limited in-house capabilities Revenue strapped, so value revenue above all else (will exchange short term cash for long term strategy)
| Data assets typically are limited in business use cases Knoema must work with small providers to find the 2 out of 10 winners. Small providers cannot pay anything. They are revenue strapped. DO NOT BUILD BUSINESS AROUND THEM
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Medium | 5-50 employees 3mm -30mm ARR Have business model figured out Single valuable data asset or multiple data assets Understand productization and selling data Have in-house capabilities, but lack resources to grow often Looking for revenue, but also have a strategy
| Reduce friction and offer scale Single data asset providers will require access control & monitoring Multi data asset providers will look for scaling product information & Find data value creation success stories in Medium data providers (evangelists) Offer the scale they do not have with their internal teams.
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Large | 50+ employees 50mm+ ARR (Typically multi-billion dollar businesses) Maintain full control of their revenue/ sales initiatives Looking for opportunities that “move the needle” Worried about cannibalization of sales Control / access control is very important. Will not engage with something that looks like another platform.
| Use direct data buying and large intermediary opportunities to drive adoption. Provide open source protocol in V2 for to meet large data provider requirements for control of branding. Have monitoring and access control early in product life cycle.
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