One of the foremost concerns of midmarket B2B firms is growth: Spurring it organically, gaining it by winning share from competitors and managing it. A survey of midmarket businesses by Godfrey, a B2B consulting firm, found growing market share is owners’ primary concern.

“Managing growth” was identified in a separate survey as the second priority of midmarket businesses in Europe, after launching new products and services.2 Oliver Wight International, a strategic planning and consulting company, identifies managing growth as one of the top three challenges midmarket firms face, second to disciplined financial management.

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