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LOW-END NOW: FUTURE MIDMARKET? Featured

 Zach Nelson, NetSuiteXero has issued a press release that it has topped $100 million Australian in annualized revenue. That's based on the monthly subscription rate for May and shows Xero trending up around 42 percent from the actual revenue reported for the year ended March 31. Other than demonstrating the importance we attach to the base 10 numbering system (100 is ten 10s, right?), it triggered a thought that has been rolling about for some time. (It's about $93 million U.S.) In earnings webcast, NetSuite CEO Zach Nelson points out how few financial midmarket cloud companies exist.

That would be NetSuite, Intacct and depending on how you categorize it because of its on-premise business, Acumatica. Yet, history in technology teaches us over and over that the next generation of bigger companies comes from the low-end. Smaller companies move up; bigger organizations have difficulty moving down. And for a great example, let's turn to NetSuite. It started out charging $5 per month back in the days it was called NetLedger. The Dynamic has changed—there is a lot better chance of making money in that end of the market. But NetSuite's continuing move upmarket indicates that the next generation of midmarket is more likely to come from low-end companies adding capability to their software than from new entrants emerging from nowhere or even the established players finally becoming purveyors of true cloud applications. It's also likely that the large number of competitors in the low-end, coupled with Intuit's ability to squeeze this market, will cause some to look for revenue growth in the mid-market.

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