2. The Economic Outlook
64% of companies surveyed believed the economy will improve in
2013, while only 14% believed the economy would not.
Question: What are your expectations for the economy in 2013?
3. The Economic Outlook
Smaller middle market companies tended to be more optimistic about
the economy than the larger ones.
Question: What are your expectations for the economy in 2013?
4. The Economic Outlook
92% of companies surveyed expect to an increase in revenues in 2013.
Almost 40% of companies expect to see double digit growth.
Question: What are expectations for revenue growth at your company in 2013
5. The Economic Outlook
50% of companies between $20 and $49.9 million expect to see double
digit growth in 2013.
Question: What are expectations for revenue growth at your company in 2013
6. The Economic Outlook
Almost half (45.4%) the companies surveyed by MME believed
revenue growth will come from sales of existing products (or services)
to new customers.
Question: What will likely to be the primary driver for increasing revenues in 2013 at your
company?
7. The Economic Outlook
However, larger companies ($100 million +) will rely on new products
and offerings significantly more the companies under $100 million
Question: What will likely to be the primary driver for increasing revenues in 2013 at your
company?
8. The Economic Outlook
60% of companies believed that their sales pipeline was higher than at
this time last year.
Question: Which of the following statements best reflects your company’s current sales
pipeline?
9. The Economic Outlook
In general, companies under $100 million in revenues felt they had a
stronger sales pipeline that companies over $100 million
Question: Which of the following statements best reflects your company’s current sales
pipeline?
10. The Economic Outlook
Half the companies surveyed believed their backlog was the same as
last year. Only 14% said their backlog was lower than a year ago.
Question: Which of the following statements best reflects your company’s current
backlog?
11. The Economic Outlook
Companies under $175 million in revenues have seen more of an
increase to their backlog than companies over $175 million.
Question: Which of the following statements best reflects your company’s current
backlog?
12. Hiring and Employment
Over 60% of companies advised that they will be hiring additional
employees.
Question: Which of the following statements would apply to your company’s hiring
strategy in 2013?
13. Hiring and Employment
Hiring strategies are similar by company size, as about half plan to
make a modest number of hires
Question: Which of the following statements would apply to your company’s hiring
strategy in 2013?
14. Hiring and Employment
The majority of companies (62.8%) plan to add headcount within sales
& marketing.
Question: If your company is planning on adding to its headcount in the coming year,
please indicate in which of the following functional areas it will be creating new job
opportunities.
15. Hiring and Employment
All companies, regardless of size, indicated that the primary area they
would be hiring is within the sales & marketing function
Question: If your company is planning on adding to its headcount in the coming year,
please indicate in which of the following functional areas it will be creating new job
opportunities.
16. Drivers For Growth
Slightly over half the companies surveyed felt some level of need to
secure addition investment or financing in order to meet their growth
objectives in the coming year.
Question: How important will it be for your company to secure addition investment or
financing in order to meet its growth objectives in the coming year?
17. Drivers For Growth
Not surprisingly, smaller companies (under $50 million) indicated a
stronger need for addition financing and investment than the larger
ones.
Question: How important will it be for your company to secure addition investment or
financing in order to meet its growth objectives in the coming year?
18. Drivers For Growth
Sales & marketing and a healthy economy were viewed as the two
most important criteria by companies to achieve their targeted
revenue growth in 2013 .
Question: Which of the following will be the most critical element in order for your
company to achieve your targeted revenue growth in 2013?
19. Drivers For Growth
Companies under $50 million emphasize sales and marketing as their
key to achieve their growth targets, while the larger companies put a
greater emphasis on a healthy economy.
Question: Which of the following will be the most critical element in order for your
company to achieve your targeted revenue growth in 2013?
20. Drivers For Growth
Less than half the companies agreed that they had the right IT systems
and infrastructure in place for it to achieve its growth targets for the
next 3 years
Question: Your company has the right IT systems and infrastructure in place for it to
achieve its growth targets for the next 3 years.
21. Drivers For Growth
Respondents from companies over $175 million are more inclined to
believe their company has the right IT systems and infrastructure in
place for it to achieve its growth targets for the next 3 years.
Question: Your company has the right IT systems and infrastructure in place for it to
achieve its growth targets for the next 3 years.
22. Drivers For Growth
52% of survey respondents believed their company has the proper
financial reporting capabilities , while 33% believe the do not.
Question: Your company's has the proper financial reporting capabilities in place for it
to achieve its growth targets for the next 3 years.
16.4%
35.5%
14.8%
24.0%
9.3%
Strongly agree
Agree
Neutral
Disagree
Strongly disagree
23. Drivers For Growth
Respondents from companies under $100 million tended to be more
concerned with their proper financial reporting capabilities than
respondents from companies between $100 and $150 million
Question: Your company's has the proper financial reporting capabilities in place for it
to achieve its growth targets for the next 3 years.
24. Drivers For Growth
Almost 69% of survey participants believed that their company is
innovative and is developing new products that will help it achieve its
growth targets for the next three years
Question: Your company is innovative and is developing new products that will help it
achieve its growth targets for the next three years .
29.0%
39.9%
21.3%
8.2%
1.6%
Strongly agree
Agree
Neutral
Disagree
Strongly disagree
25. Drivers For Growth
In general, survey participants at smaller companies believed that their
company was more innovative than their counterparts at larger
companies.
Question: Your company is innovative and is developing new products that will help it
achieve its growth targets for the next three years.
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
$20 million to $49.9million $50 million to $99.9million $100 million to $174.9 million $175 million to $249.9 million
28%
43%
28%
0%
49%
30%
41%
0%
19%
28%
19%
29%
4%
0%
13%
50%
Strongly agree
Agree
Neutral
Disagree
26. Drivers For Growth
Almost 61% of survey participants believe their company has the
proper investment and financial backing for it to achieve its growth
targets for the next three years.
Question: Your company has the proper investment and financial backing for it to
achieve its growth targets for the next three years.
16.9%
43.7%
24.0%
9.3%
6.0%
Strongly agree
Agree
Neutral
Disagree
Strongly disagree
27. Drivers For Growth
Survey respondents from companies with over $100 million in revenues
felt more secure in their financing than those at the smaller companies.
Question: : Your company has the proper investment and financial backing for it to
achieve its growth targets for the next three years.
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
$20 million to $49.9million $50 million to $99.9million $100 million to $174.9 million $175 million to $249.9 million
9%
20%
28%
36%
41%
53%
38%
50%
24% 25%
28%
14%16%
3% 0% 0%
Strongly agree
Agree
Neutral
Disagree
28. Drivers For Growth
Over 45% of survey participants believed new regulations will not
hinder your company’s ability to achieve its growth targets for the next
3 years.
Question: New regulations (i.e. tax code, healthcare) will not hinder your company’s
ability to achieve its growth targets for the next 3 years.
29. Drivers For Growth
Survey participants from smaller companies appear more concerned
with new regulations (i.e. tax code, healthcare) than larger ones.
Question: : New regulations (i.e. tax code, healthcare) will not hinder your company’s
ability to achieve its growth targets for the next 3 years.
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
$20 million to $49.9million $50 million to $99.9million $100 million to $174.9 million $175 million to $249.9 million
3%
0%
13%
7%
33% 33%
16%
50%
29%
48%
34%
29%
26%
20%
31%
7%
Strongly agree
Agree
Neutral
Disagree
30. Drivers For Growth
Less than half the survey participants agreed that their company has
the right sales and marketing functions in place for it to achieve its
growth targets for the next 3 years.
Question: Your company has the right sales and marketing functions in place for it to
achieve its growth targets for the next 3 years.
31. Drivers For Growth
Survey participants level of agreement on sales & marketing appears
relatively consistent regardless of company size.
Question: : Your company has the right sales and marketing functions in place for it to
achieve its growth targets for the next 3 years.
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
$20 million to $49.9million $50 million to $99.9million $100 million to $174.9 million $175 million to $249.9 million
4%
15%
13%
7%
38%
45%
44%
29%29%
33%
38%
43%
25%
8% 6%
21%
Strongly agree
Agree
Neutral
Disagree
32. Investment For Growth
Over 70% of survey participants indicated that their company would be
making at least a moderate investment in their IT systems and
infrastructure.
Question: Please indicate what level of investment your company will be making in IT
systems and infrastructure.
33. Drivers For Growth
Regardless of company size, plans to invest in IT systems and
infrastructure appear to be similar.
Question: : Please indicate what level of investment your company will be making in IT
systems and infrastructure.
34. Investment For Growth
Most survey participants do not believe their company will be making a
significant investment in the company’s business processes or model.
Question: Please indicate what level of investment your company will be making in
business processes/business model.
35. Drivers For Growth
The larger the company, the more inclined they are to be making
significant or moderate investment in their business processes/business
model.
Question: : Please indicate what level of investment your company will be making in
business processes/business model.
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
$20 million to $49.9million $50 million to $99.9million $100 million to $174.9
million
$175 million to $249.9
million
2% 3%
9%
21%
23%
43%
41%
57%
60%
48%
31%
14%15%
8%
19%
7%
Significant
investment
Moderate
investment
Minimal
investment
No investment
36. Investment For Growth
The majority of survey participants indicated that their company will
only be making a minimal investment in financial reporting capabilities.
Question: Please indicate what level of investment your company will be making in
financial reporting.
6.6%
21.3%
53.0%
19.1% Significant investment
Moderate investment
Minimal investment
No investment
37. Drivers For Growth
Companies with revenues of over $175 million, appear to be more
inclined to be making a moderate or significant investment in financial
reporting.
Question: : Please indicate what level of investment your company will be making in
financial reporting.
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
$20 million to $49.9million $50 million to $99.9million $100 million to $174.9
million
$175 million to $249.9
million
6% 5% 6%
14%
22% 20%
19%
29%
52%
65%
50%
36%
21%
10%
25%
21%
Significant
investment
Moderate
investment
Minimal
investment
No investment
38. Investment For Growth
Over 61% of the survey participants stated that their company would be
making either significant or moderate investments in R&D and new
products.
Question: Please indicate what level of investment your company will be making in
research & development/new products.
39. Drivers For Growth
The level of investment in R&D and new products is consistent across all
company sizes.
Question: : Please indicate what level of investment your company will be making in
research & development/new products.
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
$20 million to $49.9million $50 million to $99.9million $100 million to $174.9
million
$175 million to $249.9
million
26%
40% 41%
21%
33%
25%
19%
29%
33%
28%
31%
36%
8% 8%
9%
14%
Significant
investment
Moderate
investment
Minimal
investment
No investment
40. Investment For Growth
Enhancing sales & marketing capabilities is clearly viewed as a key
driver for middle market firms. 51% of survey respondents indicated
their company will be making a significant or moderate investment.
Question: Please indicate what level of investment your company will be making in
Sales and marketing.
41. Drivers For Growth
The level of investment in sales & marketing is consistent across all
company sizes.
Question: : Please indicate what level of investment your company will be making in
Sales and marketing.
42. Investment For Growth
Approximately 41$ of survey participants indicated that their firm would
be making either a significant or moderate investment in talent
acquisition.
Question: Please indicate what level of investment your company will be making in
talent acquisition.
43. Drivers For Growth
As with sales & marketing, the level of investment in talent acquisition is
consistent across all company sizes.
•Question: : Please indicate what level of investment your company will be making in
talent acquisition.
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
$20 million to $49.9million $50 million to $99.9million $100 million to $174.9
million
$175 million to $249.9
million
19%
13%
19%
14%
22%
25%
19%
57%
32%
50%
41%
7%
28%
13%
22%
21%
Significant
investment
Moderate
investment
Minimal
investment
No investment
44. Investment For Growth
Less than 20% of survey participants indicated that their company
would be making a significant or moderate investment in the supply
chain. 43% said there company would be making no investment.
Question: Please indicate what level of investment your company will be making in
Supply chain/logistics.
4.4%
15.3%
37.2%
43.2%
Significant investment
Moderate investment
Minimal investment
No investment
45. Drivers For Growth
As with sales & marketing, the level of investment in talent acquisition is
consistent across all company sizes.
Question: : Please indicate what level of investment your company will be making in
Supply chain/logistics.
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
$20 million to $49.9million $50 million to $99.9million $100 million to $174.9
million
$175 million to $249.9
million
0%
13%
6% 7%
9%
25%
9%
43%
37%
33%
47%
29%
54%
30%
38%
21%
Significant
investment
Moderate
investment
Minimal
investment
No investment
46. Investment For Growth
Less than 7% of survey participants said their company would make a
significant investment in facilities & machinery. The majority (48%)
believed their company would only make a minimum investment.
Question: Please indicate what level of investment your company will be making in
facilities & machinery.
47. Drivers For Growth
Companies in the $100 to $175 million range are the most likely to
make a significant investment in facilities & machinery.
Question: : Please indicate what level of investment your company will be making in
facilities & machinery.
48. Investment For Growth
While outsourcing is not viewed as a critical component to growth
strategy, 42% of survey respondents view outsourcing as somewhat
important. However, almost 51% view as not important.
Question: How critical to your company’s growth strategy is outsourcing business
functions to third party vendors?
49. Investment For Growth
According to survey respondents, payroll (42.6%) and IT infrastructure
(32.8%) are the most common functions currently outsourced to a third
party vendor.
Question: Does your company currently outsource any of the following business
functions
* The pct. of
respondents
whose
companies
currently
outsource
each
function
50. Investment For Growth
According to survey respondents, IT infrastructure (24.0%), apps
development (21.9%), and payroll (19.7%) are the most common
functions to be outsourced to a third party vendor.
Question: Please select any business functions that your company may be planning to
outsource to a third party vendor in the next three years.
8.7%
8.7%
8.7%
19.7%
21.9%
24.0%
0.0% 5.0% 10.0% 15.0% 20.0% 25.0% 30.0%
HR
Accounting
Sales & marketing
Payroll
Apps Development
IT infrastructure
* The pct. of
respondents
whose
companies
plan to
outsource
each
function
