Mid market valley of death

In B2B digital marketing there are two mountains:

Left, the mountain of small businesses; high volume, low prices. But instant impact. Direct contact with user, instant relief of pain for that user (if you do your job right)

Right, the mountain of enterprises; low volume, high value. With higher requirements, higher maintenance users, but also the budget to cover for it.

In the middle - the mid-market valley of death. Companies with requirements and aspirations of enterprises, but the budget of small companies. High maintenance stakeholders, low returns.

What if you develop your user-interface and use-cases of your software product for the users of small businesses, and setup the underlying structure to be compatible for enterprise?

(Noted from Ben Chestnut)