You will need to meet the expectations of medium sized businesses to become a viable provider. For example, you will need to provide the types of services they expect at the quality levels and price points they are accustomed to experiencing.

Yes, this probably means you'll need to raise your prices or provide more comprehensive 'solutions' for them. You'll also need to brand and act like a medium business provider. Perhaps by using terminology like solutions. All of this helps to remove any apparent risk in trying your organization.
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