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 Zoho will move into the mid-market, executives said at Zoho Day this week. Chief strategy officer, Vijay Sundaram noted that “Many of our products have reached the point where they appear to large customers.”

However, Sundaram promised the software company will not abandon its historical SMB market. The discussion centered on companies with $100 million to $2 billion in revenue, along with an increased focus on a consultative sales approach. In addition, CEO Sridar Vembu, speaking via video conferencing from India, said the company will be building vertical products on top of Zoho. “We have a vertical strategy that was always in the works but was delayed a little bit by the pandemic,” he said. “We couldn’t hire enough.” Vembu did not provide detail on what industries will be targeted, but said, “We are going to be working with a customer in the manufacturing industry.” The company has created a separate enterprise sales team and started Enterprise Business Services, with account management and support. Zoho certainly made a push to get its message out as the day brought 97 analysts to the event, which is the largest such representation I have seen in more than 30 years of attending such events.

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