[gnicholas]

My startup sells to news organizations. Several mentors have suggested that we don't bother with mid-market organizations and just focus on the biggest ones. The reason is that the biggest organizations are more capable of doing integrations, whereas midsize outlets are (to a surprising degree) held together by duct tape and baling wire. They are loath to integrate any new tech that might cause or reveal brokenness in their systems.

We have had some success with small/midsize organizations, but it does seem like the value-for-effort is perhaps best with large publishers (partly because the little guys pay very little in comparison).