Primary: SMB professional services (50 to 500 employees)
| Segment | Why Membria | Key pain |
|---|---|---|
| Audit firms | High-stakes decisions, regulatory scrutiny | Consistency across engagements |
| Law firms | Precedent-driven work, partner knowledge critical | Knowledge walks out the door |
| Management consulting | Methodology reuse, client patterns | Reinventing frameworks |
| Tax advisory | Complex rulings, interpretation consistency | Different answers to the same question |
| Compliance and risk | Audit trail required, reasoning documentation | ”Why did we approve this?” |
Why SMB, not enterprise
| Factor | Enterprise | SMB |
|---|---|---|
| Sales cycle | 12 to 18 months | 2 to 4 months |
| Decision maker | Committee | Managing partner |
| Implementation | Complex IT integration | Works on top of existing tools |
| Price sensitivity | Lower | Higher, needs clear ROI |
| Competition | Microsoft, Glean, etc. | Underserved |
Ideal customer profile (ICP)
Firmographic:- 50 to 500 employees
- Professional services (audit, law, consulting)
- 10M to 100M revenue
- Knowledge-intensive work
- Partner or associate structure
- Uses Outlook, SharePoint or Google Drive, Teams or Slack
- No existing KM solution or frustrated with current
- Cloud friendly or hybrid acceptable
- Recently lost a senior partner
- Growing fast (knowledge scaling problem)
- Regulatory pressure increasing
- Clients ask “how did you decide this?”