There are two major steps you need to take when you want to grow your business and sell your products to medium-sized and large companies.
One is to focus on your niche; the other is to standardize the way you package your products.
Finding your niche is really important. Sharpening your focus on what you are truly excellent at delivering is an extremely positive thing to do.
Make sure all your sales and marketing messaging comes together, because customers will come to you if you can explain your niche in a succinct way. And they’ll stay with you if your products are standardized.