Making sense of the messy middle
If you’ve ever felt that the needs of medium-sized businesses are lost in translation, as they’re neither small enough to qualify for entry-level support nor big enough to access premium service, you're right. A recent report by Genfin titled The Messy Middle confirms what many of us already knew ~ this segment is vital, overlooked, and full of untapped potential.
The study, which surveyed over 400 South African businesses with turnover between R10–R120 million, paints a clear picture. These businesses are dealing with rising complexity, fragile cash flow, scaling pains, and leadership gaps. Most are battling to adopt automation or AI tools and are hungry for partners who understand how to help them simplify, save, and succeed.
That’s where Kyocera comes in.
Our document solutions aren’t just about printing smarter, they’re about running smarter. By automating admin-heavy tasks, managing cost visibility, enabling hybrid work, and tightening operational efficiency, we’re addressing many of the exact pain points the report highlights. Every Kyocera device or solution you deliver to a client in this space isn’t just about a better product, it’s about becoming their growth partner.
We know scaling is messy. So let’s show our customers that we’ve done our homework and we know how to bring clarity to the chaos. Whether it’s helping them reduce spend through intelligent print tracking or freeing up time by automating invoices, Kyocera is in the perfect position to be the partner that gets them from surviving to thriving.
As Rich Mulholland puts it in the report, “Relevance is not something to achieve. It’s something to maintain.” Let’s keep showing up with solutions that matter, insights that guide, and technology that adapts.
This week, I encourage you to revisit your medium-sized client base. What conversations can you open using the Messy Middle insights? Who needs a check-in or a fresh proposal that revisits their challenges, ask about their current workflow frustrations, and position Kyocera not just as a supplier, but as a strategic ally.Let’s bring clarity where there’s complexity—and turn the messy middle into a strong, smart, and scalable future.
Here are 10 strong, business-relevant takeaways from The Messy Middle Report that help understand South Africa’s medium-sized business landscape and the real challenges our clients are facing.
- Cash flow is king and it is also the biggest growth killer
More than 30% of businesses cited cash flow as the primary reason they seek funding. This reinforces the need for solutions that optimise operational efficiency, reduce waste, and streamline workflows, which is precisely what Kyocera enables through our document automation and print management solutions.
- 78% of businesses rely on overdraft facilities
That level of financial fragility demands systems that support cost control and visibility. Our intelligent MFPs, cost tracking software, and usage reporting tools speak directly to this need.
- Growth eats cash
Scaling is exciting, but as the report states, it brings more stock, more people, and more complexity. Kyocera’s role? To simplify through automation, reduce manual processes, and enable predictable cost structures, giving clients room to grow, not groan.
- Medium-sized businesses feel overlooked
The report calls out the data gap and lack of targeted support for this segment. KDZA can be an ally that actually sees the unique needs of these businesses and have solutions that directly address their business needs.
- Leadership gaps are hurting performance
58% of businesses struggle with management and leadership capability. Kyocera partnership helps address business needs and thereby improves performance.
- AI adoption is low but critical
More than 60% of businesses are not using automation or AI tools. That’s both a wake-up call and an opportunity. Kyocera can demystify digital transformation and help leaders make confident, cost-effective tech decisions.
- Efficiency is everything
AI isn’t just a trend, it’s a survival tool. Businesses using AI improve decision-making, productivity, and cost management. Kyocera’s ecosystem of smart tools already delivers on this promise without overwhelming teams.
- The shift from doing to managing is hard for scaling businesses
Kyocera can support this transition by automating repetitive admin, freeing up leaders to lead, not chase invoices or unjam printers.
- Profit-first thinking needs to replace growth-at-all-costs
The report shares clear steps on how to build buffers, carve away debt, and reward owners. Kyocera can align with this thinking by enabling scalable, sustainable solutions, not tech for tech’s sake.
Being relevant is the ultimate business insurance
As Rich Mulholland puts it, “Relevance is not something to achieve. It’s something to maintain.” Kyocera’s value isn’t only in its products, it’s in helping businesses stay sharp, agile, and meaningful in a shifting world.
Jimmy de Waal - Sales and Marketing Director - Kyocera Document Solutions South Africa
