In this short but powerful Wisdom From Wizards episode, I sat down with Michael Hoy, cofounder and...
In a recent Wisdom From Wizards interview, I sat down with Jason Melillo, CEO of KBKG, to ask a deceptively simple question:
Would you rather have high-margin enterprise clients — or fast-growing SMB clients?
Jason’s answer? He’d pick momentum every time.
While many leaders are drawn to the predictability and profit of enterprise accounts, Jason made a strong case for the growth engine that SMBs represent. “While enterprise clients bring margin,” he explained, “fast-growing SMBs bring momentum.” For KBKG, scaling alongside nimble, ambitious clients has proven to be the better long-term play.
Why This Matters for Scaleup CEOs
As your company matures, it’s tempting to chase larger deals and climb upmarket. But Jason’s approach reminds us that velocity can be just as powerful as volume. Fast-growing SMBs give your team more chances to win, iterate, and refine. They also help keep your culture scrappy and your operations agile.
Jason also stressed the importance of balance. “A good mix of both is best,” he said. But if forced to choose, leaning into the energy and pace of SMBs creates a more scalable, team-wide success engine.
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