Your digitization, cutting-edge research, and analytics is pretty much in vain if your mid-sized company\u2019s sales team doesn\u2019t hustle. A department, formerly sitting pretty on customer appeasement alone, has now woken up to concepts of digitization and analytics to makes sales more efficient and customer-friendly.The roundtable, moderated by Raman Roy, CEO, Quatrro, who is better known as the \u201cFather of the Indian BPO Industry\u201d, is a founding board member of the \u201cIndian Angel Network\u201d.The session was chaired by Henrik Ulsoe, VP and Chief Procurement Officer, KMD, Denmark; Pari Natarajan,\u00a0CEO, Zinnov Management Consulting; and Uday Madasu,\u00a0CIO, Jewish Board of Family & Children's Services.As the Chief Procurement Officer of the largest IT service provider in Denmark, Ulsoe believes that mid-sized demand a higher level of agility, especially procurement and purchasing process. \u201cThe idea is to simplify the procurement processes, and make it transparent,\u201d he said.Over the last two years, we\u2019ve witnessed small or mid-sized emerging companies disrupting what big companies created over the last 100 years. Tesla, for instance. \u201cEverybody in the value chain, be it Cisco, Oracle, EMC, or IBM want to play across the value chain. So, the value chain has started to converge, and to address that, you\u2019ll have to work over a broader eco-system\u201d said Pari Natarajan,\u00a0CEO, Zinnov Management Consulting.Mid-sized companies are caught in between the bigger and the smaller players. They have legacy processes, politics, and their change management is a mess. So, all problems you see in a large company are there in mid-sized companies,\u201d he added.Mid-sized manufacturing companies, the panelists believed, are willing to listen and experiment. The pot of gold at the end of the rainbow mid-sizers can look forward to is building the scale for accelerated growth, and the companies can be used as a test bed for disruptive technologies.\u00a0You can now catch up with our extensive NASSCOM 2016 coverage.