The numbers
| Measure | 200 to 500 employees |
|---|---|
| Prospects contacted | 37,400 |
| Reply rate | 32.6% |
| Meeting rate | 4.6% |
| Average deal size | €19,400 |
| Pipeline per 1,000 prospects | €892,000 |
Where this band sits
| Company size | Reply rate | Meeting rate | Avg deal | Pipeline per 1,000 |
|---|---|---|---|---|
| 10 to 50 employees | 38.4% | 6.1% | €11,200 | €683,000 |
| 50 to 200 | 35.2% | 5.3% | €14,800 | €784,000 |
| 200 to 500 | 32.6% | 4.6% | €19,400 | €892,000 |
| 500 to 2,000 | 30.1% | 4.2% | €48,600 | €2,041,000 |
| 2,000+ | 26.8% | 3.5% | €102,000 | €3,570,000 |
Reply rate falls steadily as company size rises. Deal size climbs faster than the rate falls, which is why the last column runs the other way.
What the data says about this band
Two hundred to five hundred people is the middle of the dataset in every sense. 32.6 percent replied and 4.6 percent booked, both within a whisker of the overall averages, on a €19,400 average deal.
What changes at this size is that the buying group appears. Below 200 you are usually talking to the person who decides. Above 200 you are talking to someone who will need to bring in one or two others, which is why the first meeting should be treated as a mapping exercise rather than a pitch. The programmes that performed best in this band asked who else touches the problem in the first call.
The deal size step is also worth noting. From 200 to 500 people the average is €19,400. At 500 to 2,000 it is €48,600, two and a half times higher, while the meeting rate only falls from 4.6 to 4.2 percent. If your product can serve both, the band above is a considerably better use of the same effort.
Method
Figures come from 37,400 prospects in this band inside a dataset of 389,890 prospects and 15,018 meetings, run for 17 clients across 41 programmes between 2018 and 2026. Prospects were split at random inside each client account so industry, geography, seniority and company size are held constant on both sides of every controlled test, and no test was called below 2,000 prospects per arm.
Full method and all fifteen tests are on the 2026 outbound benchmarks page. See also the breakdowns by persona and region.
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Cite this page as: Prospectio.ai, Outbound benchmarks for 200 to 500 employees, 37,400 prospects, 2018 to 2026.