Targeting businesses that only have one member working in HR is a good place to start. From there I would say you, ideally, want to target organisations that have no more than 3 layers of management, as below. 1 - CEO/DIRECTOR 2 - HEAD OF HR 3 - HR STAFF (5 or less, ideally) This means you can target the head of HR directly, then if they like the solution they only need approval from one person. When there are additional layers of management it will become a ballache to sell to them and get anything approved. Larger teams will also need more complex solutions which is something you can work towards, rather than starting out with.