Middle Market Firms Hit the Embedded Finance Crossroads

Change typically happens two ways: gradually, and then suddenly. The embedded finance landscape is finding this out for itself in real time.

A new survey of 515 senior leaders at U.S. companies for the April 2026 edition of the Embedded Finance Strategy Series, conducted by PYMNTS Intelligence in collaboration with Green Dot, reveals that as embedded finance matures, it is not flattening the competitive landscape but stratifying it.

This shift marks a turning point where embedded finance is increasingly no longer a feature layer that can be bolted on. Instead, it is becoming a structural capability, and like most structural capabilities, it can behave differently depending on the scale of the organization deploying it as well as the needs and expectations of leadership.

Roughly 80% of both small and middle-market firms plan to upgrade their embedded finance capabilities within the next 12 months.

As embedded finance tools become increasingly available across industries and sectors, the report found that firm size is emerging as a defining variable. Company revenue mix and scale is shaping not just embedded finance adoption rates but the underlying strategies, technology architectures, and partnership decisions companies pursue. The days of one-size-fits all strategies are over.

Embedded Finance’s Middle-Market Choke Point

For smaller companies, typically under $250 million in revenue, embedded finance is a tactical tool and not a structural transformation. Their focus is pragmatic: improve cash flow, streamline payments and extract immediate operational efficiencies.

At the upper end of the market, firms with more than $1 billion in revenue, the embedded finance playbook shifts again. Here, scale results in greater reliance on external partners.

According to the report data, the majority of large firms outsource embedded finance to a single provider, compared with just 26% of smaller companies. Nearly 1 in 5 large firms report no plans to enhance their embedded finance capabilities at all.

This leaves mid-market firms, which the report found are being faced with the need to navigate scale-specific trade-offs between control, speed and complexity. These firms are large enough to require sophisticated financial capabilities but not large enough to absorb the complexity easily.

Operationally, this manifests as a coordination problem. As embedded finance capabilities expand from payments to lending to insurance, cross-functional collaboration becomes more complex. The research shows that organizations with multiple embedded finance offerings increasingly struggle with internal alignment and resource allocation.

Read the report: The Embedded Finance Scale Factor: How Firm Size Shapes Strategy, Technology and Partnership Decisions

Strategically, the middle market is forced to make a pivotal choice: continue building in-house, or partner more deeply with external providers. Neither path is straightforward. Building requires capital and expertise; partnering introduces dependency and potential margin compression.

Vendors that can simplify the orchestration challenge of integrating multiple financial services into coherent, manageable systems, are likely to find their most receptive audience here. The middle market does not need more features. It needs fewer points of friction, and the companies that deliver that simplification may effectively define the category’s next wave of growth.

As companies layer multiple financial services into their products, they create intricate systems that must be coordinated across teams, technologies, and regulatory frameworks. Payments, lending, compliance, risk management, and data analytics are no longer isolated functions. They are interdependent components of a broader financial architecture and managing that architecture requires capabilities that many organizations are still developing.

What is unfolding today in embedded finance is not a temporary phase of uneven adoption. It is a structural evolution. As the technology becomes more deeply embedded in business models, it begins to reflect the underlying realities of scale, resources, and organizational capability.

And in a market defined by complexity, clarity of strategy may be the ultimate competitive advantage.