TAM.
Stop guessing the size of your market. Build the actual list of accounts you can sell to, then keep it alive.
Introduction
What a TAM is for, and why bottom-up wins.
The steps
From your best customers to a maintained account base.
- 04Define the ICP from real customersWho stays, who pays and who recommends you.
- 05Turn the ICP into observable criteriaIndustry, size, technology and signals you can actually find in data.
- 06Choose your data sourcesRegistries, LinkedIn, directories, maps and technology data, with cost and coverage.
- 07Build the company listExtraction, queries and volumes.
- 08Deduplicate and normalizeThe domain as a key, subsidiaries and dirty data.
- 09Enrich the accountsSource cascades, cost per account and fill rates.
- 10Find the right contactsPersonas, job titles and buying committees.
- 11Score and segmentAccount tiers and a fit score you can explain.
- 12Detect intent signalsHiring, funding, technology and job changes.
- 13Size the marketFrom a number of accounts to potential revenue.
- 14Infrastructure and storageSheets, database or CRM, and what serves as the source of truth.
- 15Keep the TAM up to dateFreshness, automation, opt-outs and data protection.
Use cases
Outbound campaigns, niche markets and AI agents.