What is Total addressable market?

Also called TAM.

Total addressable market is the full set of accounts that could plausibly buy a product. In go-to-market operations it is a working list of real companies with the attributes that make them qualified, not the revenue figure the same term means in a fundraising deck.

The operational version is only useful if it is enumerated and maintained. A TAM held as a number cannot be routed, scored or worked; a TAM held as rows can.

Only a small share of any market is in the buying window at a given time, which is why prioritising within the TAM matters more than expanding it.

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