Winning your markets requires more than a top-down approach to your Total Addressable Market (TAM) or Serviceable Addressable Market (SAM). To win big, HG Insights’ most successful customers identify their Serviceable Obtainable Market (SOM).
Drilling down to their SOM enables technology vendors to know which markets or industries represent the best growth opportunities, which markets are saturated by competitors, and what accounts have the highest potential to become customers.
Having more granular information on the accounts that comprise your market can help your strategy leaders plan better so they know what markets to enter or exit, and how to allocate budgets and resources. Extra granularity can also help product teams optimize their products initiatives, and sales teams create more optimal sales territories. Additionally, having detailed account intelligence allows revenue teams to execute on the data to increase lead conversion and closing ratios.
In our latest master class, we defined and explained the differences between a TAM, SAM and SOM, and stepped our audience through the process of creating their own detailed SOM. We also showed how to elevate the performance of entire organizations by helping:
- Strategy leaders find their best opportunities and allocate resources more efficiently.
- Product leaders confirm demand for their product and size their true Go-To-Market (GTM) opportunity.
- Marketing leaders improve their targeting and increase their conversion rates.
- Sales leaders increase the overall efficiency of their revenue pipeline.
If you’re looking for a new, data-driven approach to growing and winning your markets consistently, this Master Class is for you.Watch Master Class