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B2B Market Sizing & TAM
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ICP
TAM vs. ICP: Why GTM Teams Confuse Them (And Why It Matters)
TAM and ICP both describe potential customers, but they answer completely different questions. And when growth-stage B2B companies blur the line between them, it leads to unfocused strategy, wasted resources, and missed opportunities.Let's clarify the distinction and show you how to use each one effectively.
Market Sizing
What Should You Look For in TAM Data?
Good data is key to a strong market sizing TAM model. Using poor data will lead to inaccurate models and potentially poor business decisions. So what should you look for instead?
Market Sizing
The Difference Between Top-Down and Bottom-Up TAM Market Sizing
Whether you’re developing a go-to-market strategy or presenting to investors, the process of calculating your bottom-up and top-down Total Addressable Market (TAM) gives you a deeper understanding of your market and stands as a cornerstone for your strategy.
Market Sizing
What is Market Sizing?
If you’re at all involved with bringing new products to market, expanding to new markets, or understanding market share, market sizing will be on your mind - or at least, it should be.
Market Sizing
TAM, SAM, SOM: What's the Difference?
TAM, SAM, SOM, and market share are ways to break down and understand a company’s revenue opportunity for a product or service. This framework helps companies identify their market opportunity.
Case Study
Why Market Intelligence Matters: Alex McDonnell at Airtable
Market intelligence creates the clarity of vision your company needs to execute. Learn actionable steps in this interview about how to uncover hidden market opportunities.
Market Sizing
What is a Total Addressable Market (TAM) model?
Before companies enter new markets or investors decide to buy in to a business, they need to answer two key questions: How large is the market for this product or service?, and How fast is that market growing? A TAM model can do both.
Case Study
Making TAM Actionable: Aaron Dun at CareAcademy
How can you bring insight from your market sizing analysis to product and go-to-market decisions? Learn how CareAcademy used its TAM to inform GTM strategy.
Market Analysis
How to Map Sales Territories Based on Market Data
Here's how to use market data to build fair and equal sales territories without the the time, expense, or bias of a manual process.
Case Study
Squashing Market Myths: Paul Osmond at 6Sense
Learn how companies are using market sizing data to grow their business, featuring an interview with competitive intelligence expert Paul Osmond.
Market Analysis
How Likelihood to Buy and Willingness to Pay Factor into Market Sizing
Willingness to pay and likelihood to buy are two key numbers that can help you assess the total revenue opportunity of a product or service. In this article, we'll break down what they are, how to get the data, and how to use it in your market models.
Scalepath
How Scalepath Sources and Modifies Data
Scalepath’s software is essentially a bridge between your market context and large public datasets we use to better understand the market. But knowing where the data comes from, and how it’s modified, is an important aspect of being confident in the results. Here’s a look behind the curtain.
Market Sizing
11 Market Research Tools for B2B Market Sizing
Market research tools help you understand your market and allow you to better size company opportunities. Here are 11 tools you can use.
Free Tools
Total Addressable Market Template for B2B Market Sizing
The Scalepath TAM framework provides a way to size a B2B (business-to-business) market opportunity segmented by business size and market vertical.
Market Analysis
An Introduction to Market Opportunity Analysis
Market opportunity analysis is a critical exercise when companies are trying to decide whether or not to enter a new market—or exit markets they are already in. This involves studying the size of the market, the competition, and the potential for success.
Free Tools
Data sources to help determine your total addressable market size
In order to build a Total Addressable Market (TAM) analysis, you need high quality market data. Fortunately, there’s more data available than ever before. The downside: that data can be difficult to find and correlate with other supporting data.
Market Sizing
How to Calculate TAM Size for a B2B Technology Product
Your Total Addressable Market or TAM is the total possible demand for your product or service. In this post, we give a rundown of how to calculate TAM, SAM and SOM for a B2B SaaS product.
Market Sizing
Hiring a Market Sizing Consultant: Three Things to Know
Three of the most important factors in hiring a market sizing consultant, and a new alternative: Scalepath's B2B market sizing and segmentation software.
Market Sizing
The Scalepath 4C TAM Framework™
The Scalepath 4C TAM Framework™ helps B2B companies define and capitalize on their TAM by exploring four aspects of the market: Customer Potential, Customer Value, Capabilities and Constraints.
Market analysis resources
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