Image: adapted from multiple web sources

How SOM Market Sizing Defines Competitive Needs

If you’ve ever tried to figure out what, and how much, your firm can sell over the next quarter or year, then you’ve dealt with the concept of Serviceable Obtainable Markets (SOM). But you may not have seen how directly it translates to your firm’s competitive enablement and positioning. This post briefly examines key aspects…

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What, Really, is A Total Addressable Market (TAM)?

As explained in my previous post, market sizing doesn’t just tell us how much we can sell. It tells us what to make, how much to make, what to invest, who to hire, how to get to market, why customers buy, how to price, what our support needs will be, and more. Failure to adequately…

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