SOM (Serviceable Obtainable Market)
The share of the SAM a company can realistically win in a set period, often the next one to three years, given its competitors, sales capacity and win rate. Build it bottom-up: reps times deals per rep per year times average contract value. When that result lands far below the top-down percentage on the pitch slide, trust the bottom-up number.
Growth without the headcount.
Knowing the vocabulary is the easy part. In a free 30-minute call we look at what it would look like running on your stack.
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