The framework I’ve recently used is based on plotting your company's "ability to win" against TAM, and identifying the segments where you have both the highest ability to win and TAM - because that is where you know you can already win, and there is a huge market so you can focus your GTM efforts most effectively. You can measure the "Ability to Win" using different attributes that matter to your business, some examples are Presence, Win Rates, Annual fees, Retention Rates, YoY Lands, etc. You c ...Read More
1,260
Views
