Wednesday Wisdom: How much of your TAM is in-market? (An Article)

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saraboostani
saraboostani Posts: 319 6senser
in Research Road

Hi all,

We have an oldie but goodie today.

Last year, we surveyed nearly 400 B2B marketers and sellers to ask them about the percentage of their Total Addressable Market (TAM) that's actively in-market for their solution in any given quarter. Sellers with higher solution prices had fewer in-market buyers. We also looked at the percentage of in-market buyers by organization size.

Additionally, in the report we take a look at our own customer data to understand how many early and late-stage opportunities were organically in their CRM without 6sense.

It's a quick read (about 4 minutes) but it has some interesting takeaways!

https://6sense.com/blog/about-10-of-your-potential-customers-are-ready-to-buy-this-quarter-chances-are-youre-missing-them/

@Kerry

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  • Kerry
    Kerry Posts: 135 6senser

    This one has come up a lot lately. I have been hearing a lot about the 95/5 rule: that 95% of your market is idle, while 5% is in market. Numbers like that were the reason we did this research. When you think about it, that can't possibly be true for most businesses — not that specific number. So, we did the research and got specific numbers by industry, deal size, etc. Truth is, it's not too far from that, but there's a range, and we get more specific for you.

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