← Glossary
TAM (Total addressable market)
TAM (total addressable market) is the total demand for what you sell; for B2B teams it's often estimated bottom-up as the number of companies that fit your ICP multiplied by annual contract value.
Market sizing usually uses three numbers:
- TAM (total addressable market): every company that could buy what you sell.
- SAM (serviceable addressable market): the part of the TAM you can actually reach and serve.
- SOM (serviceable obtainable market): the share you can realistically win in a given period.
For Singapore B2B, a bottom-up estimate is usually more useful than a top-down one: count the companies that match your ICP using SSIC codes, headcount and age filters, then apply your conversion rates and average contract value.
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