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Territories & segmentation
TAM, SAM, and SOM
Total addressable market is everyone who could buy; serviceable addressable market is the part you can reach; serviceable obtainable market is what you can realistically win.
Owned by: Senior sales analystTest band: Senior sales analyst
In practice
Build it bottom-up — count of accounts × realistic ACV — and it becomes a territory model. Top-down from an analyst report is a slide, not a plan.
More in territories & segmentation
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