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| TAM in Pitch Decks | One of the most overlooked parts of a pitch deck is the market slide (specifically the total addressable market). Most founders, knowing that investors are looking for outsized returns, try to find the largest possible TAM so that they can claim they are operating in a $1T+ market. | What many founders fail to recognize is that this is a missed opportunity to pick a number that is strategically selected to highlight your strategic thinking, market entry strategy and unique value propositions. | So, let’s talk about how you can pick the right TAM to present to investors. | | Attio is the AI CRM for high-growth teams. | | Connect your email, calls, product data and more, and Attio instantly builds your CRM with enriched data and complete context. Whether you’re running product-led growth or enterprise sales, Attio adapts to your unique GTM motion. | Then Ask Attio to plan your next move. | Run deep web research on prospects. Update your pipeline as you work. Find customers and draft outreach emails. Powered by Universal Context, Attio's intelligence layer, Attio searches, updates, and creates across your data to accelerate your workflow. | Ask more from your CRM. | Ask Attio |
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| | The best advice I can give for picking your TAM is always to work your way up, not to pick a random number you find online. Most founders search for large market size figures and then try to add a few together to justify a large TAM. Instead, focus on how much money you can make from one customer, then figure out how many possible customers you acquire; this is how you present a number that investors can believe. When picking how many customers you can reach, start by focusing on those customers who will need your product the most; that figure is your short-term market size. Then, look at how many people don’t need your product but are likely to convert in the future; this is your larger TAM. Thinking about it in this way allows you to explain to investors how you are going to attract the users you need to hit the different market sizes that you need.
| Using these steps allows you to show that you have thought through your market entry strategy, that you understand the types of customers who are going to be using your product, and that you understand what you need to do to attract different types of customers. | | How do you pick your TAM | | | HubSpot AEO | | Picture this. A buyer opens ChatGPT and asks for a recommendation in your category. Your competitor's name comes up. Yours doesn't. And that buyer never makes it to your website. | That's happening right now in markets everywhere. And most teams don't know it's happening because it never shows up in their analytics. | HubSpot AEO shows you exactly where your brand stands in AI search, where competitors are getting recommended instead of you, and tells you specifically what to fix. No expertise needed. | Try it free for 28 days. Just $50 a month after. | |
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