Conversation with Edgar Baum on the Winnable, Addressable Market (WAM)

ABM Done Right - A Personal ABM Podcast

Kristina Jaramillo and Eric Gruber, Kristina Jaramillo, and Eric Gruber에서 제공하는 콘텐츠입니다. 에피소드, 그래픽, 팟캐스트 설명을 포함한 모든 팟캐스트 콘텐츠는 Kristina Jaramillo and Eric Gruber, Kristina Jaramillo, and Eric Gruber 또는 해당 팟캐스트 플랫폼 파트너가 직접 업로드하고 제공합니다. 누군가가 귀하의 허락 없이 귀하의 저작물을 사용하고 있다고 생각되는 경우 여기에 설명된 절차를 따르실 수 있습니다 https://ko.player.fm/legal.

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Many GTM teams focus on their TAM and ICP but not the winnable addressable market (WAM) that provides you with the greatest revenue growth. At Personal ABM, we believe that your winnable, addressable market is:
1. The percentage of your ICP that matches a problem profile, they have a strategic priority in place and will provide you with the greatest long-term revenue growth.
2. Your *best* customers -- and your next best customers that can provide greater revenue growth if they change how they work with you, use your solution and/or buy from you.
Edgar Baum, our guest expert, mentions that that winnable, addressable market is the intersection between your valuable customers and your winnable customers (those that want to buy from you as you would be an ideal vendor). When looking at the ICP, many GTM teams do not consider if they'd be an ideal vendor for those in their ICP.
Listen to this podcast to learn how you can uncover your winnable, addressable market.

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