The Right Way to Calculate TAM and Build Your Prioritized Account Market
ZoomInfo Senior GTM Program Manager Mariana Jacques reveals the critical mistake most companies make with Total Addressable Market: treating it as a static, inflated number instead of an actionable strategy.
Learn why the best Go-to-Market teams move beyond TAM to define their Prioritized Account Market (PAM), the specific segment they focus on first.
This video covers the proven three-step approach to building actionable TAM and PAM: applying your ICP at scale for baseline TAM, refining with corporate hierarchies to capture subsidiary opportunities, and prioritizing with signals like intent data and hiring velocity to identify accounts actually in-market.
Real examples include companies that discovered thousands of overlooked subsidiary accounts and others that used hiring velocity to eliminate half their supposed market that wasn't in growth phase.
This is an essential framework for GTM leaders, sales operations, RevOps professionals, and anyone responsible for territory design, resource allocation, and pipeline strategy.