Glossary entry
SAM
Also known as Serviceable Addressable Market
The portion of TAM your product can actually serve — accounts within the ICP, in geographies you sell into, willing to pay your pricing model. The real number for sales strategy: SAM tells you how many accounts your SDR team should be reaching out to over the next 12 months. SOM (Serviceable Obtainable Market) refines further to what you can realistically capture given competition and capacity.
01Definition
TLDR
The portion of TAM your product can actually serve — accounts within the ICP, in geographies you sell into, willing to pay your pricing model. The real number for sales strategy: SAM tells you how many accounts your SDR team should be reaching out to over the next 12 months. SOM (Serviceable Obtainable Market) refines further to what you can realistically capture given competition and capacity.
02Why it matters
Operational planning happens at the SAM level. Quota allocation, territory design, and ABM list-building all key off SAM.
03Example
Worked example
B2B SaaS, 200-2000 employees, US/EU HQ, with modern data stack → 18,000 accounts SAM, ~$1.8B annual revenue opportunity.
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