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I agree that you should never go into a market thinking, "If I can ply capture X%, we'll be hugely successful." It's putting the cart before the horse. You go

I agree that you should never go into a market thinking, "If I can ply capture X%, we'll be hugely successful." It's putting the cart before the horse. You go into a market by finding a pain that you solve. You can go into the CRM market if you have a method that, for even just a few companies, solves some significant pain they have. Then, over time, you analgesic grows to soothe more companies' pains. Then you find you captured some percentage of the market. The capture is the result, not the plan.

rgbrgb 14y ago
I've been taught that your pitch deck should have a slide on TAM, SAM, SOM [1]. The idea here is that we show that the general market for this product domain is huge and then we drill down to the niche in that market who's pains our initial product addresses. It makes the opportunity much more attractive when there's a huge market that you could potentially become the Salesforce of, even if you're just addressing pains of flower shops right now. [1]: http://upandrunning.bplans.com/2012/06/22/tam-sam-and-som-huh/ http://upandrunning.bplans.com/2012/06/22/tam-sam-and-som-hu...