Building a TAM with Studio
The Total Addressable Market (TAM) segment is created automatically by Leadspace and contains all of the LS Graph data.
All Companies are presented according to the following breakdown:
- Company Size
- Revenue
- Location
- Industry
Metrics
Four metrics will be calculated according to the user’s definition of the TAM:
- All companies - number of companies that match the criteria
- Revenue - the expected revenue the company will have if all customers in TAM close a deal. This metric requires users’ avg. Deal size input to calculate.
- Avg LS Score - the avg fit score for all companies in TAM. Users must have a fit model defined in Leadspace to get this metric.
- Penetration - coming soon - % of customers from all companies in TAM. It requires users’ input from existing customers.
Administrators can define their TAM by clicking on the “Settings” icon and opening the configuration screen.
Here, users can define criteria that filter the TAM by four dimensions (company size, revenue, region, industry).
Users can choose from the offered ranges or customize their own and name them.
Note: when choosing to customize ranges, labeling them is mandatory.
TAM metrics
On this screen, the user can define the input needed to calculate the following metrics:
- Revenue
- LS Score.
Revenue
To calculate the expected revenue, the user should input the avg. deal size they're tracking. The user can insert one avg deal size value representing the total avg of all deals.
If applicable, the user can also insert the avg. Deal size according to company size/ revenue ranges to get more precise revenue metric results.
Note: If the user-defined custom ranges of company size OR revenue, the avg deal size input breakdown is according to this definition.
If the user didn’t define custom ranges (not on company size and not on revenue), the user should choose if he would like to insert the avg. Deal size input according to size/revenue.
Average LS Score
If the user has a fit model defined in their account, the avg score of all the companies in TAM will be calculated according to this model.
If there is more than one model, the user should choose the desired model to use for the calculation.
Saving TAM Segment
Only Admin users will be able to set the TAM configuration, edit the TAM, and save the definitions.
Saving and updating the TAM is done by clicking on the “Update TAM” button on the configuration pop-up.
Saving and updating the TAM is done by clicking on the “Update TAM” button on the configuration pop-up.
Clicking on “Reset Criteria” will reset all definitions to the default TAM, meaning all companies in LS Graph will be presented again.
Recommended Segments
Auto-generated segments will be created according to the user’s customized ranges definition - meaning that the trigger for creating these segments is the definition of custom ranges.
Once the user finishes configuring the TAM and clicks “Update TAM”, the list of the suggested segments is presented to the user, and segments that will finally be created are substituted to the user’s choice.
Each segment reflects the distribution of a custom range. For example, a user defined the following custom ranges for size:
| Label | Ranges |
| SMB | <25, 25-100 |
| Enterprise | 250-1000, 1k-10k |
Two recommended segments will be suggested to the user:
- TAM - SMB - will include all companies with the size of <25, 25-100
- TAM - Enterprise - will include all companies with the size of 250-1000, 1k-10k.
When new custom ranges are defined or the existing custom ranges are edited, new recommended segments that reflect the changes will be suggested to the user.