Converge Coffee

Don't Put Your Cart Before the Horse: ICP in the SAM, Not the SOM

October 1st, 2024
By Sean Sullivan
abx, account based experience, account based marketing, go to market, go to market operations, gtm, gtm ops, icp, sam, som, tam

You can avoid the biggest mistake that most companies make by basing your SAM on your ICP, not defining your SOM based on the original ICP. Define your city by finding the one that best fits your ICP profile; don't define a city based on a single street.