TRM = Total Relevant Market (folks you need to sell this quarter/year)TAM = Total Addressable Market (folks you need to sell in a lifetime)Dharmesh Shah recently posted this mindblowing statistic about HubSpot :HubSpot is 16 years into our journey.We are at $1.5B+ in ARR. 150k+ customers.But, we are still < 10% market share.Boom!That means they are not even close to their TAM and still created a big enough market to go for IPO, with billions in revenue and 1000s of customers.
Key Takeaway - you will do well if you think TRM and not TAM to close more deals, faster in 2023.
PS: If you want early access to our Total Relevant Market Pillar Guide, click here.