LIST BUILDING Total Addressable Market

Now that you have defined your ICP, you can now accurately determine your Total Addressable Market (TAM).The Total Addressable Market is the list of all the accounts that match your Ideal Customer Profile criteria.List BuildingBuilding your list can be done through a combination of the following:

Sales collaboration - get a list of target accounts from your sales team

Partner or shared list - if you work with partner organisations, sharing lists can be an extremely effective way of building out your target list

Online research - researching online is a slow, laborious but cost effective route to finding accounts. LinkedIn is a great source of free account data

Third Party data - data vending solutions like Leadiro, DiscoverOrg or Zoom info are an expensive but very effective way of identifying accounts (more on this in the next chapter)

As ABM is highly targeted, your TAM list will almost certainly not be your final ABM programme list. The next step will be to segment and prioritise the TAM list.

Practical Tip:

Technographic data is particularly powerful for technology brands selling into accounts who have friendly or competitor solutions running. Data vendors and Account Intelligence solutions like DiscoverOrg ($$$), ZoomInfo ($$) or Leadiro ($) are a very useful source of technographic/install-base data.