Rev-n-u Unplugged You Have To Start With The Tam
Nov 18, 2025
A compelling discussion kicks off with the importance of understanding Total Addressable Market (TAM) in the startup world. The speaker emphasizes the need for founders to focus on realistic numbers rather than hype. Practical advice follows, detailing how to refine a broad market into a precise Ideal Customer Profile, with insightful examples from the cyber startup landscape. This targeted approach helps entrepreneurs better identify and connect with their true customers.
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Start With A Realistic TAM
- Do start your planning with a realistic TAM by paring down headline numbers into a concrete model.
- Stop fooling yourself and identify the true ICP before pitching investors or building strategy.
Mocking Overambitious Startup Claims
- The speaker mocks startups claiming they'll 'win 10% of the market' against a $10 billion TAM.
- He uses a cyber market example to show how quickly numbers shrink when you count real startups.
Big Headlines Hide Real Opportunity Size
- Narrowing a market headline to an ICP can collapse huge numbers quickly and reveal true opportunity.
- Headlines like '10 billion' hide the meaningful subset you can actually pursue.