Think TRM and not TAM

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.