How to sequence GTM to reach your TAM

Using an analogy → ⛳ Golf ⛳

❌ DON’T “go for the green”

(Going after your TAM directly)

It is likely that your TAM is not ready for your new product yet.

✅ Instead, go after reachable greens

(Going after smaller SOMs)

These prospects are more willing to deal with the shortcomings of your product.

And once you get them on your side, they make additional greens easier to access.

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The example shown in the image below is for Figma

They spent a lot of time building momentum with these “smaller greens”

So if you are an early stage startup building out your marketing…

🔴 Ditch the Market Size slide in your VC deck…

🟢 And start working on your short game by sequencing your GTM