Price vs TAM
Your Price Point and Total Addressable Market play a huge role in how you Go-To-Market.
Large TAM, low price --> Take a 1 to Many approach, drive volume and focus on efficiency. Inbound should be at the core.
Small TAM, high price --> Be super customized and personalized in your marketing. ABM should be at the core.
Somewhere in between --> Mix both approaches for a happy medium.
This is why starting with your company's specifics is important. Don't just buy an ABM solution because you watched a video from a martech vendor.
Truly understand your business and figure out which approach best fits your reality.
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