The downside of a large TAM

When is your total addressable market ("TAM") too large?

It's too large when you don't know each buyer's unique pains and problems within your TAM.

Yes, you can sell your Employee Wellness app to companies of all shapes and sizes, but your enterprise buyer has different pains and problems than your mid-market buyer and your local restaurant buyer.

When I see companies go too broad, they market their product with easy-to-ignore generic messaging.

Here's a better way: choose one best-fit vertical to focus on and go deep on understanding their buyer's pains and problems.

Then, your marketing can become impossible to ignore.

Question to ponder:

👉 Is our marketing messaging too generic, or do we clearly articulate we understand our specific buyer?