How to Segment TAM and Customize GTM Strategies for Outbound Success in B2B SaaS Security Tech
Hey folks. I'm sharing something that worked for my client (B2B SaaS, Security Tech, Midmark deals $50k+) Hope this helps all of you doing outbound. I like to segment TAMs into 3 buckets: Tier 1, 2, and 3. This is not new for most of you. However, my GTM to each Tier is nuanced. Here's how:
- 1.
Tier 1 is decided based on the current signals stacked on top of each other. So we're bringing the signals in from different intent platforms and the top 3% of market is identified as Tier 1
- a.
GTM Strategy: Personalised Outreach using a bottom-up strategy + ABM Ads
- 3.
Tier 2 is decided based on high value accounts that do NOT display signals. These are accounts that we know are ICP and we also haven't received any response from them / had conversations with them.
- a.
We will still reach out to them using some creative offline campaigns. Stuff that Dale Dupree taught me (Crumbled letter, Trophies, etc,.)
- 5.
Tier 3 are accounts that we're not sure on ACV, or Brand. These accounts are given to Marketing for low-touch nurturing.
This approach got us ~$2M qualified pipeline in 3 months and 1 SDR. Feel free to ask any questions here or on DM.
