InsideView Apex empowers B2B companies to own the world that matters, making go-to-market decisions quickly and confidently by providing market insights, performance analytics, and enabling aligned execution.
Step 1: Defining your Total Addressable Market (TAM)
Step 2: Visualizing your White Space
Step 1: Defining your Total Addressable Market (TAM)
To define your total addressable market (TAM), you’ll first create market segments. Click on the Market Segment tab in the left-hand corner below the Apex Logo.
Once the screen loads, select the “New” button on the upper right-hand side.
Select the countries you would like to focus on from the world map by clicking on them or searching in the search bar on the left.
Once selected, your targets will show up as blue on the map. Click the red “Next” button in the upper right-hand corner.
Next, you will select the size of the companies you want to focus on by employee count or revenue.
Click the Plus button on each icon to make your selections.
Enter a number in the minimum, maximum, or both fields to select the size companies you want to see. Then click the red “Next” button.
Select the industries you want to target by typing them into the search bar or by scrolling through the industry list.
You can also specify if you want only primary businesses or if you would like to choose from subcategories as well.
Once you have finished selecting, click on the red “Finish” button in the upper right-hand corner.
You will be asked to name your new “Market Segment” in order to save the results.
Once you have named it, click the red “Save” button.
Now you can see the result of your setup and continue to drill down by editing the location, employee and revenue ranges, industries, etc, to continue to hone in on your target market.
Use the filters on the left to add or remove filters to see how your total addressable market will change by adjusting the types of companies you’ll target.
Step 2: Visualizing your White Space
To visualize your white space, you can overlay a customer list to see which companies in your TAM are net new prospects for your organization. To do so, click the “Add List” Button in red, located under the Addressable Market box.
Select which list you want to overlay on top of your TAM from the drop-down menu.
Once the Overlay loads, you will see your total White Space with the overlapping companies, as well as those that are NOT in your TAM.
Once you define your TAM, you can find people at those accounts by adding filters in the left pane or clicking graphs for “Job Function” and “Job Level” at the bottom of the page.
Step 3: Mobilize your Revenue Teams
The next step is to mobilize your revenue teams to take action. Click the “Publish” button on the top right of the screen.
Add specific instructions for Sales and Marketing based on the market segment and then click on the red “Publish” button.
Once published, companies that belong to that market segment will have a “badge” on the InsideView UI, informing your team that this company is a good target.
The instructions you published will appear on the record in InsideView under “Market Segments”, giving Sales and Marketing specific instructions for when they encounter high-value accounts.
If you use Data Integrity, published market segments will also be tagged on incoming leads so that you know when new leads are part of your target market. You can use this information to route and score your leads so that high value leads to reach your sellers faster.
Step 4: Measure Revenue Performance
Once you’ve published one or more market segments, you can start tracking revenue performance across segments to verify that you have correctly identified your ideal customers.
Compare conversion and win rates across segments to identify your best performing market segments and discover where your revenue teams are most successful.
If any of your market segments are underperforming, you can tweak your market segment definitions until you’re confident that your revenue teams are focused on the best prospects.