SAM
Aussi : SAM, Serviceable Addressable Market, Serviceable Available Market, Served Available Market, Marche adressable disponible, Marche adressable exploitable
Serviceable Addressable Market: the slice of TAM you can realistically reach given your current business model, geography, and distribution channels.
What it is
SAM (Serviceable Addressable Market) is the portion of the Total Addressable Market (TAM) that your business can realistically serve given your current model, product scope, geography, regulatory constraints, and distribution channels. It sits between the broadest opportunity (TAM) and the share you can capture in the near term (SOM).
The standard nesting is:
- TAM: total demand for the category if you sold to everyone, everywhere.
- SAM: the subset you can actually address with what you sell and where you operate today.
- SOM (Serviceable Obtainable Market): the slice of SAM you can win given competition and execution capacity.
Why it matters
TAM often looks impressive but overstates reality. SAM forces a disciplined answer to a harder question: who can we truly serve right now?
- It grounds revenue targets in reachable demand, not aspiration.
- It exposes constraints (language, licensing, integrations, channel reach) that block parts of TAM.
- It aligns product, marketing, and finance on the same denominator.
How it is used in practice
There are two common estimation approaches:
- Top-down: start from TAM, then filter by segment, geography, regulation, and product fit.
- Bottom-up: count reachable customers times realistic average revenue per account. Bottom-up is usually more defensible.
Typical uses:
- Investor and board narratives: sizing the credible near-term opportunity.
- Go-to-market planning: choosing segments and channels that expand SAM.
- Budgeting: setting quota and spend against a realistic base.
Worked example
A B2B analytics vendor estimates the global market for data platforms at 12 billion USD (TAM).
Apply constraints:
- Product only serves companies with 200+ employees: keeps 45 percent.
- They sell only in North America and the EU: keeps 60 percent of that.
- Their tool requires a cloud data warehouse: keeps 70 percent of that.
SAM = 12B x 0.45 x 0.60 x 0.70 = 2.27 billion USD.
If they expect to win 4 percent in three years, SOM = ~91 million USD. Notice that adding a language, a region, or an on-premise option would each grow SAM without touching TAM.
Common pitfalls
- Confusing SAM with TAM to inflate the story.
- Ignoring constraints you cannot lift in the planning horizon.
- Static SAM: it should shift as product and distribution evolve.