Typical contents: TAM / SAM / SOM with sources, Segmentation grid, ICP and personas, Pricing thesis, Federation or account registry.
This shelf is not published to the Investors tier. The orientation above describes its place in the sequence.
This shelf holds the analytical layer: the market sized and segmented, the ideal customer and personas defined, and the message that reaches them, with every count traced to a source. It turns the strategy on the shelf before it into a tested answer to one question: who do we sell to, what do we say, and when.
Typical contents: TAM / SAM / SOM with sources, Segmentation grid, ICP and personas, Pricing thesis, Federation or account registry.