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Bart De Pelsmaeker (Unlicensed)

Bart De Pelsmaeker (Unlicensed)

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titlereadme

Be concise but precise.

The purpose of this doc is to give the team and stakeholders a succinct view on the problem space:

image-20240216-170019.png

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titleSize of market (TAM, SAM, SOM)

Total Addressable Market (TAM)

The whole universe of state agencies who experience this need.

Serviceable Available Market (SAM)

The part of this market that we can realistically reach and convert in a medium- to long-term.

Serviceable Obtainable Market (SOM)

What can we realistically capture of this market in 18-24 months after solution launch? What are our beach-heads? Taking into account our

  • Competitive advantage

  • Current market penetration of competitors

  • Our marketing and sales teams' need for time to reach the customers in (pre-)buying mode

Start writing here:

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titleBusiness model and monetization

  • Value & pricing model

    • Do we offer identical pricing and model as for other customers

(eg enterprises)

    • ?

Or do we tailor the pricing: limited capability, lower price (likely higher quantity) or higher pricing? And if so, why?

Our solution is part of larger compliance deals that ServiceNow delivers to the state agencies.

We currently decided to move forward with our standard pricing.

Model

What model best fits state agencies? Any specific requirements?

  • What is the expected revenue of our SOM?

Start writing here:

Unfair advantages or blockers

Do we need clearance to sell to some agencies, etc

No clearance needed at State level, clearance would be at federal level
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titleBlockers & inhibitors (@all)
Unfair advantages

If we don't have any, that is ok, don't invent any.

Start writing here:
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titleBlockers

If we don't have any, that is ok, don't invent any.

Start writing here: