Glossary
Bottom-up market sizing
Building a market estimate from countable customers rather than a global figure.
Count the actual buyers: how many registered restaurants are there in Lagos, how many clinics in a state, how many licensed operators in a sector. Multiply by a price you already charge someone.
It is more work, and it produces a smaller number. It is also the only version an investor can check, and being checkable is the entire point of putting it in front of them.
Related terms
- TAM, SAM, SOM — Total market, the slice you can serve, and the slice you can realistically win.
- ICP (ideal customer profile) — The specific kind of buyer your product fits best, described precisely.
Read next
See where this number sits in the rubric
The GTM Score is published in full, check by check, so you can see exactly what each figure is worth before you go looking for it.
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