# Market sizing worksheet · [Product or opportunity] · v[n] · [Date] **Owner:** [PM] **Reviewed with:** [FP&A, sales ops] **Period for SOM:** [e.g., 3 years] ## Value unit Annual value per account = [units of value per year, e.g., resolved incidents, documents, seats] × [price per unit] Basis for price: [current price list / pricing research / comparable products] Expected price trend: [flat / falling by about x% a year because ...] ## Segments (mutually exclusive) | Segment | Definition (trigger, job, firmographic filters) | Buying motion | Account count | Source and date | Confidence (H/M/L) | Annual value per account | Basis for value | Segment value | In SAM? (Y/N and why) | Reachable in period | |---|---|---|---|---|---|---|---|---|---|---| | | | | | | | | | | | | Rule that keeps segments from overlapping: [describe] ## Totals | Layer | Value | Boundary rule | What would have to be true | |---|---|---|---| | TAM | | Every buyer with the job | | | SAM | | [integrations, regions, compliance, channel] | | | SOM | | From the capacity model below | | ## SOM capacity model | Driver | Value | Source | Owner | |---|---|---|---| | Quota-carrying reps (by year) | | | | | Ramp time | | | | | Partner-sourced pipeline | | | | | Win rate by segment | | | | | Average first-year contract value | | | | | Net revenue retention | | | | ## Cross-checks - Top-down check: [industry total, source, category definition, filters] → [value] - Value-based check: [cost of the job today, including people time] → [value] - Do the methods agree within an order of magnitude? [Yes / No: the broken assumption is ...] ## Excluded on purpose [Segments, regions or revenue types left out, and why]