ArchiveFebruary 2018

Don’t Confuse Product Knowledge with Market Knowledge

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I frequently hear an in-house expert on a company’s product or technology described as a “market expert,” or as having great “market knowledge.” As an investor, this is a dangerous thing to hear or say! It conflates internal technical knowledge – the knowledge of how a proprietary product or technology works – with market knowledge – the knowledge...

Understanding TAM/SAM/SOM

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When I work with investors and companies on market analysis, one the things everyone wants to know is “what is the total addressable market (TAM)?” This is an important question, but is just the tip of the iceberg, especially because many entrepreneurs (and investors!) focus on identifying the biggest number possible. When a company stays focused on the giant number, it doesn’t...

Josho

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