Plank: Total addressable market is constrained by contacts, not accounts
Matt Plank · The Revenue Playbook: Rippling’s Top 3 Growth Tactics at Scale with Rippling CRO Matt Plank · Sep 27, 2024 · at 9:59
Matt Plank, CRO of Rippling, explains how targeting multiple personas within target accounts expands outbound sales capacity.
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“Your TAM is really constrained by the number of contacts, not the number of accounts. If you have a million accounts and one persona to reach out to, you have a million contacts. But if you can reach out to four, five, six, seven different people within an account, obviously it massively expands your TAM.”
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