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\u062a\u0643\u0646\u0648\u0644\u0648\u062c\u064a\u0627 \u0627\u0644\u0645\u0639\u0644\u0648\u0645\u0627\u062a \u0641\u064a \u0627\u0644\u0642\u0637\u0627\u0639 \u0627\u0644\u0645\u0635\u0631\u0641\u064a\u060c \u0648\u0627\u0644\u0630\u064a \u0645\u0646 \u0627\u0644\u0645\u062a\u0648\u0642\u0639 \u0623\u0646 \u064a\u0635\u0644 \u0625\u0644\u0649 \u062d\u0648\u0627\u0644\u064a 600 \u0645\u0644\u064a\u0627\u0631 \u062f\u0648\u0644\u0627\u0631 \u0623\u0645\u0631\u064a\u0643\u064a \u0641\u064a \u0639\u0627\u0645 2024 \u0648\u0641\u0642\u064b\u0627 \u0644\u062a\u0642\u0627\u0631\u064a\u0631 \u0627\u0644\u0642\u0637\u0627\u0639. \u062b\u0645 \u0642\u0645 \u0628\u062a\u0637\u0628\u064a\u0642 \u0645\u0631\u0634\u062d\u0627\u062a \u0627\u0644\u0646\u0633\u0628\u0629 \u0627\u0644\u0645\u0626\u0648\u064a\u0629: \u0631\u0628\u0645\u0627 \u064a\u0630\u0647\u0628 81 \u062a\u064a\u0631\u0627\u0628\u0627\u064a\u062a 3 \u062a\u064a\u0631\u0627\u0628\u0627\u064a\u062a \u0625\u0644\u0649 \u0623\u062f\u0648\u0627\u062a \u0625\u062f\u0627\u0631\u0629 \u0639\u0644\u0627\u0642\u0627\u062a \u0627\u0644\u0639\u0645\u0644\u0627\u0621 \u0648\u0625\u062f\u0627\u0631\u0629 \u0627\u0644\u0639\u0645\u0644\u0627\u0621 (48 \u0645\u0644\u064a\u0627\u0631 \u062f\u0648\u0644\u0627\u0631 \u0623\u0645\u0631\u064a\u0643\u064a)\u060c \u0648151 \u062a\u064a\u0631\u0627\u0628\u0627\u064a\u062a 3 \u062a\u064a\u0631\u0627\u0628\u0627\u064a\u062a \u0645\u0646 \u0630\u0644\u0643 \u0627\u0644\u0645\u0628\u0644\u063a \u064a\u062a\u0646\u0627\u0648\u0644 \u0625\u062f\u0627\u0631\u0629 \u0627\u0644\u062b\u0631\u0648\u0627\u062a \u0648\u0627\u0644\u062e\u062f\u0645\u0627\u062a \u0627\u0644\u0645\u0635\u0631\u0641\u064a\u0629 \u0627\u0644\u062e\u0627\u0635\u0629 \u0639\u0644\u0649 \u0648\u062c\u0647 \u0627\u0644\u062a\u062d\u062f\u064a\u062f (7.2 \u0645\u0644\u064a\u0627\u0631 \u062f\u0648\u0644\u0627\u0631 \u0623\u0645\u0631\u064a\u0643\u064a). \u0642\u062f \u064a\u0646\u062a\u062c \u0639\u0646 \u062a\u0636\u064a\u064a\u0642 \u0646\u0637\u0627\u0642 \u0627\u0644\u062a\u0635\u0641\u064a\u0629 \u0625\u0644\u0649 \u0623\u0648\u0631\u0648\u0628\u0627 \u0645\u0628\u0644\u063a 2.5 \u0645\u0644\u064a\u0627\u0631 \u062f\u0648\u0644\u0627\u0631 \u0623\u0645\u0631\u064a\u0643\u064a \u0644\u0645\u0646\u0635\u0627\u062a \u0625\u062f\u0627\u0631\u0629 \u0639\u0644\u0627\u0642\u0627\u062a \u0627\u0644\u0639\u0645\u0644\u0627\u0621 \u0648\u0625\u062f\u0627\u0631\u0629 \u0627\u0644\u062b\u0631\u0648\u0627\u062a.<\/p>\n\n\n\n \u062a\u0628\u062f\u0648 \u0627\u0644\u0635\u064a\u063a\u0629 \u0627\u0644\u0645\u0641\u0627\u0647\u064a\u0645\u064a\u0629 \u0643\u0627\u0644\u062a\u0627\u0644\u064a:<\/p>\n\n\n\n TAM = (\u0625\u062c\u0645\u0627\u0644\u064a \u0625\u0646\u0641\u0627\u0642 \u0627\u0644\u0642\u0637\u0627\u0639) \u00d7 (\u062d\u0635\u0629 \u0627\u0644\u0625\u0646\u0641\u0627\u0642 \u0639\u0644\u0649 \u0641\u0626\u062a\u0643) \u00d7 (\u0639\u0648\u0627\u0645\u0644 \u0627\u0644\u062a\u0635\u0641\u064a\u0629 \u0627\u0644\u062c\u063a\u0631\u0627\u0641\u064a\u0629 \u0623\u0648 \u0627\u0644\u0642\u0637\u0627\u0639\u064a\u0629)<\/strong><\/p>\n\n\n\n \u0633\u062a\u0633\u062a\u062e\u062f\u0645 \u0634\u0631\u0643\u0629 InvestGlass \u0647\u0630\u0627 \u0627\u0644\u0646\u0647\u062c \u0644\u0641\u0647\u0645 \u0633\u0642\u0641 \u0641\u0626\u0627\u062a \u0645\u062b\u0644 \u201c\u0625\u062f\u0627\u0631\u0629 \u0639\u0644\u0627\u0642\u0627\u062a \u0627\u0644\u0639\u0645\u0644\u0627\u0621 \u0644\u0625\u062f\u0627\u0631\u0629 \u0627\u0644\u062b\u0631\u0648\u0627\u062a \u0648\u0645\u0646\u0635\u0627\u062a \u0625\u062f\u0627\u0631\u0629 \u0627\u0644\u0645\u062d\u0627\u0641\u0638 \u0627\u0644\u0627\u0633\u062a\u062b\u0645\u0627\u0631\u064a\u0629\u201d \u0641\u064a \u062c\u0645\u064a\u0639 \u0623\u0646\u062d\u0627\u0621 \u0623\u0648\u0631\u0648\u0628\u0627 \u0648\u0627\u0644\u0634\u0631\u0642 \u0627\u0644\u0623\u0648\u0633\u0637. \u0648\u0647\u0648 \u064a\u0648\u0641\u0631 \u0641\u062d\u0635\u064b\u0627 \u0645\u0641\u064a\u062f\u064b\u0627 \u0644\u0644\u062a\u062f\u0642\u064a\u0642 \u0627\u0644\u0639\u0642\u0644\u064a \u0645\u0642\u0627\u0628\u0644 \u0627\u0644\u062a\u0642\u062f\u064a\u0631\u0627\u062a \u0627\u0644\u062a\u0635\u0627\u0639\u062f\u064a\u0629.<\/p>\n\n\n\n \u0648\u0645\u0639 \u0630\u0644\u0643\u060c \u0641\u0625\u0646 \u0627\u0644\u0627\u062a\u062c\u0627\u0647 \u0645\u0646 \u0623\u0639\u0644\u0649 \u0625\u0644\u0649 \u0623\u0633\u0641\u0644 \u0644\u0647 \u0639\u064a\u0648\u0628 \u0643\u0628\u064a\u0631\u0629. \u0642\u062f \u062a\u062c\u0645\u0639 \u062a\u0642\u0627\u0631\u064a\u0631 \u0627\u0644\u0645\u062d\u0644\u0644\u064a\u0646 \u0627\u0644\u0645\u0646\u0627\u0641\u0633\u064a\u0646 \u0645\u062b\u0644 Salesforce \u0648Microsoft Dynamics \u0641\u064a \u0641\u0626\u0627\u062a \u0648\u0627\u0633\u0639\u0629 \u062a\u062d\u062c\u0628 \u0645\u0643\u0627\u0646\u062a\u0643 \u0627\u0644\u0645\u062d\u062f\u062f\u0629. \u064a\u0645\u0643\u0646 \u0623\u0646 \u062a\u0643\u0648\u0646 \u0627\u0644\u062a\u0642\u0627\u0631\u064a\u0631 \u0642\u062f\u064a\u0645\u0629 \u0648\u0645\u0643\u0644\u0641\u0629 \u0648\u062a\u0641\u062a\u0642\u0631 \u0625\u0644\u0649 \u0627\u0644\u0634\u0641\u0627\u0641\u064a\u0629 \u0641\u064a \u0627\u0644\u0645\u0646\u0647\u062c\u064a\u0629. \u0647\u0646\u0627\u0643 \u0623\u064a\u0636\u064b\u0627 \u062e\u0637\u0631 \u0627\u0644\u0639\u062f \u0627\u0644\u0645\u0632\u062f\u0648\u062c \u0644\u0644\u0623\u0633\u0648\u0627\u0642 \u0627\u0644\u0645\u062a\u062f\u0627\u062e\u0644\u0629 \u0639\u0646\u062f \u0627\u0644\u062c\u0645\u0639 \u0628\u064a\u0646 \u062a\u0642\u0627\u0631\u064a\u0631 \u0627\u0644\u0633\u0648\u0642 \u0627\u0644\u0645\u062a\u0639\u062f\u062f\u0629.<\/p>\n\n\n\n \u064a\u0628\u062f\u0623 \u0627\u0644\u0646\u0647\u062c \u0627\u0644\u062a\u0635\u0627\u0639\u062f\u064a \u0645\u0646 \u0627\u0644\u0623\u0633\u0641\u0644 \u0625\u0644\u0649 \u0627\u0644\u0623\u0639\u0644\u0649 \u0645\u0646 \u0639\u062f\u062f \u0627\u0644\u0639\u0645\u0644\u0627\u0621 \u0627\u0644\u0641\u0639\u0644\u064a \u0623\u0648 \u0627\u0644\u0648\u0627\u0642\u0639\u064a \u0648\u0627\u0644\u062a\u0633\u0639\u064a\u0631\u060c \u0645\u0645\u0627 \u064a\u062c\u0639\u0644\u0647 \u0623\u0643\u062b\u0631 \u0645\u0648\u062b\u0648\u0642\u064a\u0629 \u0644\u0645\u0646\u0635\u0627\u062a SaaS \u0645\u062b\u0644 InvestGlass. \u062a\u0639\u062a\u0645\u062f \u0647\u0630\u0647 \u0627\u0644\u0637\u0631\u064a\u0642\u0629 \u0639\u0644\u0649 \u0628\u064a\u0627\u0646\u0627\u062a \u0627\u0644\u0633\u0648\u0642 \u0627\u0644\u062d\u0642\u064a\u0642\u064a\u0629 \u0628\u062f\u0644\u0627\u064b \u0645\u0646 \u062a\u0642\u062f\u064a\u0631\u0627\u062a \u0627\u0644\u0645\u062d\u0644\u0644\u064a\u0646.<\/p>\n\n\n\n \u0627\u0644\u0635\u064a\u063a\u0629 \u0648\u0627\u0636\u062d\u0629 \u0648\u0645\u0628\u0627\u0634\u0631\u0629:<\/p>\n\n\n\n TAM = (\u0639\u062f\u062f \u0627\u0644\u062d\u0633\u0627\u0628\u0627\u062a \u0627\u0644\u0645\u0633\u062a\u0647\u062f\u0641\u0629) \u00d7 (\u0645\u062a\u0648\u0633\u0637 \u0642\u064a\u0645\u0629 \u0627\u0644\u0639\u0642\u062f \u0627\u0644\u0633\u0646\u0648\u064a)<\/strong><\/p>\n\n\n\n \u064a\u0641\u062a\u0631\u0636 \u0630\u0644\u0643 \u0627\u062e\u062a\u0631\u0627\u0642\u0627\u064b \u0643\u0627\u0645\u0644\u0627\u064b \u0644\u0639\u0627\u0644\u0645 \u062d\u0633\u0627\u0628\u0627\u062a\u0643 \u0627\u0644\u0645\u062d\u062f\u062f. \u0627\u0644\u0645\u0641\u062a\u0627\u062d \u0647\u0648 \u0625\u062d\u0635\u0627\u0621 \u0627\u0644\u0639\u0645\u0644\u0627\u0621 \u0627\u0644\u0645\u062d\u062a\u0645\u0644\u064a\u0646 \u0628\u062f\u0642\u0629 \u0648\u062a\u062d\u062f\u064a\u062f \u0642\u064a\u0645\u0629 \u0648\u0627\u0642\u0639\u064a\u0629 \u0644\u0644\u0639\u0642\u0648\u062f \u0627\u0644\u0633\u0646\u0648\u064a\u0629.<\/p>\n\n\n\n \u0628\u0627\u0644\u0646\u0633\u0628\u0629 \u0625\u0644\u0649 InvestGlass\u060c \u0636\u0639 \u0641\u064a \u0627\u0639\u062a\u0628\u0627\u0631\u0643 TAM \u0644\u062d\u0644\u0648\u0644 \u0625\u062f\u0627\u0631\u0629 \u0639\u0644\u0627\u0642\u0627\u062a \u0627\u0644\u0639\u0645\u0644\u0627\u0621 \u0648\u0627\u0644\u0625\u0639\u062f\u0627\u062f \u0627\u0644\u0631\u0642\u0645\u064a \u0627\u0644\u062a\u064a \u062a\u0633\u062a\u0647\u062f\u0641 \u0645\u062f\u064a\u0631\u064a \u0627\u0644\u062b\u0631\u0648\u0627\u062a \u0641\u064a \u0633\u0648\u064a\u0633\u0631\u0627 \u0648\u0627\u0644\u0627\u062a\u062d\u0627\u062f \u0627\u0644\u0623\u0648\u0631\u0648\u0628\u064a. \u062a\u0634\u064a\u0631 \u0628\u064a\u0627\u0646\u0627\u062a \u0627\u0644\u0635\u0646\u0627\u0639\u0629 \u0625\u0644\u0649 \u0623\u0646 \u0645\u0627 \u064a\u0642\u0631\u0628 \u0645\u0646 3,500 \u0634\u0631\u0643\u0629 \u0645\u0633\u062a\u0642\u0644\u0629 \u0644\u0625\u062f\u0627\u0631\u0629 \u0627\u0644\u062b\u0631\u0648\u0627\u062a \u0648\u0627\u0644\u0628\u0646\u0648\u0643 \u0627\u0644\u062e\u0627\u0635\u0629 \u062a\u0639\u0645\u0644 \u0641\u064a \u0647\u0630\u0647 \u0627\u0644\u0645\u0646\u0637\u0642\u0629. \u0625\u0630\u0627 \u0643\u0627\u0646 \u0645\u062a\u0648\u0633\u0637 \u0642\u064a\u0645\u0629 \u0627\u0644\u0639\u0642\u062f \u0627\u0644\u0633\u0646\u0648\u064a \u0644\u0645\u0646\u0635\u0629 \u0634\u0627\u0645\u0644\u0629 (\u0625\u062f\u0627\u0631\u0629 \u0639\u0644\u0627\u0642\u0627\u062a \u0627\u0644\u0639\u0645\u0644\u0627\u0621\u060c \u0648\u0627\u0644\u0625\u0639\u062f\u0627\u062f\u060c \u0648\u0625\u062f\u0627\u0631\u0629 \u0627\u0644\u0645\u062d\u0627\u0641\u0638\u060c \u0648\u0623\u062a\u0645\u062a\u0629 \u0627\u0644\u062a\u0633\u0648\u064a\u0642) \u0647\u0648 45,000 \u0641\u0631\u0646\u0643 \u0633\u0648\u064a\u0633\u0631\u064a\u060c \u0641\u0625\u0646 \u062d\u0633\u0627\u0628 \u0625\u062c\u0645\u0627\u0644\u064a \u0642\u064a\u0645\u0629 \u0627\u0644\u0639\u0642\u062f \u0627\u0644\u0633\u0646\u0648\u064a \u0644\u0644\u0645\u0646\u0635\u0629 \u0627\u0644\u0634\u0627\u0645\u0644\u0629 (CRM\u060c \u0648\u0627\u0644\u0625\u0639\u062f\u0627\u062f\u060c \u0648\u0625\u062f\u0627\u0631\u0629 \u0627\u0644\u0645\u062d\u0627\u0641\u0638\u060c \u0648\u0623\u062a\u0645\u062a\u0629 \u0627\u0644\u062a\u0633\u0648\u064a\u0642) \u064a\u0646\u062a\u062c \u0639\u0646\u0647<\/p>\n\n\n\n 3,500 \u0634\u0631\u0643\u0629 \u00d7 45,000 \u0641\u0631\u0646\u0643 \u0633\u0648\u064a\u0633\u0631\u064a = 157.5 \u0645\u0644\u064a\u0648\u0646 \u0641\u0631\u0646\u0643 \u0633\u0648\u064a\u0633\u0631\u064a<\/strong><\/p>\n\n\n\n InvestGlass\u2019s own CRM and pipeline data can refine these estimates further. By analyzing median versus average deal sizes across segments, you can create tiered TAMs for different bank categories. Here, market segmentation plays a crucial role dividing the market into distinct groups such as top-tier private banks, boutique advisory firms, and other regulated actors allows for more accurate TAM analysis and targeted strategies. A top-tier private bank might pay CHF 200,000 annually, while a boutique advisory firm pays CHF 15,000.<\/p>\n\n\n\n \u0627\u0644\u0646\u0647\u062c \u0627\u0644\u062a\u0635\u0627\u0639\u062f\u064a \u0644\u0647 \u062d\u062f\u0648\u062f. \u0642\u062f \u062a\u0642\u0644\u0644 \u0645\u0646 \u062a\u0642\u062f\u064a\u0631 \u0627\u0644\u0642\u064a\u0645\u0629 \u0627\u0644\u0633\u0648\u0642\u064a\u0629 \u0627\u0644\u0645\u0636\u0627\u0641\u0629 \u0625\u0630\u0627 \u0641\u0627\u062a\u0643 \u0642\u0637\u0627\u0639\u0627\u062a \u0645\u062c\u0627\u0648\u0631\u0629 \u0645\u062b\u0644 \u0627\u0644\u0645\u0643\u0627\u062a\u0628 \u0627\u0644\u0639\u0627\u0626\u0644\u064a\u0629 \u0623\u0648 \u0645\u062f\u064a\u0631\u064a \u0627\u0644\u0623\u0635\u0648\u0644 \u0623\u0648 \u0634\u0631\u0643\u0627\u062a \u0627\u0644\u062a\u0623\u0645\u064a\u0646 \u0627\u0644\u062a\u064a \u064a\u0645\u0643\u0646 \u0623\u0646 \u062a\u0633\u062a\u062e\u062f\u0645 \u0627\u0644\u062d\u0644 \u0627\u0644\u062e\u0627\u0635 \u0628\u0643 \u0623\u064a\u0636\u064b\u0627. \u0643\u0645\u0627 \u0642\u062f \u062a\u0648\u0627\u062c\u0647 \u0627\u0644\u0634\u0631\u0643\u0627\u062a \u0641\u064a \u0645\u0631\u0627\u062d\u0644\u0647\u0627 \u0627\u0644\u0623\u0648\u0644\u0649 \u0630\u0627\u062a \u0627\u0644\u0628\u064a\u0627\u0646\u0627\u062a \u0627\u0644\u0645\u062d\u062f\u0648\u062f\u0629 \u0639\u0646 \u0627\u0644\u0639\u0645\u0644\u0627\u0621 \u0635\u0639\u0648\u0628\u0629 \u0641\u064a \u0648\u0636\u0639 \u0627\u0641\u062a\u0631\u0627\u0636\u0627\u062a \u0645\u0648\u062b\u0648\u0642\u0629 \u0644\u0642\u064a\u0645\u0629 \u0645\u0636\u0627\u0641\u0629 \u0645\u0636\u0627\u0641\u0629.<\/p>\n\n\n\n \u0648\u0644\u0645\u0639\u0627\u0644\u062c\u0629 \u0647\u0630\u0647 \u0627\u0644\u062b\u063a\u0631\u0627\u062a\u060c \u062a\u0642\u0648\u0645 \u0628\u0639\u0636 \u0627\u0644\u0641\u0631\u0642 \u0628\u062d\u0633\u0627\u0628 \u0645\u0632\u064a\u062c \u0645\u0646 \u0627\u0644\u0646\u062a\u0627\u0626\u062c \u0645\u0646 \u0623\u0639\u0644\u0649 \u0625\u0644\u0649 \u0623\u0633\u0641\u0644 \u0648\u0645\u0646 \u0623\u0633\u0641\u0644 \u0625\u0644\u0649 \u0623\u0639\u0644\u0649. \u0648\u0647\u0630\u0627 \u064a\u062e\u0641\u0641 \u0645\u0646 \u0645\u062e\u0627\u0637\u0631 \u0627\u0644\u0645\u0628\u0627\u0644\u063a\u0629 \u0641\u064a \u0627\u0644\u062a\u0642\u062f\u064a\u0631 \u0648\u0627\u0644\u062a\u0642\u0644\u064a\u0644 \u0645\u0646 \u0627\u0644\u062a\u0642\u062f\u064a\u0631.<\/p>\n\n\n\n \u064a\u0642\u062f\u0651\u0631 \u0646\u0647\u062c \u0646\u0638\u0631\u064a\u0629 \u0627\u0644\u0642\u064a\u0645\u0629 TAM \u0627\u0633\u062a\u0646\u0627\u062f\u064b\u0627 \u0625\u0644\u0649 \u0627\u0644\u0642\u064a\u0645\u0629 \u0627\u0644\u0627\u0642\u062a\u0635\u0627\u062f\u064a\u0629 \u0627\u0644\u062a\u064a \u064a\u062e\u0644\u0642\u0647\u0627 \u0627\u0644\u062d\u0644 \u0627\u0644\u062e\u0627\u0635 \u0628\u0643 \u0644\u0644\u0639\u0645\u0644\u0627\u0621. \u062a\u0639\u062a\u0628\u0631 \u0647\u0630\u0647 \u0627\u0644\u0637\u0631\u064a\u0642\u0629 \u0645\u0646\u0627\u0633\u0628\u0629 \u0628\u0634\u0643\u0644 \u062e\u0627\u0635 \u0644\u0623\u062f\u0648\u0627\u062a \u0627\u0644\u0628\u0631\u0645\u062c\u064a\u0627\u062a \u0643\u062e\u062f\u0645\u0629 \u0648\u0627\u0644\u0630\u0643\u0627\u0621 \u0627\u0644\u0627\u0635\u0637\u0646\u0627\u0639\u064a \u0627\u0644\u0645\u0628\u062a\u0643\u0631\u0629 \u0627\u0644\u062a\u064a \u062a\u0646\u0634\u0626 \u0641\u0626\u0627\u062a \u062c\u062f\u064a\u062f\u0629 \u062f\u0648\u0646 \u0645\u0639\u0627\u064a\u064a\u0631 \u062a\u0627\u0631\u064a\u062e\u064a\u0629 \u0648\u0627\u0636\u062d\u0629.<\/p>\n\n\n\n \u064a\u0639\u0645\u0644 \u0627\u0644\u0645\u0646\u0637\u0642 \u0639\u0644\u0649 \u0627\u0644\u0646\u062d\u0648 \u0627\u0644\u062a\u0627\u0644\u064a: \u0642\u0645 \u0628\u062a\u0642\u062f\u064a\u0631 \u0627\u0644\u0642\u064a\u0645\u0629 \u0627\u0644\u0633\u0646\u0648\u064a\u0629 \u0627\u0644\u062a\u064a \u064a\u0643\u062a\u0633\u0628\u0647\u0627 \u0643\u0644 \u0639\u0645\u064a\u0644 \u0645\u0646 \u0645\u0646\u062a\u062c\u0643 (\u062a\u0648\u0641\u064a\u0631 \u0627\u0644\u0648\u0642\u062a\u060c \u062a\u0642\u0644\u064a\u0644 \u0627\u0644\u062a\u0643\u0627\u0644\u064a\u0641\u060c \u0632\u064a\u0627\u062f\u0629 \u0627\u0644\u0625\u064a\u0631\u0627\u062f\u0627\u062a)\u060c \u062b\u0645 \u0642\u0645 \u0628\u062a\u0642\u062f\u064a\u0631 \u0633\u0639\u0631 \u0642\u0627\u0626\u0645 \u0639\u0644\u0649 \u0627\u0644\u0642\u064a\u0645\u0629 \u0627\u0644\u062a\u064a \u0633\u064a\u062f\u0641\u0639\u0647\u0627 \u0627\u0644\u0639\u0645\u064a\u0644 \u0628\u0634\u0643\u0644 \u0645\u0646\u0637\u0642\u064a \u0644\u0644\u062d\u0635\u0648\u0644 \u0639\u0644\u0649 \u062c\u0632\u0621 \u0645\u0646 \u062a\u0644\u0643 \u0627\u0644\u0642\u064a\u0645\u0629.<\/p>\n\n\n\n \u0636\u0639 \u0641\u064a \u0627\u0639\u062a\u0628\u0627\u0631\u0643 \u0648\u062d\u062f\u0627\u062a \u0627\u0644\u0630\u0643\u0627\u0621 \u0627\u0644\u0627\u0635\u0637\u0646\u0627\u0639\u064a \u0648\u0627\u0644\u0623\u062a\u0645\u062a\u0629 \u0645\u0646 InvestGlass \u0627\u0644\u0645\u0635\u0645\u0645\u0629 \u0645\u0646 \u0623\u062c\u0644 \"\u0627\u0639\u0631\u0641 \u0639\u0645\u064a\u0644\u0643\" \u0648\u0625\u0639\u062f\u0627\u062f \u0627\u0644\u0639\u0645\u0644\u0627\u0621. \u0642\u062f \u064a\u0646\u0641\u0642 \u0623\u062d\u062f \u0627\u0644\u0628\u0646\u0648\u0643 \u0627\u0644\u062e\u0627\u0635\u0629 \u0645\u062a\u0648\u0633\u0637\u0629 \u0627\u0644\u062d\u062c\u0645 \u062d\u0627\u0644\u064a\u064b\u0627 400,000 \u064a\u0648\u0631\u0648 \u0633\u0646\u0648\u064a\u064b\u0627 \u0639\u0644\u0649 \u0627\u0644\u0645\u0631\u0627\u062c\u0639\u0627\u062a \u0627\u0644\u064a\u062f\u0648\u064a\u0629 \u0644\u0625\u062c\u0631\u0627\u0621\u0627\u062a \"\u0627\u0639\u0631\u0641 \u0639\u0645\u064a\u0644\u0643\" \u0639\u0628\u0631 50 \u0645\u062f\u064a\u0631 \u0639\u0644\u0627\u0642\u0627\u062a. \u0623\u062a\u0645\u062a\u0629 \u0632\u062c\u0627\u062c \u0627\u0644\u0627\u0633\u062a\u062b\u0645\u0627\u0631<\/a> \u064a\u0645\u0643\u0646 \u0623\u0646 \u064a\u0642\u0644\u0644 \u0647\u0630\u0647 \u0627\u0644\u062a\u0643\u0644\u0641\u0629 \u0628\u0645\u0642\u062f\u0627\u0631 401 \u062a\u064a\u0631\u0627\u0628\u0627\u064a\u062a \u0625\u0644\u0649 3 \u062a\u064a\u0631\u0627\u0628\u0627\u064a\u062a\u060c \u0645\u0645\u0627 \u064a\u0648\u0641\u0631 160,000 \u064a\u0648\u0631\u0648 \u0643\u0642\u064a\u0645\u0629 \u0633\u0646\u0648\u064a\u0629. \u0642\u062f \u064a\u062f\u0641\u0639 \u0627\u0644\u0645\u0634\u062a\u0631\u064a \u0627\u0644\u0639\u0642\u0644\u0627\u0646\u064a 25-301 \u062a\u064a\u0631\u0627\u0628\u0627\u064a\u062a 3 \u062a\u064a\u0631\u0627\u0628\u0627\u064a\u062a \u0645\u0646 \u0647\u0630\u0647 \u0627\u0644\u0642\u064a\u0645\u0629 \u0645\u0642\u0627\u0628\u0644 \u0627\u0644\u062d\u0644\u060c \u0645\u0645\u0627 \u064a\u0634\u064a\u0631 \u0625\u0644\u0649 \u0631\u063a\u0628\u0629 \u0641\u064a \u0627\u0644\u062f\u0641\u0639 \u062a\u062a\u0631\u0627\u0648\u062d \u0628\u064a\u0646 40,000 \u064a\u0648\u0631\u0648 \u0625\u0644\u0649 48,000 \u064a\u0648\u0631\u0648 \u0633\u0646\u0648\u064a\u064b\u0627.<\/p>\n\n\n\n \u0627\u0644\u0635\u064a\u063a\u0629 \u0627\u0644\u0645\u0641\u0627\u0647\u064a\u0645\u064a\u0629:<\/p>\n\n\n\n TAM = (\u0639\u062f\u062f \u0627\u0644\u0639\u0645\u0644\u0627\u0621 \u0627\u0644\u0645\u0624\u0647\u0644\u064a\u0646) \u00d7 (\u0627\u0644\u0633\u0639\u0631 \u0627\u0644\u0633\u0646\u0648\u064a \u0639\u0644\u0649 \u0623\u0633\u0627\u0633 \u0627\u0644\u0642\u064a\u0645\u0629)<\/strong><\/p>\n\n\n\n \u0625\u0630\u0627 \u0643\u0627\u0646 \u0628\u0625\u0645\u0643\u0627\u0646 2,000 \u0628\u0646\u0643 \u0623\u0648\u0631\u0648\u0628\u064a \u0627\u0644\u0627\u0633\u062a\u0641\u0627\u062f\u0629 \u0645\u0646 \u0627\u0644\u0623\u062a\u0645\u062a\u0629 \u0627\u0644\u0645\u0645\u0627\u062b\u0644\u0629\u060c \u0641\u0625\u0646 \u0627\u0644\u0642\u064a\u0645\u0629 \u0627\u0644\u0625\u062c\u0645\u0627\u0644\u064a\u0629 \u0644\u0644\u0642\u064a\u0645\u0629 \u062a\u0635\u0644 \u0625\u0644\u0649 80-96 \u0645\u0644\u064a\u0648\u0646 \u064a\u0648\u0631\u0648 \u0644\u062d\u0627\u0644\u0629 \u0627\u0644\u0627\u0633\u062a\u062e\u062f\u0627\u0645 \u0627\u0644\u0645\u062d\u062f\u062f\u0629 \u0647\u0630\u0647.<\/p>\n\n\n\n \u064a\u0639\u062a\u0628\u0631 \u0646\u0647\u062c \u0646\u0638\u0631\u064a\u0629 \u0627\u0644\u0642\u064a\u0645\u0629 \u0645\u0641\u064a\u062f\u064b\u0627 \u0628\u0634\u0643\u0644 \u062e\u0627\u0635 \u0639\u0646\u062f \u0625\u0646\u0634\u0627\u0621 \u0641\u0626\u0627\u062a \u062c\u062f\u064a\u062f\u0629. \u0641\u063a\u0627\u0644\u0628\u064b\u0627 \u0645\u0627 \u064a\u0641\u062a\u0642\u0631 \u0627\u0644\u0630\u0643\u0627\u0621 \u0627\u0644\u0627\u0635\u0637\u0646\u0627\u0639\u064a \u0644\u0645\u062f\u064a\u0631\u064a \u0627\u0644\u0639\u0644\u0627\u0642\u0627\u062a\u060c \u0648\u0633\u064a\u0631 \u0639\u0645\u0644 \u0627\u0644\u0627\u0645\u062a\u062b\u0627\u0644 \u0627\u0644\u0622\u0644\u064a\u060c \u0648\u0623\u062f\u0648\u0627\u062a \u0627\u0644\u0645\u062d\u0641\u0638\u0629 \u0627\u0644\u062a\u0646\u0628\u0624\u064a\u0629 \u0625\u0644\u0649 \u0628\u0646\u0648\u062f \u0645\u064a\u0632\u0627\u0646\u064a\u0629 \u062a\u0643\u0646\u0648\u0644\u0648\u062c\u064a\u0627 \u0627\u0644\u0645\u0639\u0644\u0648\u0645\u0627\u062a. \u062a\u0633\u0627\u0639\u062f \u0646\u0638\u0631\u064a\u0629 \u0627\u0644\u0642\u064a\u0645\u0629 \u0641\u064a \u062a\u062d\u062f\u064a\u062f \u0645\u0631\u062a\u0643\u0632\u0627\u062a \u0627\u0644\u062a\u0633\u0639\u064a\u0631 \u0648\u062a\u0648\u0635\u064a\u0644 \u0645\u0642\u062f\u0627\u0631 \u0627\u0644\u0642\u064a\u0645\u0629 \u0627\u0644\u062a\u064a \u064a\u0642\u062f\u0645\u0647\u0627 \u0627\u0644\u0627\u0628\u062a\u0643\u0627\u0631 \u0627\u0644\u062e\u0627\u0635 \u0628\u0643.<\/p>\n\n\n\n \u0627\u0644\u062e\u0637\u0631 \u0627\u0644\u0631\u0626\u064a\u0633\u064a \u0647\u0648 \u0639\u062f\u0645 \u0627\u0644\u0645\u0648\u0636\u0648\u0639\u064a\u0629. \u062a\u0639\u062a\u0645\u062f \u062a\u0642\u062f\u064a\u0631\u0627\u062a \u0627\u0644\u0642\u064a\u0645\u0629 \u0639\u0644\u0649 \u0627\u0641\u062a\u0631\u0627\u0636\u0627\u062a \u062d\u0648\u0644 \u0639\u0645\u0644\u064a\u0627\u062a \u0627\u0644\u0639\u0645\u0644\u0627\u0621 \u0627\u0644\u062a\u064a \u0642\u062f \u062a\u062e\u062a\u0644\u0641 \u0628\u0634\u0643\u0644 \u0643\u0628\u064a\u0631. \u0648\u064a\u0624\u062f\u064a \u0627\u0644\u062c\u0645\u0639 \u0628\u064a\u0646 \u0646\u0638\u0631\u064a\u0629 \u0627\u0644\u0642\u064a\u0645\u0629 \u0648\u0627\u0644\u062a\u062d\u0642\u0642 \u0645\u0646 \u0627\u0644\u0635\u062d\u0629 \u0645\u0646 \u0627\u0644\u0642\u0627\u0639\u062f\u0629 \u0625\u0644\u0649 \u0627\u0644\u0642\u0645\u0629 \u0625\u0644\u0649 \u062a\u0639\u0632\u064a\u0632 \u0627\u0644\u0645\u0635\u062f\u0627\u0642\u064a\u0629.<\/p>\n\n\n\n A precise understanding of your customer segments and target market is the cornerstone of any credible Total Addressable Market (TAM) analysis. In the business world especially for B2B SaaS and financial services platforms like InvestGlass knowing exactly who your potential customers are enables you to estimate market size, prioritize sales efforts, and develop marketing and sales strategies that drive business growth.<\/p>\n\n\n\n The target market is the specific group of organizations or decision-makers your company aims to serve with its product offerings. Identifying this group requires rigorous market research to gather data on industry needs, regulatory requirements, and buying behaviors. By segmenting the market using criteria such as geography, company size, regulatory status, or technology adoption you can pinpoint the most promising customer segments and tailor your approach to each.<\/p>\n\n\n\n \u0625\u0646 \u062a\u0642\u0633\u064a\u0645 \u0627\u0644\u0633\u0648\u0642 \u0647\u0648 \u0623\u0643\u062b\u0631 \u0645\u0646 \u0645\u062c\u0631\u062f \u0645\u0645\u0627\u0631\u0633\u0629 \u0646\u0638\u0631\u064a\u0629\u061b \u0641\u0647\u0648 \u0623\u062f\u0627\u0629 \u0639\u0645\u0644\u064a\u0629 \u0644\u0644\u0643\u0634\u0641 \u0639\u0646 \u0627\u0644\u0623\u0633\u0648\u0627\u0642 \u063a\u064a\u0631 \u0627\u0644\u0645\u0633\u062a\u063a\u0644\u0629 \u0648\u0627\u0644\u0641\u0631\u0635 \u0627\u0644\u0646\u0627\u0634\u0626\u0629. \u0639\u0644\u0649 \u0633\u0628\u064a\u0644 \u0627\u0644\u0645\u062b\u0627\u0644\u060c \u0642\u062f \u062a\u0642\u0648\u0645 \u0634\u0631\u0643\u0629 InvestGlass \u0628\u062a\u0642\u0633\u064a\u0645 \u0633\u0648\u0642\u0647\u0627 \u0627\u0644\u0642\u0627\u0628\u0644 \u0644\u0644\u062a\u0648\u062c\u064a\u0647 \u0645\u0646 \u062e\u0644\u0627\u0644 \u0627\u0644\u062a\u0631\u0643\u064a\u0632 \u0639\u0644\u0649 \u0627\u0644\u0628\u0646\u0648\u0643 \u0627\u0644\u0633\u0648\u064a\u0633\u0631\u064a\u0629 \u0627\u0644\u062e\u0627\u0635\u0629 \u0630\u0627\u062a \u0627\u0644\u0627\u062d\u062a\u064a\u0627\u062c\u0627\u062a \u0627\u0644\u0633\u064a\u0627\u062f\u064a\u0629 \u0627\u0644\u0635\u0627\u0631\u0645\u0629 \u0644\u0644\u0628\u064a\u0627\u0646\u0627\u062a\u060c \u0623\u0648 \u0639\u0644\u0649 \u0645\u062f\u064a\u0631\u064a \u0627\u0644\u062b\u0631\u0648\u0627\u062a \u0641\u064a \u0627\u0644\u0623\u0633\u0648\u0627\u0642 \u0627\u0644\u062f\u0648\u0644\u064a\u0629 \u0627\u0644\u0630\u064a\u0646 \u064a\u0628\u062d\u062b\u0648\u0646 \u0639\u0646 \u062d\u0644\u0648\u0644 \u0631\u0642\u0645\u064a\u0629. \u0648\u064a\u0636\u0645\u0646 \u0647\u0630\u0627 \u0627\u0644\u0645\u0633\u062a\u0648\u0649 \u0645\u0646 \u0627\u0644\u062a\u0641\u0635\u064a\u0644 \u0623\u0646 \u064a\u0639\u0643\u0633 \u0647\u0630\u0627 \u0627\u0644\u0645\u0633\u062a\u0648\u0649 \u0645\u0646 \u0627\u0644\u062a\u0641\u0635\u064a\u0644 \u062f\u064a\u0646\u0627\u0645\u064a\u0643\u064a\u0627\u062a \u0627\u0644\u0633\u0648\u0642 \u0641\u064a \u0627\u0644\u0639\u0627\u0644\u0645 \u0627\u0644\u062d\u0642\u064a\u0642\u064a \u0648\u0644\u064a\u0633 \u0645\u062c\u0631\u062f \u0625\u0645\u0643\u0627\u0646\u0627\u062a \u0645\u062c\u0631\u062f\u0629.<\/p>\n\n\n\n Once you\u2019ve defined your target market, the next step is to estimate the Serviceable Available Market (SAM) the portion of the total addressable market tam that your company can realistically serve, given your current product capabilities, regulatory approvals, and distribution channels. This is where market research and industry reports become invaluable, helping you gather data on market trends, customer preferences, and the competitive landscape.<\/p>\n\n\n\n \u062a\u0636\u064a\u0651\u0642 \u0627\u0644\u0633\u0648\u0642 \u0627\u0644\u062a\u064a \u064a\u0645\u0643\u0646 \u0627\u0644\u062d\u0635\u0648\u0644 \u0639\u0644\u064a\u0647\u0627 (SOM) \u0646\u0637\u0627\u0642 \u0627\u0644\u062a\u0631\u0643\u064a\u0632 \u0628\u0634\u0643\u0644 \u0623\u0643\u0628\u0631\u060c \u062d\u064a\u062b \u062a\u0645\u062b\u0644 \u062d\u0635\u0629 \u0627\u0644\u0633\u0648\u0642 \u0627\u0644\u062a\u064a \u064a\u0645\u0643\u0646 \u0627\u0644\u062d\u0635\u0648\u0644 \u0639\u0644\u064a\u0647\u0627 \u0639\u0644\u0649 \u0627\u0644\u0645\u062f\u0649 \u0627\u0644\u0642\u0631\u064a\u0628 \u0645\u0646 SAM \u0627\u0644\u062a\u064a \u064a\u0645\u0643\u0646\u0643 \u0627\u0644\u062d\u0635\u0648\u0644 \u0639\u0644\u064a\u0647\u0627 \u0645\u0646 \u062e\u0644\u0627\u0644 \u0646\u0645\u0648\u0630\u062c \u0639\u0645\u0644\u0643 \u0627\u0644\u062d\u0627\u0644\u064a \u0648\u0645\u0648\u0627\u0631\u062f\u0643. \u064a\u062a\u0637\u0644\u0628 \u062d\u0633\u0627\u0628 \u062d\u062c\u0645 \u0627\u0644\u0633\u0648\u0642 \u0627\u0644\u0642\u0627\u0628\u0644 \u0644\u0644\u062a\u062d\u0635\u064a\u0644 \u062a\u0642\u064a\u064a\u0645\u064b\u0627 \u0648\u0627\u0636\u062d\u064b\u0627 \u0644\u0648\u0636\u0639\u0643 \u0627\u0644\u062a\u0646\u0627\u0641\u0633\u064a \u0648\u0627\u0633\u062a\u0631\u0627\u062a\u064a\u062c\u064a\u0627\u062a \u0627\u0644\u0645\u0628\u064a\u0639\u0627\u062a \u0648\u0639\u0631\u0648\u0636 \u0627\u0644\u0642\u064a\u0645\u0629 \u0627\u0644\u0641\u0631\u064a\u062f\u0629 \u0627\u0644\u062a\u064a \u062a\u0642\u062f\u0645\u0647\u0627 \u0645\u0642\u0627\u0631\u0646\u0629\u064b \u0628\u0642\u0627\u062f\u0629 \u0627\u0644\u0633\u0648\u0642 \u0648\u0627\u0644\u0645\u0646\u0627\u0641\u0633\u064a\u0646 \u0627\u0644\u0631\u0627\u0633\u062e\u064a\u0646.<\/p>\n\n\n\n \u0644\u062a\u0642\u062f\u064a\u0631 \u0627\u0644\u0642\u064a\u0645\u0629 \u0627\u0644\u0646\u0642\u062f\u064a\u0629 \u0644\u0643\u0644 \u0634\u0631\u064a\u062d\u0629 \u0645\u0646 \u0627\u0644\u0639\u0645\u0644\u0627\u0621\u060c \u062a\u0633\u062a\u062e\u062f\u0645 \u0627\u0644\u0639\u062f\u064a\u062f \u0645\u0646 \u0627\u0644\u0634\u0631\u0643\u0627\u062a \u0646\u0647\u062c \u0646\u0638\u0631\u064a\u0629 \u0627\u0644\u0642\u064a\u0645\u0629. \u0648\u062a\u062d\u0644\u0644 \u0647\u0630\u0647 \u0627\u0644\u0637\u0631\u064a\u0642\u0629 \u0645\u0642\u062f\u0627\u0631 \u0627\u0644\u0642\u064a\u0645\u0629 \u0627\u0644\u062a\u064a \u064a\u0642\u062f\u0645\u0647\u0627 \u0627\u0644\u062d\u0644 \u0627\u0644\u062e\u0627\u0635 \u0628\u0643 \u0644\u0644\u0639\u0645\u0644\u0627\u0621 \u0627\u0644\u0645\u062d\u062a\u0645\u0644\u064a\u0646 \u0648\u0645\u0642\u062f\u0627\u0631 \u0627\u0633\u062a\u0639\u062f\u0627\u062f\u0647\u0645 \u0644\u062f\u0641\u0639 \u062b\u0645\u0646 \u0647\u0630\u0647 \u0627\u0644\u0642\u064a\u0645\u0629. \u0645\u0646 \u062e\u0644\u0627\u0644 \u0641\u0647\u0645 \u0627\u0644\u0642\u064a\u0645\u0629 \u0627\u0644\u0645\u062a\u0635\u0648\u0631\u0629 \u0648\u0627\u0644\u0627\u0633\u062a\u0639\u062f\u0627\u062f \u0644\u0644\u062f\u0641\u0639\u060c \u064a\u0645\u0643\u0646\u0643 \u0648\u0636\u0639 \u0627\u0633\u062a\u0631\u0627\u062a\u064a\u062c\u064a\u0627\u062a \u062a\u0633\u0639\u064a\u0631 \u062a\u0632\u064a\u062f \u0645\u0646 \u0641\u0631\u0635 \u0627\u0644\u0625\u064a\u0631\u0627\u062f\u0627\u062a \u0648\u062a\u062a\u0645\u0627\u0634\u0649 \u0645\u0639 \u062a\u0648\u0642\u0639\u0627\u062a \u0627\u0644\u0633\u0648\u0642.<\/p>\n\n\n\n The bottom up approach is particularly effective for B2B SaaS and fintech companies. By aggregating data from individual customer segments such as the number of regulated banks in a region multiplied by the average annual contract value you can build a more accurate picture of your total addressable market. This method is grounded in real customer data and provides a solid foundation for business strategy and resource allocation.<\/p>\n\n\n\n \u0628\u062f\u0644\u0627\u064b \u0645\u0646 \u0630\u0644\u0643\u060c \u064a\u0633\u062a\u0641\u064a\u062f \u0627\u0644\u0646\u0647\u062c \u0627\u0644\u062a\u0635\u0627\u0639\u062f\u064a \u0645\u0646 \u0623\u0639\u0644\u0649 \u0625\u0644\u0649 \u0623\u0633\u0641\u0644 \u0645\u0646 \u0628\u064a\u0627\u0646\u0627\u062a \u0627\u0644\u0635\u0646\u0627\u0639\u0629 \u0648\u062a\u0642\u0627\u0631\u064a\u0631 \u0627\u0644\u0633\u0648\u0642 \u0644\u062a\u0642\u062f\u064a\u0631 \u062d\u062c\u0645 \u0627\u0644\u0633\u0648\u0642 \u0627\u0644\u0625\u062c\u0645\u0627\u0644\u064a\u060c \u062b\u0645 \u064a\u0637\u0628\u0642 \u0645\u0631\u0634\u062d\u0627\u062a \u0644\u0644\u062a\u0631\u0643\u064a\u0632 \u0639\u0644\u0649 \u0627\u0644\u0633\u0648\u0642 \u0627\u0644\u0645\u062d\u062f\u062f\u0629 \u0627\u0644\u062a\u064a \u064a\u0645\u0643\u0646 \u0627\u0644\u0648\u0635\u0648\u0644 \u0625\u0644\u064a\u0647\u0627. \u0641\u064a \u062d\u064a\u0646 \u0623\u0646 \u0647\u0630\u0627 \u0627\u0644\u0646\u0647\u062c \u064a\u0642\u062f\u0645 \u0631\u0624\u064a\u0629 \u0639\u0627\u0644\u064a\u0629 \u0627\u0644\u0645\u0633\u062a\u0648\u0649 \u0644\u0625\u0645\u0643\u0627\u0646\u0627\u062a \u0627\u0644\u0633\u0648\u0642\u060c \u0625\u0644\u0627 \u0623\u0646\u0647 \u064a\u0643\u0648\u0646 \u0623\u0643\u062b\u0631 \u0641\u0639\u0627\u0644\u064a\u0629 \u0639\u0646\u062f\u0645\u0627 \u064a\u0642\u062a\u0631\u0646 \u0628\u0627\u0644\u062a\u062d\u0644\u064a\u0644 \u0627\u0644\u062a\u0635\u0627\u0639\u062f\u064a \u0648\u0627\u0644\u0631\u0624\u0649 \u0627\u0644\u0645\u0633\u062a\u0645\u062f\u0629 \u0645\u0646 \u0646\u0638\u0631\u064a\u0629 \u0627\u0644\u0642\u064a\u0645\u0629.<\/p>\n\n\n\n Ultimately, identifying and understanding your customer segments and target market is essential for capturing market share and achieving sustainable business growth. By leveraging market segmentation, value theory, and robust market research, companies like InvestGlass can uncover new revenue opportunities, adapt to shifting market dynamics, and develop sales strategies that resonate with the most promising customer segments whether in established regions or emerging international markets.<\/p>\n\n\n\n In today\u2019s fast-evolving business environment, a data-driven approach to customer segmentation and TAM analysis is not just a best practice it\u2019s a competitive necessity. By continuously refining your understanding of the addressable market and aligning your business model to the needs of your target market, you position your company to capture a greater share of the total addressable and serviceable obtainable market, driving both immediate and long-term business growth.<\/p>\n\n\n\n \u0627\u0644\u0623\u0645\u062b\u0644\u0629 \u062a\u062d\u0648\u0651\u0644 \u0645\u0641\u0627\u0647\u064a\u0645 TAM \u0627\u0644\u0645\u062c\u0631\u062f\u0629 \u0625\u0644\u0649 \u0623\u0637\u0631 \u0639\u0645\u0644 \u0642\u0627\u0628\u0644\u0629 \u0644\u0644\u062a\u0646\u0641\u064a\u0630. \u064a\u0633\u0627\u0639\u062f\u0643 \u0627\u0644\u0627\u0637\u0644\u0627\u0639 \u0639\u0644\u0649 \u0643\u064a\u0641\u064a\u0629 \u062a\u0639\u0627\u0645\u0644 \u0627\u0644\u0634\u0631\u0643\u0627\u062a \u0627\u0644\u0623\u062e\u0631\u0649 \u0645\u0639 \u062a\u062d\u062f\u064a\u062f \u062d\u062c\u0645 \u0627\u0644\u0633\u0648\u0642 \u0639\u0644\u0649 \u062a\u062c\u0646\u0628 \u0627\u0644\u0623\u062e\u0637\u0627\u0621 \u0627\u0644\u0634\u0627\u0626\u0639\u0629 \u0648\u062a\u062d\u062f\u064a\u062f \u0623\u0641\u0636\u0644 \u0627\u0644\u0645\u0645\u0627\u0631\u0633\u0627\u062a.<\/p>\n\n\n\n \u0636\u0639 \u0641\u064a \u0627\u0639\u062a\u0628\u0627\u0631\u0643 \u0639\u0631\u0636 Airbnb \u0627\u0644\u0634\u0647\u064a\u0631. \u0641\u0642\u062f \u0639\u064f\u0631\u0636 \u0639\u0644\u0649 \u0627\u0644\u0645\u0633\u062a\u062b\u0645\u0631\u064a\u0646 \u0627\u0644\u0623\u0648\u0627\u0626\u0644 \u0639\u0631\u0636\u064b\u0627 \u062a\u0642\u062f\u064a\u0645\u064a\u064b\u0627 \u064a\u062c\u0645\u0639 \u0628\u064a\u0646 \u062d\u062c\u0648\u0632\u0627\u062a \u0627\u0644\u0641\u0646\u0627\u062f\u0642 \u0648\u0625\u064a\u062c\u0627\u0631\u0627\u062a \u0627\u0644\u0639\u0637\u0644\u0627\u062a \u0648\u0623\u0645\u0627\u0643\u0646 \u0627\u0644\u0625\u0642\u0627\u0645\u0629 \u0627\u0644\u0628\u062f\u064a\u0644\u0629 \u0641\u064a \u0641\u0631\u0635\u0629 \u0647\u0627\u0626\u0644\u0629. \u0648\u0642\u062f \u0633\u0627\u0639\u062f \u0647\u0630\u0627 \u0627\u0644\u0625\u0637\u0627\u0631 \u0641\u064a \u062a\u0623\u0645\u064a\u0646 \u0627\u0644\u062a\u0645\u0648\u064a\u0644 \u062d\u062a\u0649 \u0642\u0628\u0644 \u0623\u0646 \u064a\u062a\u0645 \u0625\u062b\u0628\u0627\u062a \u0645\u0644\u0627\u0621\u0645\u0629 \u0627\u0644\u0645\u0646\u062a\u062c \u0644\u0644\u0633\u0648\u0642 \u0628\u0634\u0643\u0644 \u0643\u0627\u0645\u0644. \u0627\u0644\u062f\u0631\u0633 \u0627\u0644\u0645\u0633\u062a\u0641\u0627\u062f \u0645\u0646 \u0630\u0644\u0643: \u0636\u0639 \u0625\u0637\u0627\u0631\u064b\u0627 \u0644\u0645\u0641\u0647\u0648\u0645 \"\u062a\u0627\u0645\" \u062d\u0648\u0644 \u0627\u0644\u0645\u0634\u0643\u0644\u0629 \u0627\u0644\u062a\u064a \u062a\u062d\u0644\u0647\u0627\u060c \u0648\u0644\u064a\u0633 \u0641\u0642\u0637 \u0627\u0644\u0641\u0626\u0629 \u0627\u0644\u062a\u064a \u062a\u0646\u0627\u0641\u0633 \u0641\u064a\u0647\u0627.<\/p>\n\n\n\n \u0648\u0627\u0644\u0622\u0646 \u0644\u0646\u0646\u0638\u0631 \u0641\u064a \u0645\u062b\u0627\u0644 \u0645\u0641\u0635\u0651\u0644 \u0644\u0644\u0628\u0631\u0645\u062c\u064a\u0627\u062a \u0643\u062e\u062f\u0645\u0629 B2B SaaS \u0630\u0627\u062a \u0627\u0644\u0635\u0644\u0629 \u0628\u0640 InvestGlass. \u064a\u062a\u0645\u062b\u0644 \u0627\u0644\u0647\u062f\u0641 \u0641\u064a \u062d\u0633\u0627\u0628 TAM \u0644\u0640 \u201c\u0646\u0638\u0627\u0645 \u0625\u062f\u0627\u0631\u0629 \u0639\u0644\u0627\u0642\u0627\u062a \u0627\u0644\u0639\u0645\u0644\u0627\u0621 \u0627\u0644\u0645\u0633\u062a\u0636\u0627\u0641 \u0641\u064a \u0633\u0648\u064a\u0633\u0631\u0627 \u0648\u0645\u0646\u0635\u0629 \u0631\u0642\u0645\u064a\u0629 \u0644\u0644\u062a\u0623\u0647\u064a\u0644 \u0627\u0644\u0631\u0642\u0645\u064a \u0644\u0644\u0628\u0646\u0648\u0643 \u0627\u0644\u062e\u0627\u0635\u0629 \u0627\u0644\u0623\u0648\u0631\u0648\u0628\u064a\u0629 \u0648\u0645\u062f\u064a\u0631\u064a 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