{"id":49179,"date":"2026-02-16T19:01:57","date_gmt":"2026-02-16T18:01:57","guid":{"rendered":"https:\/\/www.investglass.com\/?p=49179"},"modified":"2026-02-16T19:02:31","modified_gmt":"2026-02-16T18:02:31","slug":"%e6%80%bb%e5%8f%af%e5%af%bb%e5%9d%80%e5%b8%82%e5%9c%ba-tam-%e7%9a%84%e5%ae%9a%e4%b9%89%e8%ae%a1%e7%ae%97%e6%96%b9%e6%b3%95%e5%92%8c-b2b-saas-%e6%a1%88%e4%be%8b","status":"publish","type":"post","link":"https:\/\/www.investglass.com\/zh\/total-addressable-market-tam-definition-calculation-methods-and-b2b-saas-examples\/","title":{"rendered":"\u603b\u53ef\u5bfb\u5740\u5e02\u573a (TAM)\uff1a\u5b9a\u4e49\u3001\u8ba1\u7b97\u65b9\u6cd5\u548c B2B SaaS \u793a\u4f8b"},"content":{"rendered":"

\u4e86\u89e3\u5e02\u573a\u7684\u771f\u6b63\u89c4\u6a21\u53ef\u4ee5\u51b3\u5b9a\u6218\u7565\u51b3\u7b56\u7684\u6210\u8d25\u3002\u5728\u5546\u4e1a\u4e16\u754c\u4e2d\uff0c\u4e86\u89e3\u60a8\u7684\u603b\u4f53\u53ef\u5bfb\u5740\u5e02\u573a\uff08TAM\uff09\u5bf9\u4e8e\u6210\u529f\u548c\u6709\u6548\u7684\u6218\u7565\u89c4\u5212\u81f3\u5173\u91cd\u8981\uff0c\u56e0\u4e3a\u5b83\u53ef\u4ee5\u5e2e\u52a9\u4f01\u4e1a\u8bc6\u522b\u673a\u9047\u548c\u5e94\u5bf9\u884c\u4e1a\u6311\u6218\u3002\u65e0\u8bba\u60a8\u662f\u5411\u6295\u8d44\u8005\u63a8\u4ecb\u4ea7\u54c1\u3001\u8ba1\u5212\u4ea7\u54c1\u53d1\u5e03\uff0c\u8fd8\u662f\u51b3\u5b9a\u4e0b\u4e00\u6b65\u8fdb\u5165\u54ea\u4e2a\u5730\u533a\uff0c\u603b\u53ef\u5bfb\u5740\u5e02\u573a\u90fd\u662f\u60a8\u7684\u5317\u6597\u661f\u3002\u672c\u6307\u5357\u8be6\u7ec6\u4ecb\u7ecd\u4e86 TAM \u7684\u542b\u4e49\u3001\u5982\u4f55\u4f7f\u7528\u884c\u4e4b\u6709\u6548\u7684\u65b9\u6cd5\u8ba1\u7b97 TAM \u4ee5\u53ca\u91d1\u878d\u670d\u52a1\u9886\u57df\u7684 B2B SaaS \u516c\u53f8\u5982\u4f55\u5c06\u5e02\u573a\u89c4\u6a21\u8f6c\u5316\u4e3a\u7ade\u4e89\u4f18\u52bf\u3002.<\/p>\n\n\n\n

\u4ec0\u4e48\u662f\u603b\u53ef\u5bfb\u5740\u5e02\u573a\uff08TAM\uff09\uff1f<\/h2>\n\n\n\n

\u603b\u53ef\u5bfb\u5740\u5e02\u573a\uff08Total addressable market\uff09\uff0c\u901a\u5e38\u7f29\u5199\u4e3a TAM\uff0c\u6307\u7684\u662f\u4ea7\u54c1\u6216\u670d\u52a1\u5728\u660e\u786e\u754c\u5b9a\u7684\u5e02\u573a\u4e2d\u5b9e\u73b0 100% \u5e02\u573a\u4efd\u989d\u65f6\u7684\u5168\u90e8\u6536\u5165\u673a\u4f1a\u3002\u5c06\u5176\u89c6\u4e3a\u5b8c\u7f8e\u6761\u4ef6\u4e0b\u4e1a\u52a1\u7ebf\u7684\u7406\u8bba\u4e0a\u9650\uff0c\u5176\u4f9d\u636e\u662f\u5982\u679c\u6ca1\u6709\u4efb\u4f55\u9650\u5236\uff0c\u4f01\u4e1a\u53ef\u4ee5\u670d\u52a1\u7684\u7406\u8bba\u5ba2\u6237\u6570\u91cf\u3002.<\/p>\n\n\n\n

TAM \u4e0d\u662f\u9884\u6d4b\u3002\u5b83\u662f\u4e00\u79cd\u6218\u7565\u89c4\u5212\u5de5\u5177\uff0c\u7528\u4e8e\u5411\u6295\u8d44\u8005\u3001\u8463\u4e8b\u4f1a\u548c\u5185\u90e8\u56e2\u961f\u4f20\u8fbe\u6f5c\u5728\u89c4\u6a21\u3002\u901a\u8fc7\u8bc4\u4f30\u6f5c\u5728\u5e02\u573a\uff0cTAM \u53ef\u4ee5\u5e2e\u52a9\u516c\u53f8\u8bc4\u4f30\u5176\u603b\u4f53\u673a\u4f1a\uff0c\u786e\u5b9a\u7ec6\u5206\u5e02\u573a\uff0c\u5e76\u5236\u5b9a\u5728\u66f4\u5e7f\u9614\u7684\u884c\u4e1a\u6216\u7ec6\u5206\u5e02\u573a\u4e2d\u62a2\u5360\u4efd\u989d\u7684\u6218\u7565\u3002\u5f53\u6709\u4eba\u95ee \u201c\u8fd9\u4e2a\u9879\u76ee\u80fd\u505a\u591a\u5927 \u201d\u65f6\uff0cTAM \u4f1a\u4ee5\u8d27\u5e01\u4ef7\u503c\u7684\u5f62\u5f0f\u7ed9\u51fa\u7b54\u6848\u3002.<\/p>\n\n\n\n

\u5728 B2B SaaS \u548c\u91d1\u878d\u6280\u672f\u9886\u57df\uff0cTAM \u901a\u5e38\u8868\u793a\u4e3a\u6765\u81ea\u6240\u6709\u53ef\u80fd\u4f7f\u7528\u60a8\u7684\u89e3\u51b3\u65b9\u6848\u7684\u6f5c\u5728\u5ba2\u6237\u7684\u5e74\u5ea6\u7ecf\u5e38\u6027\u6536\u5165\uff08ARR\uff09\u3002\u5bf9\u4e8e\u4e00\u5bb6\u9500\u552e \u6570\u5b57\u5165\u804c<\/a> \u5728\u94f6\u884c\u8f6f\u4ef6\u4e2d\uff0cTAM \u4ee3\u8868\u7684\u662f\uff0c\u5982\u679c\u60a8\u5b9a\u4e49\u7684\u5e02\u573a\u4e2d\u7684\u6bcf\u5bb6\u94f6\u884c\u90fd\u6210\u4e3a\u60a8\u7684\u4ed8\u8d39\u5ba2\u6237\uff0c\u60a8\u5c06\u4ee5\u6bcf\u4e2a\u8d26\u6237\u7684\u5e73\u5747\u6536\u5165\u83b7\u5f97\u591a\u5c11\u6536\u76ca\u3002.<\/p>\n\n\n\n

InvestGlass\uff0c\u4e13\u4e3a\u91d1\u878d\u673a\u6784\u6253\u9020\u7684\u745e\u58eb\u4e3b\u6743\u5ba2\u6237\u5173\u7cfb\u7ba1\u7406\u548c\u81ea\u52a8\u5316\u5e73\u53f0<\/a>, InvestGlasss \u5e2e\u52a9\u94f6\u884c\u548c\u8d22\u5bcc\u7ba1\u7406\u516c\u53f8\u5229\u7528\u771f\u5b9e\u5ba2\u6237\u6570\u636e\u4e86\u89e3\u5176 TAM \u5e76\u91c7\u53d6\u76f8\u5e94\u884c\u52a8\u3002\u901a\u8fc7\u96c6\u4e2d\u5165\u804c\u3001\u6295\u8d44\u7ec4\u5408\u7ba1\u7406\u548c\u5408\u89c4\u5de5\u4f5c\u6d41\u7a0b\uff0cInvestGlass \u5c06\u62bd\u8c61\u7684\u5e02\u573a\u89c4\u6a21\u8f6c\u5316\u4e3a\u53ef\u64cd\u4f5c\u7684\u667a\u80fd\u3002.<\/p>\n\n\n\n

\u6709\u7528\u7684 TAM \u5206\u6790\u5173\u952e\u5728\u4e8e\u7cbe\u786e\u5b9a\u4e49\u3002\u5ba2\u6237\u5173\u7cfb\u7ba1\u7406\u8f6f\u4ef6 \u201c\u7684 TAM \u8fc7\u4e8e\u5bbd\u6cdb\u3002\u53d6\u800c\u4ee3\u4e4b\u7684\u662f\uff0c\u5c06\u5176\u5b9a\u4e49\u4e3a \u201d\u4e3a\u8d44\u4ea7\u7ba1\u7406\u89c4\u6a21\u8d85\u8fc7 5 \u4ebf\u745e\u58eb\u6cd5\u90ce\u7684\u6b27\u6d32\u79c1\u4eba\u94f6\u884c\u63d0\u4f9b\u6570\u5b57\u5316\u5165\u804c\u548c KYC \u89e3\u51b3\u65b9\u6848\u201c\u3002\u8fd9\u6837\u7684\u5177\u4f53\u5b9a\u4e49\u4f7f\u60a8\u5bf9\u53ef\u5bfb\u5740\u5e02\u573a\u603b\u91cf\u7684\u8ba1\u7b97\u66f4\u6709\u610f\u4e49\uff0c\u4e5f\u66f4\u6709\u8bf4\u670d\u529b\u3002.<\/p>\n\n\n\n

TAM \u8fd8\u8981\u6c42\u60a8\u63d0\u4f9b\u7684\u4ea7\u54c1\u4e0e\u60a8\u6240\u8861\u91cf\u7684\u7ec6\u5206\u5e02\u573a\u4fdd\u6301\u4e00\u81f4\u3002\u5982\u679c\u8d35\u516c\u53f8\u7684\u4ea7\u54c1\u53ea\u670d\u52a1\u4e8e\u7279\u5b9a\u5e02\u573a\uff0c\u5982\u745e\u58eb\u8d22\u5bcc\u7ba1\u7406\u516c\u53f8\uff0c\u90a3\u4e48\u60a8\u7684 TAM \u5c31\u5e94\u53cd\u6620\u8fd9\u4e00\u91cd\u70b9\uff0c\u800c\u4e0d\u662f\u6574\u4e2a\u5168\u7403\u91d1\u878d\u670d\u52a1\u4e1a\u3002.<\/p>\n\n\n\n

\u4e3a\u4ec0\u4e48\u53ef\u5bfb\u5740\u5e02\u573a\u603b\u91cf\u5bf9 B2B SaaS \u548c\u91d1\u878d\u673a\u6784\u81f3\u5173\u91cd\u8981\uff1f<\/h2>\n\n\n\n

\u5bf9\u4e8e\u53d7\u76d1\u7ba1\u7684\u91d1\u878d\u673a\u6784\u3001\u8d22\u5bcc\u79d1\u6280\uff08WealthTech\uff09\u548c\u76d1\u7ba1\u79d1\u6280\uff08RegTech\uff09\u63d0\u4f9b\u5546\u800c\u8a00\uff0cTAM \u4e0d\u4ec5\u4ec5\u662f\u5ba3\u4f20\u6750\u6599\u4e2d\u7684\u4e00\u5f20\u5e7b\u706f\u7247\u3002\u5b83\u63a8\u52a8\u7740\u5173\u4e8e\u5411\u4f55\u5904\u6295\u5165\u8d44\u6e90\u3001\u6784\u5efa\u54ea\u4e9b\u4ea7\u54c1\u4ee5\u53ca\u8fdb\u5165\u54ea\u4e9b\u5e02\u573a\u7684\u5173\u952e\u51b3\u7b56\u3002.<\/p>\n\n\n\n

\u79c1\u4eba\u94f6\u884c\u5728\u8bc4\u4f30\u662f\u5426\u5b9e\u65bd\u65b0\u7684\u5408\u89c4\u5de5\u4f5c\u6d41\u7a0b\u6216\u6269\u5c55\u6295\u8d44\u7ec4\u5408\u7ba1\u7406\u80fd\u529b\u65f6\uff0cTAM \u5206\u6790\u6709\u52a9\u4e8e\u8bc1\u660e\u6295\u8d44\u7684\u5408\u7406\u6027\u3002\u8463\u4e8b\u4f1a\u548c\u76d1\u7ba1\u673a\u6784\u5e0c\u671b\u5f97\u5230\u8bc1\u636e\uff0c\u8bc1\u660e\u6280\u672f\u652f\u51fa\u80fd\u591f\u89e3\u51b3\u771f\u6b63\u7684\u4e1a\u52a1\u673a\u4f1a\uff0c\u5e76\u5177\u6709\u91cd\u8981\u7684\u5e02\u573a\u6f5c\u529b\u3002.<\/p>\n\n\n\n

\u67d0\u516c\u53f8\u6b63\u5728\u5f00\u53d1\u4eba\u5de5\u667a\u80fd\u9a71\u52a8\u7684\u5ba2\u6237\u5165\u804c\u5de5\u5177\u3002\u4e86\u89e3 TAM \u6709\u52a9\u4e8e\u9886\u5bfc\u5c42\u51b3\u5b9a\u662f\u4e13\u6ce8\u4e8e\u6b27\u6d32\u94f6\u884c\uff0c\u8fd8\u662f\u62d3\u5c55\u4e2d\u4e1c\u65b0\u5174\u5e02\u573a\uff0c\u6291\u6216\u662f\u4e3a\u4fdd\u9669\u5782\u76f4\u884c\u4e1a\u5f00\u53d1\u529f\u80fd\u3002\u6bcf\u79cd\u9014\u5f84\u90fd\u6709\u4e0d\u540c\u7684\u53ef\u5bfb\u5740\u5e02\u573a\u548c\u7ade\u4e89\u683c\u5c40\u3002\u5c06 TAM \u5206\u6790\u4e0e\u516c\u53f8\u4e1a\u52a1\u6a21\u5f0f\u7684\u53ef\u6269\u5c55\u6027\u548c\u6548\u7387\u76f8\u7edf\u4e00\uff0c\u53ef\u786e\u4fdd\u5c06\u8d44\u6e90\u7528\u4e8e\u4f01\u4e1a\u80fd\u591f\u5360\u9886\u5e02\u573a\u4efd\u989d\u5e76\u521b\u9020\u53ef\u6301\u7eed\u4ef7\u503c\u7684\u673a\u4f1a\u3002.<\/p>\n\n\n\n

\u6295\u8d44\u8005\u5728\u7b79\u8d44\u548c\u5e76\u8d2d\u8bc4\u4f30\u8fc7\u7a0b\u4e2d\u4f1a\u4ed4\u7ec6\u68c0\u67e5 TAM\u3002\u98ce\u9669\u6295\u8d44\u516c\u53f8\u901a\u8fc7 TAM \u6765\u8bc4\u4f30 InvestGlass \u8fd9\u6837\u7684\u5927\u578b\u5e73\u53f0\u5982\u4f55\u5728\u6570\u5b57\u5165\u804c\u7b49\u4f7f\u7528\u6848\u4f8b\u4e2d\u5b9e\u73b0\u589e\u957f\u3001, \u5e02\u573a\u8425\u9500<\/a> \u81ea\u52a8\u5316\u548c\u6295\u8d44\u7ec4\u5408\u7ba1\u7406\u3002\u4e00\u4e2a\u4ee4\u4eba\u4fe1\u670d\u7684 TAM \u8868\u660e\uff0c\u8be5\u5546\u4e1a\u7406\u5ff5\u53ef\u4ee5\u6269\u5927\u89c4\u6a21\uff0c\u5e26\u6765\u53ef\u89c2\u7684\u56de\u62a5\u3002.<\/p>\n\n\n\n

\u4e0b\u9762\u662f\u4e00\u4e2a\u5177\u4f53\u7684\u4f8b\u5b50\u3002\u5047\u8bbe\u6b27\u6d32\u7ea6\u6709 5,000 \u5bb6\u94f6\u884c\u548c\u8bc1\u5238\u516c\u53f8\u3002\u5982\u679c\u5ba2\u6237\u5173\u7cfb\u7ba1\u7406\u548c\u5165\u804c\u5e73\u53f0\u7684\u5e74\u5747\u5408\u540c\u4ef7\u503c\u4e3a 50,000 \u6b27\u5143\uff0c\u5219\u81ea\u4e0b\u800c\u4e0a\u7684\u5206\u6790\u5f97\u51fa\u8be5\u7279\u5b9a\u7ec6\u5206\u5e02\u573a\u7684 TAM \u4e3a 2.5 \u4ebf\u6b27\u5143\u3002\u8fd9\u4e00\u6570\u5b57\u6709\u52a9\u4e8e InvestGlass \u548c\u7c7b\u4f3c\u5e73\u53f0\u786e\u5b9a\u9500\u552e\u5de5\u4f5c\u7684\u4f18\u5148\u6b21\u5e8f\u5e76\u5206\u914d\u8425\u9500\u8d39\u7528\u3002.<\/p>\n\n\n\n

InvestGlass \u53ef\u4ee5\u96c6\u4e2d\u7ba1\u7406\u6536\u5165\u3001\u7ba1\u9053\u548c\u5ba2\u6237\u7ec6\u5206\u6570\u636e\uff0c\u4f7f\u9886\u5bfc\u5c42\u80fd\u591f\u5c06\u5f53\u524d\u6536\u5165\u4e0e TAM \u8fdb\u884c\u6bd4\u8f83\u3002\u8fd9\u5c06\u63ed\u793a\u6e17\u900f\u4e0d\u8db3\u7684\u5ba2\u6237\u7ec6\u5206\u5e02\u573a\uff0c\u5e76\u6307\u5bfc \u8425\u9500\u548c\u9500\u552e\u7b56\u7565<\/a> \u9762\u5411\u6700\u6709\u6f5c\u529b\u7684\u5ba2\u6237\u7fa4\u3002.<\/p>\n\n\n\n

\"\u4e00\u7fa4\u91d1\u878d\u4e13\u4e1a\u4eba\u58eb\u6b63\u805a\u96c6\u5728\u4e00\u95f4\u73b0\u4ee3\u5316\u7684\u529e\u516c\u5ba4\u91cc\uff0c\u805a\u7cbe\u4f1a\u795e\u5730\u67e5\u770b\u663e\u793a\u5404\u79cd\u5e02\u573a\u6570\u636e\u548c\u8d8b\u52bf\u7684\u5206\u6790\u4eea\u8868\u76d8\u3002\u4ed6\u4eec\u5f88\u53ef\u80fd\u6b63\u5728\u8ba8\u8bba\u5982\u4f55\u8ba1\u7b97\u603b\u53ef\u5bfb\u5740\u5e02\u573a\uff0c\u5e76\u4e3a\u4e1a\u52a1\u589e\u957f\u786e\u5b9a\u6709\u6f5c\u529b\u7684\u5ba2\u6237\u7fa4\u3002.\"<\/figure>\n\n\n\n

TAM vs SAM vs SOM\uff1a\u4e86\u89e3\u5b8c\u6574\u7684\u5e02\u573a\u6f0f\u6597<\/h2>\n\n\n\n

\u603b\u4f53\u53ef\u5bfb\u5740\u5e02\u573a\u53ea\u662f\u7531\u4e09\u90e8\u5206\u7ec4\u6210\u7684\u6846\u67b6\u7684\u7b2c\u4e00\u5c42\u3002\u4ece\u7406\u8bba\u5230\u6267\u884c\uff0c\u60a8\u9700\u8981\u4e86\u89e3 SAM\uff08\u53ef\u5bfb\u5740\u670d\u52a1\u5e02\u573a\uff09\u548c SOM\uff08\u53ef\u83b7\u53d6\u670d\u52a1\u5e02\u573a\uff09\u3002.<\/p>\n\n\n\n

TAM \u4ee3\u8868\u7684\u662f\uff0c\u5982\u679c\u60a8\u5c06\u7279\u5b9a\u4ea7\u54c1\u9500\u552e\u7ed9\u89c4\u5b9a\u8303\u56f4\u5185\u7684\u6bcf\u4e00\u4f4d\u6f5c\u5728\u5ba2\u6237\uff0c\u60a8\u5c06\u83b7\u5f97\u7684\u603b\u6536\u5165\u673a\u4f1a\u3002\u8fd9\u5c31\u662f\u4e0d\u53d7\u9650\u5236\u7684\u6574\u4e2a\u5e02\u573a\u3002.<\/p>\n\n\n\n

SAM\uff0c\u5373\u53ef\u63d0\u4f9b\u670d\u52a1\u7684\u5e02\u573a\uff0c\u662f\u6307\u60a8\u5f53\u524d\u7684\u4ea7\u54c1\u3001\u8bb8\u53ef\u8bc1\u548c\u76d1\u7ba1\u6279\u51c6\u5141\u8bb8\u60a8\u63d0\u4f9b\u670d\u52a1\u7684 TAM \u5b50\u96c6\u3002\u5bf9\u4e8e InvestGlass \u800c\u8a00\uff0c\u8fd9\u53ef\u80fd\u610f\u5473\u7740\u8981\u4e13\u6ce8\u4e8e\u6b27\u6d32\u7ecf\u6d4e\u533a\u548c\u745e\u58eb\u7684\u53d7\u76d1\u7ba1\u673a\u6784\uff0c\u800c\u4e0d\u662f\u8bd5\u56fe\u4e3a\u5168\u7403\u96f6\u552e\u94f6\u884c\u63d0\u4f9b\u670d\u52a1\u3002SAM \u8003\u8651\u4e86\u8bed\u8a00\u652f\u6301\u3001\u5408\u89c4\u8ba4\u8bc1\u548c\u5206\u9500\u80fd\u529b\u7b49\u5b9e\u9645\u9650\u5236\u3002.<\/p>\n\n\n\n

SOM\uff0c\u5373\u53ef\u83b7\u5f97\u670d\u52a1\u7684\u5e02\u573a\uff08\u6709\u65f6\u4e5f\u79f0\u4e3a\u53ef\u83b7\u5f97\u670d\u52a1\u7684\u5e02\u573a\uff09\uff0c\u662f\u60a8\u5728\u672a\u6765\u4e09\u5230\u4e94\u5e74\u5185\u53ef\u4ee5\u83b7\u5f97\u7684\u5b9e\u9645\u5e02\u573a\u4efd\u989d\u3002\u8fd9\u8981\u8003\u8651\u5230\u6765\u81ea Salesforce\u3001HubSpot\u3001Microsoft Dynamics 365 \u548c\u5176\u4ed6\u7ade\u4e89\u5bf9\u624b\u7684\u7ade\u4e89\u3002\u5373\u4f7f\u662f\u67d0\u4e00\u9886\u57df\u7684\u5e02\u573a\u9886\u5bfc\u8005\uff0c\u5982\u641c\u7d22\u5f15\u64ce\u9886\u57df\u7684\u8c37\u6b4c\u6216\u5ba2\u6237\u5173\u7cfb\u7ba1\u7406\u9886\u57df\u7684 Salesforce\uff0c\u4e5f\u53ea\u80fd\u5360\u636e\u6574\u4e2a\u53ef\u5bfb\u5740\u5e02\u573a\u7684\u4e00\u90e8\u5206\uff0c\u5176\u4f59\u90e8\u5206\u5c06\u7531\u7ade\u4e89\u5bf9\u624b\u5206\u4eab\u3002\u6b64\u5916\uff0c\u8fd8\u9700\u8003\u8651\u60a8\u7684\u9500\u552e\u80fd\u529b\u3001\u5e02\u573a\u63a8\u5e7f\u6a21\u5f0f\u548c\u54c1\u724c\u77e5\u540d\u5ea6\u3002.<\/p>\n\n\n\n

\u8003\u8651\u4e00\u4e0b\u4ee5\u745e\u58eb\u4e3a\u4e2d\u5fc3\u7684 InvestGlass \u90e8\u7f72\u3002\u5168\u7403\u91d1\u878d CRM \u7684 TAM \u53ef\u80fd\u8fbe\u5230 150 \u4ebf\u7f8e\u5143\u3002\u6839\u636e\u76d1\u7ba1\u8981\u6c42\u548c\u4ea7\u54c1\u672c\u5730\u5316\u60c5\u51b5\uff0c\u6b27\u6d32\u548c\u4e2d\u4e1c\u7684 SAM \u5c06\u7f29\u5c0f\u5230 30 \u4ebf\u7f8e\u5143\u3002\u4e94\u5e74\u5185\uff0cDACH \u548c\u90e8\u5206\u4e2d\u4e1c\u5e02\u573a\u7684 SOM \u53ef\u80fd\u8fbe\u5230 1.5 \u4ebf\u7f8e\u5143\uff0c\u5373 5% \u7684\u53ef\u670d\u52a1\u5e02\u573a\u5360\u6709\u7387\u3002.<\/p>\n\n\n\n

\u5bf9\u4e8e\u94f6\u884c\u3001\u4fdd\u9669\u548c\u516c\u5171\u90e8\u95e8\u7b49\u5408\u89c4\u6027\u8f83\u5f3a\u7684\u884c\u4e1a\u6765\u8bf4\uff0cSAM \u548c SOM \u65e2\u53d7\u76d1\u7ba1\u548c\u6570\u636e\u4e3b\u6743\u8981\u6c42\u7684\u5f71\u54cd\uff0c\u4e5f\u53d7\u7eaf\u7cb9\u9700\u6c42\u7684\u5f71\u54cd\u3002\u50cf InvestGlass \u8fd9\u6837\u63d0\u4f9b\u745e\u58eb\u6570\u636e\u6258\u7ba1\u670d\u52a1\u7684\u5e73\u53f0\uff0c\u53ef\u80fd\u4f1a\u5728\u65e0\u6cd5\u4f7f\u7528\u7f8e\u56fd\u4e91\u63d0\u4f9b\u5546\u7684\u673a\u6784\u4e2d\u62e5\u6709\u66f4\u5927\u7684 SAM\u3002.<\/p>\n\n\n\n

\u5982\u4f55\u8ba1\u7b97\u53ef\u5bfb\u5740\u5e02\u573a\u603b\u91cf<\/h2>\n\n\n\n

\u8ba1\u7b97 TAM \u6ca1\u6709\u552f\u4e00\u6b63\u786e\u7684\u65b9\u6cd5\u3002\u7ecf\u9a8c\u4e30\u5bcc\u7684\u56e2\u961f\u4f1a\u5c06\u591a\u79cd\u65b9\u6cd5\u7ed3\u5408\u8d77\u6765\uff0c\u5e76\u5bf9\u7ed3\u679c\u8fdb\u884c\u4ea4\u53c9\u68c0\u67e5\uff0c\u4ee5\u5efa\u7acb\u5bf9\u4f30\u7b97\u7ed3\u679c\u7684\u4fe1\u5fc3\u3002TAM \u8ba1\u7b97\u8fc7\u7a0b\u4e0d\u4ec5\u5bf9\u8bc4\u4f30\u5e02\u573a\u89c4\u6a21\u81f3\u5173\u91cd\u8981\uff0c\u800c\u4e14\u5bf9\u4e86\u89e3\u7ade\u4e89\u5b9a\u4f4d\u548c\u516c\u53f8\u5728\u5e02\u573a\u4e2d\u7684\u5730\u4f4d\u4e5f\u81f3\u5173\u91cd\u8981\u3002.<\/p>\n\n\n\n

TAM \u8ba1\u7b97\u4e3b\u8981\u6709\u4e09\u79cd\u65b9\u6cd5\uff1a\u81ea\u4e0a\u800c\u4e0b\u6cd5\u3001\u81ea\u4e0b\u800c\u4e0a\u6cd5\u548c\u4ef7\u503c\u7406\u8bba\u6cd5\u3002\u8fd9\u4e09\u79cd\u65b9\u6cd5\u5404\u6709\u4f18\u7f3a\u70b9\uff0c\u5177\u4f53\u53d6\u51b3\u4e8e\u4f01\u4e1a\u7684\u6210\u719f\u5ea6\u548c\u6570\u636e\u53ef\u7528\u6027\u3002.<\/p>\n\n\n\n

\u5bf9\u4e8e InvestGlass \u548c\u5176\u4ed6 B2B SaaS \u5e73\u53f0\u800c\u8a00\uff0c\u81ea\u4e0b\u800c\u4e0a\u548c\u57fa\u4e8e\u4ef7\u503c\u7684\u65b9\u6cd5\u901a\u5e38\u6bd4\u5b8c\u5168\u4f9d\u8d56\u884c\u4e1a\u62a5\u544a\u5f97\u51fa\u7684\u7ed3\u679c\u66f4\u51c6\u786e\u3002\u81ea\u4e0a\u800c\u4e0b\u7684\u65b9\u6cd5\u53ef\u63d0\u4f9b\u6709\u7528\u7684\u80cc\u666f\u4fe1\u606f\uff0c\u4f46\u5728\u5e94\u7528\u4e8e\u7ec6\u5206\u5e02\u573a\u65f6\u53ef\u80fd\u4f1a\u4f30\u7b97\u8fc7\u9ad8\u3002.<\/p>\n\n\n\n

\u6bcf\u79cd\u65b9\u6cd5\u90fd\u9700\u8981\u660e\u786e\u754c\u5b9a\u7684\u5ba2\u6237\u7fa4\u3001\u5173\u4e8e\u5b9a\u4ef7\u6216\u5e74\u5ea6\u5408\u540c\u4ef7\u503c\u7684\u5047\u8bbe\u4ee5\u53ca\u53ef\u4fe1\u8d56\u7684\u6570\u636e\u6765\u6e90\u3002\u8fd9\u4e9b\u6765\u6e90\u53ef\u80fd\u5305\u62ec\u6b27\u6d32\u592e\u884c\u51fa\u7248\u7269\u3001\u56fd\u9645\u6e05\u7b97\u94f6\u884c\u7edf\u8ba1\u6570\u636e\u3001\u56fd\u5bb6\u91d1\u878d\u767b\u8bb0\u518c\u6216 Gartner \u548c IDC \u7b49\u5e02\u573a\u60c5\u62a5\u516c\u53f8\u3002.<\/p>\n\n\n\n

\u4ee5\u4e0b\u5404\u5c0f\u8282\u63d0\u4f9b\u4e86\u516c\u5f0f\u3001\u5177\u4f53\u7684 B2B \u793a\u4f8b\u4ee5\u53ca\u4f55\u65f6\u4f7f\u7528\u6bcf\u79cd\u65b9\u6cd5\u7684\u6307\u5bfc\u3002.<\/p>\n\n\n\n

\u81ea\u4e0a\u800c\u4e0b\u7684 TAM \u8ba1\u7b97<\/h3>\n\n\n\n

\u81ea\u4e0a\u800c\u4e0b\u6cd5\u662f\u4ece\u5e7f\u6cdb\u7684\u884c\u4e1a\u6570\u636e\u51fa\u53d1\uff0c\u901a\u8fc7\u7b5b\u9009\u7f29\u5c0f\u76ee\u6807\u5e02\u573a\u7684\u8303\u56f4\u3002\u8fd9\u662f\u6700\u5feb\u7684\u65b9\u6cd5\uff0c\u4f46\u4e5f\u5b58\u5728\u9ad8\u4f30\u7684\u98ce\u9669\u3002.<\/p>\n\n\n\n

\u4ece\u5b8f\u89c2\u6570\u636e\u5f00\u59cb\uff0c\u4f8b\u5982\u5168\u7403\u94f6\u884c\u4e1a\u7684 IT \u652f\u51fa\uff0c\u6839\u636e\u884c\u4e1a\u62a5\u544a\uff0c\u9884\u8ba1 2024 \u5e74\u5c06\u8fbe\u5230\u7ea6 6000 \u4ebf\u7f8e\u5143\u3002\u7136\u540e\u8fdb\u884c\u767e\u5206\u6bd4\u7b5b\u9009\uff1a\u53ef\u80fd\u6709 8% \u7528\u4e8e\u5ba2\u6237\u5173\u7cfb\u7ba1\u7406\u548c\u5ba2\u6237\u7ba1\u7406\u5de5\u5177\uff08480 \u4ebf\u7f8e\u5143\uff09\uff0c\u5176\u4e2d 15% \u4e13\u95e8\u7528\u4e8e\u8d22\u5bcc\u7ba1\u7406\u548c\u79c1\u4eba\u94f6\u884c\u4e1a\u52a1\uff0872 \u4ebf\u7f8e\u5143\uff09\u3002\u518d\u7f29\u5c0f\u5230\u6b27\u6d32\uff0c\u8d22\u5bcc\u7ba1\u7406 CRM \u5e73\u53f0\u7684 TAM \u53ef\u80fd\u8fbe\u5230 25 \u4ebf\u7f8e\u5143\u3002.<\/p>\n\n\n\n

\u6982\u5ff5\u516c\u5f0f\u662f\u8fd9\u6837\u7684<\/p>\n\n\n\n

TAM =\uff08\u884c\u4e1a\u603b\u652f\u51fa\uff09\u00d7\uff08\u60a8\u6240\u5728\u7c7b\u522b\u7684\u652f\u51fa\u4efd\u989d\uff09\u00d7\uff08\u5730\u57df\u6216\u7ec6\u5206\u7b5b\u9009\u5668\uff09<\/strong><\/p>\n\n\n\n

InvestGlass \u5c06\u4f7f\u7528\u8fd9\u79cd\u65b9\u6cd5\u5feb\u901f\u4e86\u89e3\u6b27\u6d32\u548c\u4e2d\u4e1c\u5730\u533a \u201c\u8d22\u5bcc\u7ba1\u7406\u5ba2\u6237\u5173\u7cfb\u7ba1\u7406\u548c\u6295\u8d44\u7ec4\u5408\u7ba1\u7406\u5e73\u53f0 \u201d\u7b49\u7c7b\u522b\u7684\u4e0a\u9650\u3002\u5b83\u4e3a\u81ea\u4e0b\u800c\u4e0a\u7684\u4f30\u8ba1\u63d0\u4f9b\u4e86\u6709\u7528\u7684\u7406\u667a\u68c0\u67e5\u3002.<\/p>\n\n\n\n

\u4e0d\u8fc7\uff0c\u81ea\u4e0a\u800c\u4e0b\u4e5f\u6709\u5f88\u5927\u7684\u7f3a\u70b9\u3002\u5206\u6790\u62a5\u544a\u53ef\u80fd\u4f1a\u5c06 Salesforce \u548c Microsoft Dynamics \u7b49\u7ade\u4e89\u5bf9\u624b\u5f52\u5165\u5927\u7c7b\uff0c\u4ece\u800c\u63a9\u76d6\u4e86\u60a8\u7684\u5177\u4f53\u4f18\u52bf\u3002\u62a5\u544a\u53ef\u80fd\u8fc7\u65f6\u3001\u6602\u8d35\uff0c\u800c\u4e14\u7f3a\u4e4f\u65b9\u6cd5\u4e0a\u7684\u900f\u660e\u5ea6\u3002\u5728\u5408\u5e76\u591a\u4efd\u5e02\u573a\u62a5\u544a\u65f6\uff0c\u8fd8\u5b58\u5728\u91cd\u590d\u8ba1\u7b97\u91cd\u53e0\u5e02\u573a\u7684\u98ce\u9669\u3002.<\/p>\n\n\n\n

\u81ea\u4e0b\u800c\u4e0a\u7684 TAM \u8ba1\u7b97<\/h3>\n\n\n\n

\u81ea\u4e0b\u800c\u4e0a\u7684\u65b9\u6cd5\u4ee5\u5b9e\u9645\u6216\u73b0\u5b9e\u7684\u5ba2\u6237\u6570\u91cf\u548c\u5b9a\u4ef7\u4e3a\u51fa\u53d1\u70b9\uff0c\u56e0\u6b64\u5bf9\u4e8e InvestGlass \u8fd9\u6837\u7684 SaaS \u5e73\u53f0\u6765\u8bf4\u8981\u53ef\u9760\u5f97\u591a\u3002\u8fd9\u79cd\u65b9\u6cd5\u4f7f\u60a8\u7684 TAM \u5efa\u7acb\u5728\u771f\u5b9e\u5e02\u573a\u6570\u636e\u800c\u975e\u5206\u6790\u5e08\u4f30\u8ba1\u7684\u57fa\u7840\u4e0a\u3002.<\/p>\n\n\n\n

\u8ba1\u7b97\u516c\u5f0f\u7b80\u5355\u660e\u4e86\uff1a<\/p>\n\n\n\n

TAM =\uff08\u76ee\u6807\u5ba2\u6237\u6570\u91cf\uff09\u00d7\uff08\u5e74\u5747\u5408\u540c\u4ef7\u503c\uff09<\/strong><\/p>\n\n\n\n

\u8fd9\u5047\u5b9a\u60a8\u5df2\u5b8c\u5168\u6e17\u900f\u5230\u6240\u5b9a\u4e49\u7684\u5ba2\u6237\u8303\u56f4\u3002\u5173\u952e\u5728\u4e8e\u51c6\u786e\u7edf\u8ba1\u6f5c\u5728\u5ba2\u6237\uff0c\u5e76\u786e\u5b9a\u5207\u5408\u5b9e\u9645\u7684\u5e74\u5ea6\u5408\u540c\u4ef7\u503c\u3002.<\/p>\n\n\n\n

\u5bf9\u4e8e InvestGlass \u6765\u8bf4\uff0c\u53ef\u4ee5\u8003\u8651\u9488\u5bf9\u745e\u58eb\u548c\u6b27\u76df\u8d22\u5bcc\u7ecf\u7406\u7684\u5ba2\u6237\u5173\u7cfb\u7ba1\u7406\u548c\u6570\u5b57\u5165\u804c\u89e3\u51b3\u65b9\u6848\u7684 TAM\u3002\u884c\u4e1a\u6570\u636e\u663e\u793a\uff0c\u8be5\u5730\u533a\u7ea6\u6709 3,500 \u5bb6\u72ec\u7acb\u8d22\u5bcc\u7ba1\u7406\u516c\u53f8\u548c\u79c1\u4eba\u94f6\u884c\u3002\u5982\u679c\u7efc\u5408\u5e73\u53f0\uff08\u5ba2\u6237\u5173\u7cfb\u7ba1\u7406\u3001\u5165\u804c\u3001\u6295\u8d44\u7ec4\u5408\u7ba1\u7406\u3001\u8425\u9500\u81ea\u52a8\u5316\uff09\u7684\u5e74\u5747\u5408\u540c\u4ef7\u503c\u4e3a 45,000 \u745e\u58eb\u6cd5\u90ce\uff0c\u5219 TAM \u8ba1\u7b97\u7ed3\u679c\u4e3a<\/p>\n\n\n\n

3 500 \u5bb6\u4f01\u4e1a \u00d7 45 000 \u745e\u58eb\u6cd5\u90ce = 1.575 \u4ebf\u745e\u58eb\u6cd5\u90ce<\/strong><\/p>\n\n\n\n

InvestGlass \u81ea\u8eab\u7684 CRM \u548c\u9500\u552e\u7ba1\u9053\u6570\u636e\u53ef\u4ee5\u8fdb\u4e00\u6b65\u5b8c\u5584\u8fd9\u4e9b\u4f30\u7b97\u3002\u901a\u8fc7\u5206\u6790\u4e0d\u540c\u7ec6\u5206\u5e02\u573a\u7684\u4ea4\u6613\u89c4\u6a21\u4e2d\u4f4d\u6570\u4e0e\u5e73\u5747\u503c\uff0c\u60a8\u53ef\u4ee5\u4e3a\u4e0d\u540c\u7c7b\u522b\u7684\u94f6\u884c\u521b\u5efa\u5206\u5c42 TAM\u3002\u5e02\u573a\u7ec6\u5206\u5728\u6b64\u8d77\u7740\u5173\u952e\u4f5c\u7528\uff0c\u5c06\u5e02\u573a\u5212\u5206\u4e3a\u9876\u7ea7\u79c1\u4eba\u94f6\u884c\u3001\u7cbe\u54c1\u54a8\u8be2\u516c\u53f8\u548c\u5176\u4ed6\u53d7\u76d1\u7ba1\u7684\u53c2\u4e0e\u8005\u7b49\u4e0d\u540c\u7fa4\u4f53\uff0c\u53ef\u4ee5\u5b9e\u73b0\u66f4\u51c6\u786e\u7684 TAM \u5206\u6790\u548c\u66f4\u6709\u9488\u5bf9\u6027\u7684\u7b56\u7565\u3002\u9876\u7ea7\u79c1\u4eba\u94f6\u884c\u6bcf\u5e74\u7684\u4ed8\u8d39\u53ef\u80fd\u4e3a 200,000 \u745e\u58eb\u6cd5\u90ce\uff0c\u800c\u7cbe\u54c1\u54a8\u8be2\u516c\u53f8\u5219\u4e3a 15,000 \u745e\u58eb\u6cd5\u90ce\u3002.<\/p>\n\n\n\n

\u81ea\u4e0b\u800c\u4e0a\u7684\u65b9\u6cd5\u6709\u5176\u5c40\u9650\u6027\u3002\u5982\u679c\u60a8\u5ffd\u7565\u4e86\u5bb6\u5ead\u529e\u516c\u5ba4\u3001\u8d44\u4ea7\u7ba1\u7406\u516c\u53f8\u6216\u4fdd\u9669\u516c\u53f8\u7b49\u4e5f\u53ef\u80fd\u4f7f\u7528\u60a8\u7684\u89e3\u51b3\u65b9\u6848\u7684\u76f8\u90bb\u7ec6\u5206\u5e02\u573a\uff0c\u60a8\u53ef\u80fd\u4f1a\u4f4e\u4f30 TAM\u3002\u65e9\u671f\u516c\u53f8\u7684\u5ba2\u6237\u6570\u636e\u6709\u9650\uff0c\u4e5f\u53ef\u80fd\u96be\u4ee5\u786e\u5b9a\u53ef\u9760\u7684 ACV \u5047\u8bbe\u3002.<\/p>\n\n\n\n

\u4e3a\u4e86\u5f25\u8865\u8fd9\u4e9b\u5dee\u8ddd\uff0c\u4e00\u4e9b\u56e2\u961f\u901a\u8fc7\u5e73\u5747\u81ea\u4e0a\u800c\u4e0b\u548c\u81ea\u4e0b\u800c\u4e0a\u7684\u7ed3\u679c\u6765\u8ba1\u7b97\u6df7\u5408 TAM\u3002\u8fd9\u6837\u505a\u53ef\u4ee5\u964d\u4f4e\u9ad8\u4f30\u548c\u4f4e\u4f30\u7684\u98ce\u9669\u3002.<\/p>\n\n\n\n

\u4ef7\u503c\u7406\u8bba TAM \u8ba1\u7b97<\/h3>\n\n\n\n

\u4ef7\u503c\u7406\u8bba\u6cd5\u6839\u636e\u89e3\u51b3\u65b9\u6848\u4e3a\u5ba2\u6237\u521b\u9020\u7684\u7ecf\u6d4e\u4ef7\u503c\u6765\u4f30\u7b97 TAM\u3002\u8fd9\u79cd\u65b9\u6cd5\u5c24\u5176\u9002\u7528\u4e8e\u521b\u65b0\u7684 SaaS \u548c\u4eba\u5de5\u667a\u80fd\u5de5\u5177\uff0c\u56e0\u4e3a\u5b83\u4eec\u521b\u9020\u4e86\u6ca1\u6709\u660e\u786e\u5386\u53f2\u57fa\u51c6\u7684\u65b0\u7c7b\u522b\u3002.<\/p>\n\n\n\n

\u5176\u903b\u8f91\u5982\u4e0b\uff1a\u4f30\u7b97\u6bcf\u4f4d\u5ba2\u6237\u6bcf\u5e74\u4ece\u60a8\u7684\u4ea7\u54c1\u4e2d\u83b7\u5f97\u7684\u4ef7\u503c\uff08\u8282\u7701\u7684\u65f6\u95f4\u3001\u964d\u4f4e\u7684\u6210\u672c\u3001\u589e\u52a0\u7684\u6536\u5165\uff09\uff0c\u7136\u540e\u4f30\u7b97\u4ed6\u4eec\u4e3a\u83b7\u53d6\u90e8\u5206\u4ef7\u503c\u800c\u7406\u6027\u652f\u4ed8\u7684\u57fa\u4e8e\u4ef7\u503c\u7684\u4ef7\u683c\u3002.<\/p>\n\n\n\n

\u8003\u8651\u4e00\u4e0b InvestGlass \u4e13\u95e8\u9488\u5bf9 KYC \u548c\u5ba2\u6237\u5165\u804c\u8bbe\u8ba1\u7684\u4eba\u5de5\u667a\u80fd\u548c\u81ea\u52a8\u5316\u6a21\u5757\u3002\u76ee\u524d\uff0c\u4e00\u5bb6\u4e2d\u578b\u79c1\u4eba\u94f6\u884c\u6bcf\u5e74\u53ef\u80fd\u8981\u82b1\u8d39 40 \u4e07\u6b27\u5143\u5bf9 50 \u540d\u5ba2\u6237\u7ecf\u7406\u8fdb\u884c\u4eba\u5de5 KYC \u5ba1\u67e5\u3002. InvestGlass \u81ea\u52a8\u5316<\/a> \u53ef\u4ee5\u51cf\u5c11 40% \u7684\u6210\u672c\uff0c\u521b\u9020\u6bcf\u5e74 160,000 \u6b27\u5143\u7684\u4ef7\u503c\u3002\u4e00\u4e2a\u7406\u6027\u7684\u4e70\u65b9\u53ef\u80fd\u4f1a\u4e3a\u89e3\u51b3\u65b9\u6848\u652f\u4ed8 25-30% \u7684\u4ef7\u503c\uff0c\u8fd9\u8868\u660e\u4e70\u65b9\u7684\u652f\u4ed8\u610f\u613f\u4e3a\u6bcf\u5e74 4 \u4e07\u6b27\u5143\u81f3 4.8 \u4e07\u6b27\u5143\u3002.<\/p>\n\n\n\n

\u6982\u5ff5\u516c\u5f0f<\/p>\n\n\n\n

TAM = (\u7b26\u5408\u6761\u4ef6\u7684\u5ba2\u6237\u6570\u91cf) \u00d7 (\u57fa\u4e8e\u4ef7\u503c\u7684\u5e74\u5ea6\u4ef7\u683c)<\/strong><\/p>\n\n\n\n

\u5982\u679c\u6709 2,000 \u5bb6\u6b27\u6d32\u94f6\u884c\u80fd\u4ece\u7c7b\u4f3c\u7684\u81ea\u52a8\u5316\u4e2d\u53d7\u76ca\uff0c\u90a3\u4e48\u8fd9\u4e00\u7279\u5b9a\u4f7f\u7528\u6848\u4f8b\u7684\u57fa\u4e8e\u4ef7\u503c\u7684 TAM \u5c06\u8fbe\u5230 8,000 \u4e07\u81f3 9,600 \u4e07\u6b27\u5143\u3002.<\/p>\n\n\n\n

\u5728\u521b\u5efa\u65b0\u7c7b\u522b\u65f6\uff0c\u4ef7\u503c\u7406\u8bba\u65b9\u6cd5\u5c24\u5176\u6709\u7528\u3002\u5173\u7cfb\u7ecf\u7406\u7684\u4eba\u5de5\u667a\u80fd\u534f\u540c\u9a7e\u9a76\u4eea\u3001\u81ea\u52a8\u5408\u89c4\u5de5\u4f5c\u6d41\u7a0b\u548c\u9884\u6d4b\u6027\u6295\u8d44\u7ec4\u5408\u5de5\u5177\u5f80\u5f80\u7f3a\u4e4f\u65e2\u5b9a\u7684 IT \u9884\u7b97\u9879\u76ee\u3002\u4ef7\u503c\u7406\u8bba\u6709\u52a9\u4e8e\u786e\u7acb\u5b9a\u4ef7\u951a\u70b9\uff0c\u5e76\u4f20\u8fbe\u521b\u65b0\u6240\u5e26\u6765\u7684\u4ef7\u503c\u3002.<\/p>\n\n\n\n

\u4e3b\u8981\u98ce\u9669\u5728\u4e8e\u4e3b\u89c2\u6027\u3002\u4ef7\u503c\u4f30\u7b97\u53d6\u51b3\u4e8e\u5bf9\u5ba2\u6237\u8fd0\u8425\u7684\u5047\u8bbe\uff0c\u800c\u8fd9\u4e9b\u5047\u8bbe\u53ef\u80fd\u5343\u5dee\u4e07\u522b\u3002\u5c06\u4ef7\u503c\u7406\u8bba\u4e0e\u81ea\u4e0b\u800c\u4e0a\u7684\u9a8c\u8bc1\u76f8\u7ed3\u5408\u53ef\u589e\u5f3a\u53ef\u4fe1\u5ea6\u3002.<\/p>\n\n\n\n

\"\u8be5\u56fe\u50cf\u91c7\u7528\u73b0\u4ee3\u5206\u6790\u4eea\u8868\u677f\uff0c\u5c55\u793a\u5404\u79cd\u8d22\u52a1\u6307\u6807\u548c\u56fe\u8868\uff0c\u65e8\u5728\u5e2e\u52a9\u4f01\u4e1a\u5206\u6790\u5176\u5e02\u573a\u6f5c\u529b\u548c\u521b\u6536\u673a\u4f1a\u3002\u5b83\u7a81\u51fa\u663e\u793a\u4e86\u5bf9\u4e86\u89e3\u5e02\u573a\u8d8b\u52bf\u548c\u5236\u5b9a\u660e\u667a\u7684\u4e1a\u52a1\u6218\u7565\u81f3\u5173\u91cd\u8981\u7684\u5173\u952e\u7ee9\u6548\u6307\u6807\u3002.\"<\/figure>\n\n\n\n

\u5ba2\u6237\u7fa4\u548c\u76ee\u6807\u5e02\u573a\uff1a\u786e\u5b9a\u8c01\u662f\u60a8\u7684 TAM<\/h2>\n\n\n\n

\u5ba2\u6237\u7fa4\u548c\u76ee\u6807\u5e02\u573a\uff1a\u786e\u5b9a\u8c01\u662f\u60a8\u7684 TAM<\/h2>\n\n\n\n

\u5bf9\u5ba2\u6237\u7ec6\u5206\u548c\u76ee\u6807\u5e02\u573a\u7684\u7cbe\u786e\u7406\u89e3\u662f\u4efb\u4f55\u53ef\u4fe1\u7684\u603b\u6f5c\u5728\u5e02\u573a\uff08TAM\uff09\u5206\u6790\u7684\u57fa\u77f3\u3002\u5728\u5546\u4e1a\u4e16\u754c\u4e2d\uff0c\u5c24\u5176\u662f\u5bf9\u4e8e\u50cf InvestGlass \u8fd9\u6837\u7684 B2B SaaS \u548c\u91d1\u878d\u670d\u52a1\u5e73\u53f0\uff0c\u51c6\u786e\u4e86\u89e3\u6f5c\u5728\u5ba2\u6237\u662f\u8c01\uff0c\u53ef\u4ee5\u5e2e\u52a9\u60a8\u4f30\u7b97\u5e02\u573a\u89c4\u6a21\u3001\u4f18\u5148\u5206\u914d\u9500\u552e\u8d44\u6e90\u3001\u5236\u5b9a\u63a8\u52a8\u4e1a\u52a1\u589e\u957f\u7684\u8425\u9500\u548c\u9500\u552e\u7b56\u7565\u3002.<\/p>\n\n\n\n

\u76ee\u6807\u5e02\u573a\u662f\u60a8\u7684\u516c\u53f8\u65e8\u5728\u901a\u8fc7\u5176\u4ea7\u54c1\u4e3a\u5176\u63d0\u4f9b\u670d\u52a1\u7684\u7279\u5b9a\u7ec4\u7ec7\u6216\u51b3\u7b56\u8005\u7fa4\u4f53\u3002\u8bc6\u522b\u8fd9\u4e00\u7fa4\u4f53\u9700\u8981\u8fdb\u884c\u4e25\u683c\u7684\u5e02\u573a\u8c03\u7814\uff0c\u4ee5\u6536\u96c6\u6709\u5173\u884c\u4e1a\u9700\u6c42\u3001\u6cd5\u89c4\u8981\u6c42\u548c\u8d2d\u4e70\u884c\u4e3a\u7684\u6570\u636e\u3002\u901a\u8fc7\u4f7f\u7528\u5730\u7406\u533a\u57df\u3001\u516c\u53f8\u89c4\u6a21\u3001\u76d1\u7ba1\u72b6\u51b5\u6216\u6280\u672f\u91c7\u7eb3\u7b49\u6807\u51c6\u5bf9\u5e02\u573a\u8fdb\u884c\u7ec6\u5206\uff0c\u60a8\u53ef\u4ee5\u786e\u5b9a\u6700\u6709\u5e0c\u671b\u7684\u5ba2\u6237\u7fa4\u4f53\uff0c\u5e76\u9488\u5bf9\u6bcf\u4e2a\u7fa4\u4f53\u5b9a\u5236\u60a8\u7684\u65b9\u6cd5\u3002.<\/p>\n\n\n\n

\u5e02\u573a\u7ec6\u5206\u4e0d\u4ec5\u4ec5\u662f\u7406\u8bba\u4e0a\u7684\u7ec3\u4e60\uff0c\u5b83\u8fd8\u662f\u53d1\u73b0\u672a\u5f00\u53d1\u5e02\u573a\u548c\u65b0\u5174\u673a\u9047\u7684\u5b9e\u7528\u5de5\u5177\u3002\u4f8b\u5982\uff0cInvestGlass \u53ef\u4ee5\u901a\u8fc7\u5173\u6ce8\u6709\u4e25\u683c\u6570\u636e\u4e3b\u6743\u9700\u6c42\u7684\u745e\u58eb\u79c1\u4eba\u94f6\u884c\uff0c\u6216\u5173\u6ce8\u56fd\u9645\u5e02\u573a\u4e0a\u5bfb\u6c42\u6570\u5b57\u5165\u804c\u89e3\u51b3\u65b9\u6848\u7684\u8d22\u5bcc\u7ecf\u7406\uff0c\u6765\u7ec6\u5206\u5176\u53ef\u5bfb\u5740\u5e02\u573a\u3002\u8fd9\u79cd\u7ec6\u5206\u6c34\u5e73\u53ef\u786e\u4fdd\u60a8\u7684 TAM \u53cd\u6620\u771f\u5b9e\u7684\u5e02\u573a\u52a8\u6001\uff0c\u800c\u4e0d\u4ec5\u4ec5\u662f\u62bd\u8c61\u7684\u6f5c\u529b\u3002.<\/p>\n\n\n\n

\u4e00\u65e6\u4f60\u786e\u5b9a\u4e86\u4f60\u7684\u76ee\u6807\u5e02\u573a\uff0c\u4e0b\u4e00\u6b65\u5c31\u662f\u4f30\u7b97\u53ef\u670d\u52a1\u5e02\u573a (SAM)\uff0c\u5373\u603b\u6f5c\u5728\u5e02\u573a (TAM) \u4e2d\u4f60\u7684\u516c\u53f8\u5728\u5f53\u524d\u4ea7\u54c1\u80fd\u529b\u3001\u76d1\u7ba1\u6279\u51c6\u548c\u5206\u9500\u6e20\u9053\u7684\u9650\u5236\u4e0b\u80fd\u591f\u5b9e\u9645\u670d\u52a1\u7684\u4efd\u989d\u3002\u8fd9\u65f6\uff0c\u5e02\u573a\u7814\u7a76\u548c\u884c\u4e1a\u62a5\u544a\u5c31\u53d8\u5f97\u65e0\u6bd4\u5b9d\u8d35\uff0c\u5b83\u4eec\u53ef\u4ee5\u5e2e\u52a9\u4f60\u6536\u96c6\u5173\u4e8e\u5e02\u573a\u8d8b\u52bf\u3001\u5ba2\u6237\u504f\u597d\u548c\u7ade\u4e89\u683c\u5c40\u7684\u6570\u636e\u3002.<\/p>\n\n\n\n

\u53ef\u83b7\u5f97\u670d\u52a1\u5e02\u573a\uff08SOM\uff09\u8fdb\u4e00\u6b65\u7f29\u5c0f\u4e86\u5173\u6ce8\u8303\u56f4\uff0c\u4ee3\u8868\u4e86\u60a8\u5229\u7528\u73b0\u6709\u4e1a\u52a1\u6a21\u5f0f\u548c\u8d44\u6e90\u5728\u77ed\u671f\u5185\u80fd\u591f\u83b7\u5f97\u7684 SAM \u4efd\u989d\u3002\u8ba1\u7b97 SOM \u9700\u8981\u5bf9\u81ea\u5df1\u7684\u7ade\u4e89\u5730\u4f4d\u3001\u9500\u552e\u7b56\u7565\u4ee5\u53ca\u4e0e\u5e02\u573a\u9886\u5bfc\u8005\u548c\u8001\u724c\u7ade\u4e89\u5bf9\u624b\u76f8\u6bd4\u6240\u80fd\u63d0\u4f9b\u7684\u72ec\u7279\u4ef7\u503c\u4e3b\u5f20\u8fdb\u884c\u6e05\u9192\u7684\u8bc4\u4f30\u3002.<\/p>\n\n\n\n

\u4e3a\u4e86\u4f30\u7b97\u6bcf\u4e2a\u5ba2\u6237\u7fa4\u7684\u8d27\u5e01\u4ef7\u503c\uff0c\u8bb8\u591a\u516c\u53f8\u90fd\u4f1a\u4f7f\u7528\u4ef7\u503c\u7406\u8bba\u65b9\u6cd5\u3002\u8fd9\u79cd\u65b9\u6cd5\u5206\u6790\u4e86\u60a8\u7684\u89e3\u51b3\u65b9\u6848\u80fd\u4e3a\u6f5c\u5728\u5ba2\u6237\u5e26\u6765\u591a\u5c11\u4ef7\u503c\uff0c\u4ee5\u53ca\u4ed6\u4eec\u613f\u610f\u4e3a\u8fd9\u4e9b\u4ef7\u503c\u652f\u4ed8\u591a\u5c11\u8d39\u7528\u3002\u901a\u8fc7\u4e86\u89e3\u611f\u77e5\u4ef7\u503c\u548c\u652f\u4ed8\u610f\u613f\uff0c\u60a8\u53ef\u4ee5\u5236\u5b9a\u5b9a\u4ef7\u7b56\u7565\uff0c\u6700\u5927\u9650\u5ea6\u5730\u589e\u52a0\u6536\u5165\u673a\u4f1a\uff0c\u5e76\u4e0e\u5e02\u573a\u9884\u671f\u4fdd\u6301\u4e00\u81f4\u3002.<\/p>\n\n\n\n

\u81ea\u4e0b\u800c\u4e0a\u7684\u65b9\u6cd5\u5bf9\u4e8e B2B SaaS \u548c\u91d1\u878d\u79d1\u6280\u516c\u53f8\u5c24\u4e3a\u6709\u6548\u3002\u901a\u8fc7\u6c47\u603b\u4e2a\u4f53\u5ba2\u6237\u7fa4\u7684\u6570\u636e\uff0c\u4f8b\u5982\u4e00\u4e2a\u5730\u533a\u76d1\u7ba1\u94f6\u884c\u7684\u6570\u91cf\u4e58\u4ee5\u5e73\u5747\u5e74\u5ea6\u5408\u540c\u4ef7\u503c\uff0c\u60a8\u53ef\u4ee5\u66f4\u51c6\u786e\u5730\u63cf\u7ed8\u51fa\u60a8\u7684\u603b\u6f5c\u5728\u5e02\u573a\u3002\u8fd9\u79cd\u65b9\u6cd5\u57fa\u4e8e\u771f\u5b9e\u7684\u5ba2\u6237\u6570\u636e\uff0c\u4e3a\u4e1a\u52a1\u6218\u7565\u548c\u8d44\u6e90\u5206\u914d\u63d0\u4f9b\u4e86\u575a\u5b9e\u7684\u57fa\u7840\u3002.<\/p>\n\n\n\n

\u53e6\u4e00\u79cd\u65b9\u6cd5\u662f\u81ea\u4e0a\u800c\u4e0b\u6cd5\uff0c\u5229\u7528\u884c\u4e1a\u6570\u636e\u548c\u5e02\u573a\u62a5\u544a\u6765\u4f30\u7b97\u6574\u4f53\u5e02\u573a\u89c4\u6a21\uff0c\u7136\u540e\u8fdb\u884c\u7b5b\u9009\uff0c\u4ee5\u786e\u5b9a\u5177\u4f53\u7684\u53ef\u5bfb\u5740\u5e02\u573a\u3002\u867d\u7136\u8fd9\u79cd\u65b9\u6cd5\u63d0\u4f9b\u4e86\u5e02\u573a\u6f5c\u529b\u7684\u9ad8\u5c42\u6b21\u89c6\u89d2\uff0c\u4f46\u5982\u679c\u4e0e\u81ea\u4e0b\u800c\u4e0a\u7684\u5206\u6790\u548c\u4ef7\u503c\u7406\u8bba\u7684\u89c1\u89e3\u76f8\u7ed3\u5408\uff0c\u6548\u679c\u4f1a\u66f4\u597d\u3002.<\/p>\n\n\n\n

\u6700\u7ec8\uff0c\u8bc6\u522b\u548c\u7406\u89e3\u60a8\u7684\u5ba2\u6237\u7ec6\u5206\u548c\u76ee\u6807\u5e02\u573a\u5bf9\u4e8e\u62a2\u5360\u5e02\u573a\u4efd\u989d\u548c\u5b9e\u73b0\u53ef\u6301\u7eed\u4e1a\u52a1\u589e\u957f\u81f3\u5173\u91cd\u8981\u3002\u901a\u8fc7\u5229\u7528\u5e02\u573a\u7ec6\u5206\u3001\u4ef7\u503c\u7406\u8bba\u548c\u53ef\u9760\u7684\u5e02\u573a\u7814\u7a76\uff0c\u50cfInvestGlass\u8fd9\u6837\u7684\u516c\u53f8\u53ef\u4ee5\u53d1\u6398\u65b0\u7684\u6536\u5165\u673a\u4f1a\uff0c\u9002\u5e94\u4e0d\u65ad\u53d8\u5316\u7684\u5e02\u573a\u52a8\u6001\uff0c\u5e76\u5236\u5b9a\u80fd\u591f\u5f15\u8d77\u6700\u6709\u5e0c\u671b\u7684\u5ba2\u6237\u7ec6\u5206\u5171\u9e23\u7684\u9500\u552e\u7b56\u7565\uff0c\u65e0\u8bba\u662f\u5728\u6210\u719f\u5730\u533a\u8fd8\u662f\u5728\u65b0\u5174\u7684\u56fd\u9645\u5e02\u573a\u3002.<\/p>\n\n\n\n

\u5728\u5f53\u4eca\u5feb\u901f\u53d1\u5c55\u7684\u5546\u4e1a\u73af\u5883\u4e2d\uff0c\u6570\u636e\u9a71\u52a8\u7684\u5ba2\u6237\u7ec6\u5206\u548cTAM\u5206\u6790\u4e0d\u4ec5\u662f\u4e00\u79cd\u6700\u4f73\u5b9e\u8df5\uff0c\u66f4\u662f\u751f\u5b58\u7684\u5fc5\u9700\u3002\u901a\u8fc7\u4e0d\u65ad\u52a0\u6df1\u5bf9\u6f5c\u5728\u5e02\u573a\u89c4\u6a21\u7684\u7406\u89e3\uff0c\u5e76\u4f7f\u4e1a\u52a1\u6a21\u5f0f\u4e0e\u76ee\u6807\u5e02\u573a\u7684\u9700\u6c42\u76f8\u5339\u914d\uff0c\u60a8\u7684\u516c\u53f8\u5c31\u80fd\u5360\u636e\u66f4\u5927\u7684\u6574\u4f53\u6f5c\u5728\u5e02\u573a\u548c\u53ef\u670d\u52a1\u5e02\u573a\u4efd\u989d\uff0c\u4ece\u800c\u63a8\u52a8\u5373\u65f6\u548c\u957f\u671f\u7684\u4e1a\u52a1\u589e\u957f\u3002.<\/p>\n\n\n\n

\u603b\u53ef\u5bfb\u5740\u5e02\u573a\u793a\u4f8b\uff08\u5305\u62ec\u4e00\u4e2a\u8d22\u5bcc\u79d1\u6280\u6848\u4f8b\uff09<\/h2>\n\n\n\n

\u5b9e\u4f8b\u5c06\u62bd\u8c61\u7684 TAM \u6982\u5ff5\u8f6c\u5316\u4e3a\u53ef\u64cd\u4f5c\u7684\u6846\u67b6\u3002\u4e86\u89e3\u5176\u4ed6\u516c\u53f8\u662f\u5982\u4f55\u786e\u5b9a\u5e02\u573a\u89c4\u6a21\u7684\uff0c\u6709\u52a9\u4e8e\u60a8\u907f\u514d\u5e38\u89c1\u9519\u8bef\u5e76\u786e\u5b9a\u6700\u4f73\u5b9e\u8df5\u3002.<\/p>\n\n\n\n

\u8bf7\u770b\u4f17\u6240\u5468\u77e5\u7684 Airbnb \u6295\u8d44\u65b9\u6848\u3002\u65e9\u671f\u6295\u8d44\u8005\u770b\u5230\u7684\u662f\u4e00\u4e2a\u5c06\u9152\u5e97\u9884\u8ba2\u3001\u5ea6\u5047\u79df\u8d41\u548c\u66ff\u4ee3\u4f4f\u5bbf\u7ed3\u5408\u5728\u4e00\u8d77\u7684\u5de8\u5927\u5546\u673a\u3002\u5728\u4ea7\u54c1\u4e0e\u5e02\u573a\u7684\u5951\u5408\u5ea6\u5f97\u5230\u5145\u5206\u8bc1\u660e\u4e4b\u524d\uff0c\u8fd9\u79cd\u6784\u601d\u5c31\u5df2\u5e2e\u52a9\u4f01\u4e1a\u83b7\u5f97\u4e86\u878d\u8d44\u3002\u542f\u793a\uff1a\u56f4\u7ed5\u4f60\u6240\u89e3\u51b3\u7684\u95ee\u9898\uff0c\u800c\u4e0d\u4ec5\u4ec5\u662f\u4f60\u6240\u7ade\u4e89\u7684\u7c7b\u522b\u6765\u6784\u5efa\u4f60\u7684 TAM\u3002.<\/p>\n\n\n\n

\u73b0\u5728\uff0c\u8bf7\u770b\u4e00\u4e2a\u4e0e InvestGlass \u76f8\u5173\u7684\u8be6\u7ec6 B2B SaaS \u6848\u4f8b\u3002\u6211\u4eec\u7684\u76ee\u6807\u662f\u8ba1\u7b97 \u201c\u745e\u58eb\u6258\u7ba1\u7684\u5ba2\u6237\u5173\u7cfb\u7ba1\u7406\u548c\u6b27\u6d32\u79c1\u4eba\u94f6\u884c\u548c\u8d22\u5bcc\u7ba1\u7406\u516c\u53f8\u7684\u6570\u5b57\u5165\u804c\u5e73\u53f0 \u201d\u7684 TAM\u3002\u201d<\/p>\n\n\n\n

\u4ece\u81ea\u4e0b\u800c\u4e0a\u7684\u65b9\u6cd5\u5165\u624b\u3002\u884c\u4e1a\u7814\u7a76\u548c\u76d1\u7ba1\u6587\u4ef6\u663e\u793a\uff0c\u745e\u58eb\u3001\u5fb7\u56fd\u3001\u5965\u5730\u5229\u3001\u6cd5\u56fd\u548c\u6bd4\u8377\u5362\u7ea6\u6709 4,200 \u5bb6\u79c1\u4eba\u94f6\u884c\u3001\u8d22\u5bcc\u7ba1\u7406\u516c\u53f8\u548c\u72ec\u7acb\u8d44\u4ea7\u7ba1\u7406\u516c\u53f8\u3002\u6309\u89c4\u6a21\u5212\u5206\uff1a<\/p>\n\n\n\n

\u5206\u6bb5<\/p><\/th>

\u8ba1\u6570<\/p><\/th>

\u5e73\u5747 ACV<\/p><\/th>

\u5206\u6bb5 TAM<\/p><\/th><\/tr>

\u5927\u578b\u79c1\u4eba\u94f6\u884c\uff08\u8d44\u4ea7\u7ba1\u7406\u89c4\u6a21\u5927\u4e8e 100 \u4ebf\u6b27\u5143\uff09<\/p><\/td>

150<\/p><\/td>

180,000 \u6b27\u5143<\/p><\/td>

2700 \u4e07\u6b27\u5143<\/p><\/td><\/tr>

\u4e2d\u578b\u8d22\u5bcc\u7ba1\u7406\u516c\u53f8<\/p><\/td>

850<\/p><\/td>

55,000 \u6b27\u5143<\/p><\/td>

4675 \u4e07\u6b27\u5143<\/p><\/td><\/tr>

\u7cbe\u54c1\u54a8\u8be2\u516c\u53f8<\/p><\/td>

3,200<\/p><\/td>

18,000 \u6b27\u5143<\/p><\/td>

5760 \u4e07\u6b27\u5143<\/p><\/td><\/tr>

\u603b\u8ba1<\/strong><\/p><\/td>

4,200<\/strong><\/p><\/td>

<\/td>

1.3135 \u4ebf\u6b27\u5143<\/strong><\/p><\/td><\/tr><\/tbody><\/table><\/figure>\n\n\n\n

\u8fd9\u4e00\u81ea\u4e0b\u800c\u4e0a\u7684 TAM \u7ea6\u4e3a 1.31 \u4ebf\u6b27\u5143\uff0c\u4ee3\u8868\u4e86\u8fd9\u4e00\u7279\u5b9a\u7ec6\u5206\u5e02\u573a\u7684\u603b\u9700\u6c42\u3002.<\/p>\n\n\n\n

\u8981\u6539\u8fdb SAM\uff0c\u8bf7\u5e94\u7528\u7b5b\u9009\u5668\u3002\u8fd9\u4e9b\u516c\u53f8\u4e2d\u53ef\u80fd\u53ea\u6709 60% \u4f18\u5148\u8003\u8651\u745e\u58eb\u6570\u636e\u4e3b\u6743\u6216\u9700\u8981\u5185\u90e8\u6258\u7ba1\u9009\u9879\u3002\u53ef\u670d\u52a1\u7684\u53ef\u5bfb\u5740\u5e02\u573a\u7f29\u5c0f\u81f3 7900 \u4e07\u6b27\u5143\u3002.<\/p>\n\n\n\n

\u5bf9\u4e8e SOM \u6765\u8bf4\uff0c\u8003\u8651\u4e94\u5e74\u5185\u7684\u5b9e\u9645\u5e02\u573a\u4efd\u989d\u3002\u5982\u679c\u6267\u884c\u529b\u5f3a\uff0c\u5e76\u8003\u8651\u5230 Salesforce \u548c HubSpot \u7684\u7ade\u4e89\uff0c\u83b7\u5f97 8-12% \u7684 SAM \u867d\u7136\u96c4\u5fc3\u52c3\u52c3\uff0c\u4f46\u8fd8\u662f\u53ef\u4ee5\u5b9e\u73b0\u7684\u3002\u8fd9\u5c06\u4ea7\u751f 630 \u4e07\u6b27\u5143\u81f3 950 \u4e07\u6b27\u5143\u7684 SOM \u5e74\u7ecf\u5e38\u6027\u6536\u5165\u3002.<\/p>\n\n\n\n

\u7136\u540e\uff0cInvestGlass \u53ef\u4ee5\u4f7f\u7528\u81ea\u5df1\u7684\u4eea\u8868\u677f\uff0c\u6839\u636e\u8fd9\u4e9b\u57fa\u51c6\u76d1\u63a7\u5b9e\u9645\u6536\u5165\u3002\u8425\u9500\u81ea\u52a8\u5316\u6d3b\u52a8\u53ef\u9488\u5bf9 TAM \u5206\u6790\u4e2d\u786e\u5b9a\u7684\u6700\u6709\u6f5c\u529b\u7684\u5ba2\u6237\u7fa4\uff0c\u4f7f\u9500\u552e\u5de5\u4f5c\u4e0e\u6700\u6709\u6f5c\u529b\u7684\u5ba2\u6237\u4fdd\u6301\u4e00\u81f4\u3002.<\/p>\n\n\n\n

TAM \u5206\u6790\u4e2d\u7684\u5e38\u89c1\u9519\u8bef\u548c\u9677\u9631<\/h2>\n\n\n\n

TAM \u7ecf\u5e38\u88ab\u8bef\u89e3\u6216\u8bef\u7528\uff0c\u5bfc\u81f4\u671f\u671b\u503c\u8fc7\u9ad8\u548c\u8d44\u6e90\u5206\u914d\u4e0d\u5f53\u3002\u8ba4\u8bc6\u5230\u8fd9\u4e9b\u8bef\u533a\u6709\u52a9\u4e8e\u60a8\u5236\u5b9a\u66f4\u53ef\u4fe1\u7684\u5e02\u573a\u89c4\u6a21\u3002.<\/p>\n\n\n\n

\u901a\u8fc7\u8ba1\u7b97\u6574\u4e2a\u5e02\u573a\u6765\u9ad8\u4f30\u3002.<\/strong> \u4e00\u4e2a\u5e38\u89c1\u7684\u9519\u8bef\u662f\u5c06\u6574\u4e2a\u5168\u7403\u91d1\u878d\u670d\u52a1\u5e02\u573a\u89c6\u4e3a\u60a8\u7684 TAM\u3002\u5982\u679c\u60a8\u5411\u6b27\u6d32\u94f6\u884c\u9500\u552e\u5408\u89c4\u8f6f\u4ef6\uff0c\u60a8\u7684 TAM \u5e76\u4e0d\u662f 6000 \u4ebf\u7f8e\u5143\u7684\u5168\u7403\u94f6\u884c IT \u5e02\u573a\u3002\u5b83\u662f\u4e0e\u60a8\u7684\u4ea7\u54c1\u548c\u5730\u7406\u8303\u56f4\u76f8\u5173\u7684\u7279\u5b9a\u5b50\u5e02\u573a\u3002.<\/p>\n\n\n\n

\u5ffd\u89c6\u76d1\u7ba1\u9650\u5236\u3002.<\/strong> \u5bf9\u4e8e\u53d7\u76d1\u7ba1\u884c\u4e1a\uff0cTAM \u5fc5\u987b\u8003\u8651\u5408\u89c4\u8981\u6c42\u3002\u6ca1\u6709\u7f8e\u56fd\u91d1\u878d\u4e1a\u76d1\u7ba1\u5c40\uff08FINMA\uff09\u6216\u82f1\u56fd\u91d1\u878d\u4e1a\u76d1\u7ba1\u5c40\uff08FCA\uff09\u8ba4\u8bc1\u7684\u5e73\u53f0\u65e0\u6cd5\u4e3a\u745e\u58eb\u6216\u82f1\u56fd\u94f6\u884c\u63d0\u4f9b\u5b9e\u9645\u670d\u52a1\u3002InvestGlass \u7684\u745e\u58eb\u6570\u636e\u4e3b\u6743\u5b9a\u4f4d\u6269\u5927\u4e86\u5176\u5728\u53d7\u9650\u4e8e\u4f7f\u7528\u7f8e\u56fd\u4e91\u63d0\u4f9b\u5546\u7684\u673a\u6784\u4e2d\u7684 SAM \u8303\u56f4\uff0c\u4f46\u540c\u6837\u7684\u56e0\u7d20\u4e5f\u9650\u5236\u4e86\u5177\u6709\u4e0d\u540c\u76d1\u7ba1\u504f\u597d\u7684\u5e02\u573a\u4e2d\u7684 TAM\u3002.<\/p>\n\n\n\n

\u5047\u8bbe\u4e0d\u540c\u5ba2\u6237\u7c7b\u578b\u7684 ACV \u4e00\u81f4\u3002.<\/strong> \u4f01\u4e1a\u94f6\u884c\u652f\u4ed8\u7684\u8d39\u7528\u8fdc\u8fdc\u9ad8\u4e8e\u7cbe\u54c1\u987e\u95ee\u3002\u5728\u6240\u6709\u7ec6\u5206\u5e02\u573a\u4e2d\u4f7f\u7528\u5355\u4e00\u7684\u5e73\u5747\u6536\u5165\u6570\u5b57\u4f1a\u626d\u66f2 TAM\u3002\u5efa\u7acb\u53cd\u6620\u5b9e\u9645\u5e02\u573a\u52a8\u6001\u548c\u5b9a\u4ef7\u5dee\u5f02\u7684\u5206\u5c42\u6a21\u578b\u3002.<\/p>\n\n\n\n

\u672a\u7ecf\u9a8c\u8bc1\u5c31\u590d\u5236\u5206\u6790\u5e08\u7684\u6807\u9898\u6570\u5b57\u3002.<\/strong> \u5e02\u573a\u62a5\u544a\u901a\u5e38\u5bf9\u7c7b\u522b\u8fdb\u884c\u5bbd\u6cdb\u7684\u5b9a\u4e49\u3002800 \u4ebf\u7f8e\u5143\u7684 \u201c\u5168\u7403\u5ba2\u6237\u5173\u7cfb\u7ba1\u7406\u5e02\u573a \u201d\u5305\u62ec\u6d88\u8d39\u8005\u5e94\u7528\u3001\u5c0f\u578b\u4f01\u4e1a\u5de5\u5177\u548c\u4f01\u4e1a\u5e73\u53f0\u3002\u53ea\u6709\u4e00\u5c0f\u90e8\u5206\u6d89\u53ca\u53d7\u76d1\u7ba1\u7684\u8d22\u5bcc\u7ba1\u7406\u3002\u8bf7\u52a1\u5fc5\u5c06\u6807\u9898\u6570\u5b57\u5206\u89e3\u4e3a\u60a8\u7684\u7279\u5b9a\u7ec6\u5206\u5e02\u573a\u3002.<\/p>\n\n\n\n

\u5c06 TAM \u89c6\u4e3a\u9759\u6001\u3002.<\/strong> \u5e02\u573a\u968f\u7740\u6cd5\u89c4\u3001\u6280\u672f\u5e94\u7528\u548c\u6d88\u8d39\u8005\u504f\u597d\u800c\u53d1\u5c55\u3002MiFID II \u4e4b\u540e\uff0c\u6b27\u6d32\u5bf9\u5408\u89c4\u6027\u96c6\u6210 CRM \u5e73\u53f0\u7684\u9700\u6c42\u6fc0\u589e\u3002\u4e2d\u4e1c\u5e02\u573a\u7684\u65b0\u6570\u636e\u9a7b\u7559\u89c4\u5219\u6b63\u5728\u6253\u5f00\u4ee5\u524d\u5c1a\u672a\u5f00\u53d1\u7684\u5e02\u573a\u3002\u6bcf\u5e74\u6216\u5728\u5e02\u573a\u53d1\u751f\u91cd\u5927\u53d8\u5316\u540e\u66f4\u65b0 TAM \u4f30\u8ba1\u503c\u3002.<\/p>\n\n\n\n

\u4f4e\u4f30\u7834\u574f\u6f5c\u529b\u3002.<\/strong> \u76f8\u53cd\uff0c\u4e00\u4e9b\u56e2\u961f\u8fc7\u4e8e\u770b\u91cd\u5f53\u524d\u7684\u5e02\u573a\u89c4\u6a21\uff0c\u9519\u5931\u4e86\u65b0\u51fa\u73b0\u7684\u673a\u9047\u3002\u4ee5\u4eba\u5de5\u667a\u80fd\u4e3a\u5148\u5bfc\u7684\u5ba2\u6237\u5165\u804c\u548c\u81ea\u52a8\u5316 KYC \u53ef\u80fd\u4f1a\u521b\u9020\u51fa\u5168\u65b0\u7684\u5e02\u573a\u6f5c\u529b\uff0c\u800c\u4f20\u7edf\u7684 IT \u9884\u7b97\u7c7b\u522b\u5374\u65e0\u6cd5\u6355\u6349\u5230\u8fd9\u4e9b\u6f5c\u529b\u3002.<\/p>\n\n\n\n

InvestGlass \u5ba2\u6237\u53ef\u5c06\u5916\u90e8\u884c\u4e1a\u7814\u7a76\u4e0e InvestGlass \u4e2d\u5b58\u50a8\u7684\u5165\u804c\u3001KYC \u548c\u6295\u8d44\u7ec4\u5408\u7ba1\u7406\u7684\u5b9e\u9645\u6570\u636e\u76f8\u7ed3\u5408\uff0c\u4ece\u800c\u51cf\u5c11\u8fd9\u4e9b\u9677\u9631\u3002\u8fd9\u4f7f TAM \u5efa\u7acb\u5728\u5b9e\u9645\u5ba2\u6237\u884c\u4e3a\u800c\u975e\u7406\u8bba\u5047\u8bbe\u7684\u57fa\u7840\u4e0a\u3002.<\/p>\n\n\n\n

\u5982\u4f55\u5728\u6218\u7565\u548c\u8fd0\u8425\u89c4\u5212\u4e2d\u4f7f\u7528 TAM<\/h2>\n\n\n\n

TAM \u5206\u6790\u53ea\u6709\u5728\u4e0e\u5177\u4f53\u51b3\u7b56\u76f8\u8054\u7cfb\u65f6\u624d\u80fd\u521b\u9020\u4ef7\u503c\u3002\u6700\u597d\u7684\u56e2\u961f\u4f1a\u5c06\u5e02\u573a\u89c4\u6a21\u8f6c\u5316\u4e3a\u4ea7\u54c1\u8def\u7ebf\u56fe\u3001\u533a\u57df\u8bbe\u8ba1\u3001\u914d\u989d\u8bbe\u5b9a\u548c\u8d44\u672c\u5206\u914d\u3002.<\/p>\n\n\n\n

SaaS \u516c\u53f8\u548c\u91d1\u878d\u673a\u6784\u4f7f\u7528 TAM \u548c SAM \u4e3a\u6bcf\u4e2a\u5730\u533a\u548c\u5782\u76f4\u884c\u4e1a\u8bbe\u5b9a\u6536\u5165\u76ee\u6807\u3002\u5982\u679c\u60a8\u4e3a\u5fb7\u56fd\u8d22\u5bcc\u7ecf\u7406\u8bbe\u5b9a\u7684 TAM \u662f 2500 \u4e07\u6b27\u5143\uff0c\u800c\u60a8\u7684\u76ee\u6807\u662f\u5728\u4e09\u5e74\u5185\u5b9e\u73b0 10% SOM\uff0c\u90a3\u4e48\u60a8\u53ef\u4ee5\u5012\u63a8\u6240\u9700\u7684\u7ba1\u9053\u3001\u8f6c\u6362\u7387\u548c\u9500\u552e\u4eba\u6570\u3002.<\/p>\n\n\n\n

InvestGlass \u5ba2\u6237\u53ef\u76f4\u63a5\u5728 CRM \u4e2d\u5206\u5272 TAM \u6570\u636e\u3002\u6309\u56fd\u5bb6\u3001\u8bb8\u53ef\u8bc1\u7c7b\u578b\u3001\u76d1\u7ba1\u5236\u5ea6\u6216\u8d44\u4ea7\u7ba1\u7406\u7ea7\u522b\u8fc7\u6ee4\u8d26\u6237\u3002\u7136\u540e\u8c03\u6574\u8425\u9500\u81ea\u52a8\u5316\u6d41\u7a0b\uff0c\u4f18\u5148\u62d3\u5c55\u6f5c\u529b\u6700\u5927\u7684\u7fa4\u7ec4\u3002\u8fd9\u53ef\u786e\u4fdd\u9500\u552e\u7b56\u7565\u4e13\u6ce8\u4e8e\u5728\u6700\u5177\u5438\u5f15\u529b\u7684\u7ec6\u5206\u5e02\u573a\u4e2d\u62a2\u5360\u5e02\u573a\u4efd\u989d\u3002.<\/p>\n\n\n\n

\u6295\u8d44\u7ec4\u5408\u7ecf\u7406\u548c\u5173\u7cfb\u7ecf\u7406\u53ef\u4ee5\u5229\u7528\u5bf9 TAM \u7684\u6df1\u5165\u4e86\u89e3\u6765\u786e\u5b9a\u5782\u76f4\u5e02\u573a\u7684\u4f18\u5148\u6b21\u5e8f\u3002\u5982\u679c\u72ec\u7acb\u8d44\u4ea7\u7ba1\u7406\u516c\u53f8\u5360\u603b\u8d44\u4ea7\u7ba1\u7406\u7684 40%\uff0c\u4f46\u5f53\u524d\u6536\u5165\u4ec5\u5360 15%\uff0c\u90a3\u4e48\u8fd9\u4e00\u5dee\u8ddd\u9884\u793a\u7740\u589e\u957f\u673a\u4f1a\u672a\u88ab\u5145\u5206\u6316\u6398\u3002InvestGlass \u53ef\u4ee5\u5b9e\u65f6\u8ddf\u8e2a\u8fd9\u4e9b\u6307\u6807\uff0c\u4f7f\u56e2\u961f\u80fd\u591f\u6309\u5b63\u5ea6\u800c\u4e0d\u662f\u6309\u5e74\u5ea6\u8c03\u6574\u76ee\u6807\u3002.<\/p>\n\n\n\n

\u98ce\u9669\u4e0e\u5408\u89c4\u56e2\u961f\u4e5f\u80fd\u4ece TAM \u5206\u6790\u4e2d\u83b7\u76ca\u3002\u4e86\u89e3\u54ea\u4e9b\u76d1\u7ba1\u6846\u67b6\u80fd\u91ca\u653e\u6700\u5927\u7684SAM\uff0c\u6709\u52a9\u4e8e\u786e\u5b9a\u4ea7\u54c1\u5f00\u53d1\u7684\u4f18\u5148\u987a\u5e8f\u3002\u5982\u679c\u652f\u6301\u5362\u68ee\u5821\u7684\u76d1\u7ba1\u8981\u6c42\u80fd\u5e26\u6765 2,000 \u4e07\u6b27\u5143\u7684\u989d\u5916 SAM\uff0c\u90a3\u4e48\u8fd9\u9879\u6295\u8d44\u53ef\u80fd\u4f1a\u4f18\u5148\u4e8e\u8f83\u5c0f\u7684\u5e02\u573a\u3002.<\/p>\n\n\n\n

TAM \u5e94\u4e3a\u5b9a\u671f\u89c4\u5212\u5468\u671f\u63d0\u4f9b\u4fe1\u606f\uff1a\u5e74\u5ea6\u9884\u7b97\u3001\u4e09\u5e74\u6218\u7565\u8ba1\u5212\uff0c\u4ee5\u53ca\u6709\u5173\u8fdb\u5165\u4e2d\u4e1c\u6216\u4e9a\u6d32\u7b49\u56fd\u9645\u5e02\u573a\u7684\u8463\u4e8b\u4f1a\u8ba8\u8bba\u3002InvestGlass \u4eea\u8868\u677f\u4f7f\u7ba1\u7406\u4eba\u5458\u65e0\u9700\u624b\u52a8\u66f4\u65b0\u7535\u5b50\u8868\u683c\u5373\u53ef\u8bbf\u95ee\u8fd9\u4e9b\u6570\u636e\u3002.<\/p>\n\n\n\n

\"\u56fe\u7247\u63cf\u8ff0\u7684\u662f\u4e00\u6b21\u4e1a\u52a1\u6218\u7565\u4f1a\u8bae\uff0c\u4e13\u4e1a\u4eba\u5458\u6b63\u5728\u67e5\u770b\u6295\u5f71\u5728\u4f1a\u8bae\u5ba4\u5c4f\u5e55\u4e0a\u7684\u56fe\u8868\uff0c\u8ba8\u8bba\u5e02\u573a\u8c03\u7814\u548c\u6f5c\u5728\u5ba2\u6237\u7b49\u5404\u79cd\u56e0\u7d20\u3002\u8fd9\u4e00\u573a\u666f\u5f3a\u8c03\u4e86\u4e86\u89e3\u603b\u4f53\u53ef\u5bfb\u5740\u5e02\u573a\uff08TAM\uff09\u548c\u63a2\u7d22\u8425\u9500\u548c\u9500\u552e\u7b56\u7565\u4ee5\u6709\u6548\u5360\u9886\u5e02\u573a\u4efd\u989d\u7684\u91cd\u8981\u6027\u3002.\"<\/figure>\n\n\n\n

\u5229\u7528\u5ba2\u6237\u5173\u7cfb\u7ba1\u7406\u3001\u4eba\u5de5\u667a\u80fd\u548c\u81ea\u52a8\u5316\u5b8c\u5584\u60a8\u7684 TAM\uff08\u4e0e InvestGlass \u5408\u4f5c\uff09<\/h2>\n\n\n\n

\u9759\u6001\u7684\u7535\u5b50\u8868\u683c\u65e0\u6cd5\u8ddf\u4e0a\u5e02\u573a\u52a8\u6001\u3002\u5b9e\u65f6\u5ba2\u6237\u5173\u7cfb\u7ba1\u7406\uff08CRM\uff09\u548c\u4eba\u5de5\u667a\u80fd\uff08AI\uff09\u529f\u80fd\u53ef\u968f\u7740\u5e02\u573a\u6761\u4ef6\u7684\u53d8\u5316\u4e0d\u65ad\u5b8c\u5584 TAM\u3001SAM \u548c SOM\u3002.<\/p>\n\n\n\n

InvestGlass \u4f5c\u4e3a\u745e\u58eb\u4e3b\u6743\u5ba2\u6237\u5173\u7cfb\u7ba1\u7406\u8f6f\u4ef6\uff0c\u53ef\u63a5\u6536\u5165\u804c\u4fe1\u606f\u3001, KYC<\/a>, \u4ee5\u53ca\u6295\u8d44\u7ec4\u5408\u6570\u636e\uff0c\u4ee5\u81ea\u52a8\u8bc6\u522b\u54ea\u4e9b\u7ec6\u5206\u5e02\u573a\u589e\u957f\u6700\u5feb\u3002\u901a\u8fc7\u5206\u6790\u5404\u7ec6\u5206\u5e02\u573a\u7684\u4ea4\u6613\u901f\u5ea6\u3001\u80dc\u7387\u548c\u5e73\u5747\u5408\u540c\u4ef7\u503c\uff0c\u8be5\u5e73\u53f0\u53ef\u4ee5\u63ed\u793a\u5e02\u573a\u6f5c\u529b\u8d85\u8fc7\u5f53\u524d\u6e17\u900f\u7387\u7684\u9886\u57df\u3002.<\/p>\n\n\n\n

InvestGlass \u4e2d\u7684\u8425\u9500\u81ea\u52a8\u5316\u53ef\u6839\u636e TAM \u5f97\u51fa\u7684\u4f18\u5148\u7ea7\u8fdb\u884c\u914d\u7f6e\u3002\u5982\u679c\u5317\u6b27\u8d22\u5bcc\u7ba1\u7406\u516c\u53f8\u4ee3\u8868\u7740\u5f3a\u52b2\u7684\u5e02\u573a\u589e\u957f\u6f5c\u529b\uff0c\u4f46\u76ee\u524d\u4efd\u989d\u8f83\u4f4e\uff0c\u5219\u53ef\u9488\u5bf9\u8be5\u5730\u533a\u589e\u52a0\u8425\u9500\u6d3b\u52a8\u9891\u7387\u5e76\u4e2a\u6027\u5316\u4fe1\u606f\u3002\u8be5\u5e73\u53f0\u53ef\u8ddf\u8e2a\u53c2\u4e0e\u5ea6\u548c\u8f6c\u5316\u7387\uff0c\u5c06\u6d1e\u5bdf\u53cd\u9988\u5230 TAM \u7684\u5b8c\u5584\u4e2d\u3002.<\/p>\n\n\n\n

InvestGlass \u7684\u4eba\u5de5\u667a\u80fd\u529f\u80fd<\/a> \u53ef\u6839\u636e\u5386\u53f2\u6a21\u5f0f\u5efa\u8bae\u4e0b\u4e00\u4e2a\u6700\u4f73\u7ec6\u5206\u5e02\u573a\u3002\u8be5\u7cfb\u7edf\u53ef\u5b8c\u5584\u7406\u60f3\u5ba2\u6237\u6863\u6848\uff08ICP\uff09\uff0c\u8bc6\u522b\u76f8\u4f3c\u5ba2\u6237\uff0c\u5e76\u91cd\u65b0\u8ba1\u7b97\u4e0d\u540c\u5b9a\u4ef7\u6216\u4ea4\u53c9\u9500\u552e\u60c5\u51b5\u4e0b\u7684\u6f5c\u5728\u6536\u5165\u3002\u8fd9\u5c06 TAM \u4ece\u4e00\u6b21\u6027\u5206\u6790\u8f6c\u53d8\u4e3a\u6301\u7eed\u7684\u6218\u7565\u6295\u5165\u3002.<\/p>\n\n\n\n

\u745e\u58eb\u6570\u636e\u4e3b\u6743\u548c\u5185\u90e8\u90e8\u7f72\u9009\u9879\u4f7f InvestGlass \u5728\u76d1\u7ba1\u4e25\u683c\u7684\u73af\u5883\u4e2d\u8131\u9896\u800c\u51fa\u3002\u673a\u6784\u53ef\u4ee5\u5728\u5176\u7ba1\u8f96\u8303\u56f4\u5185\u5b89\u5168\u5730\u63a2\u7d22 TAM \u5206\u6790\uff0c\u800c\u65e0\u9700\u5c06\u654f\u611f\u7684\u5ba2\u6237\u6570\u636e\u53d1\u9001\u5230\u56fd\u5916\u7684\u8d85\u7ea7\u8ba1\u7b97\u5668\u3002\u8fd9\u5bf9\u4e8e\u5173\u6ce8 GDPR\u3001\u6570\u636e\u9a7b\u7559\u548c\u5ba2\u6237\u4fdd\u5bc6\u6027\u7684\u94f6\u884c\u6765\u8bf4\u5c24\u4e3a\u91cd\u8981\u3002.<\/p>\n\n\n\n

InvestGlass \u4eea\u8868\u76d8\u53ef\u663e\u793a\u6bcf\u4e2a\u7ec6\u5206\u5e02\u573a\u7684 \u201cTAM vs Current ARR \u201d\u89c6\u56fe\u3002\u9ad8\u7ba1\u4eba\u5458\u53ef\u4ee5\u4e00\u76ee\u4e86\u7136\u5730\u770b\u5230\u516c\u53f8\u5728\u54ea\u4e9b\u65b9\u9762\u53d6\u5f97\u4e86\u6210\u529f\uff0c\u4ee5\u53ca\u66ff\u4ee3\u89e3\u51b3\u65b9\u6848\u5728\u54ea\u4e9b\u65b9\u9762\u4ecd\u5360\u4e3b\u5bfc\u5730\u4f4d\u3002\u8fd9\u79cd\u53ef\u89c6\u6027\u52a0\u5feb\u4e86\u6218\u7565\u8f6c\u79fb\uff0c\u786e\u4fdd\u8d44\u6e90\u6d41\u5411\u56de\u62a5\u7387\u6700\u9ad8\u7684\u673a\u4f1a\u3002.<\/p>\n\n\n\n

\u5bf9\u4e8e\u5728\u7ade\u4e89\u6fc0\u70c8\u7684\u5e02\u573a\u4e2d\u5bfb\u6c42\u4e1a\u52a1\u589e\u957f\u7684\u673a\u6784\u800c\u8a00\uff0c\u5c06\u4e25\u683c\u7684 TAM \u65b9\u6cd5\u4e0e InvestGlass \u7684\u96c6\u6210\u5e73\u53f0\u76f8\u7ed3\u5408\u53ef\u521b\u9020\u53ef\u6301\u7eed\u7684\u4f18\u52bf\u3002.<\/p>\n\n\n\n

\u53ef\u5bfb\u5740\u5e02\u573a\u603b\u91cf (TAM) \u5e38\u89c1\u95ee\u9898<\/h2>\n\n\n\n

TAM \u7b49\u4e8e\u5e02\u573a\u4efd\u989d\u5417\uff1f<\/strong> TAM \u4ee3\u8868\u4e00\u4e2a\u5e02\u573a\u7684\u603b\u6536\u5165\u673a\u4f1a\uff0c\u800c\u5e02\u573a\u4efd\u989d\u5219\u662f\u8d35\u516c\u53f8\u5b9e\u9645\u5360\u6709\u8be5\u5e02\u573a\u7684\u767e\u5206\u6bd4\u3002TAM \u662f\u4e00\u4e2a\u4e0a\u9650\uff0c\u800c\u5e02\u573a\u4efd\u989d\u8861\u91cf\u7684\u662f\u4f60\u76ee\u524d\u76f8\u5bf9\u4e8e\u8fd9\u4e2a\u4e0a\u9650\u6240\u5904\u7684\u4f4d\u7f6e\u3002.<\/p>\n\n\n\n

\u6211\u4eec\u5e94\u8be5\u591a\u4e45\u66f4\u65b0\u4e00\u6b21 TAM\uff1f<\/strong> \u5bf9\u4e8e\u5927\u591a\u6570 B2B SaaS \u516c\u53f8\u6765\u8bf4\uff0c\u9664\u975e\u5e02\u573a\u53d1\u751f\u91cd\u5927\u53d8\u5316\uff0c\u5426\u5219\u6bcf\u5e74\u66f4\u65b0\u4e00\u6b21\u5c31\u8db3\u591f\u4e86\u3002\u76d1\u7ba1\u53d8\u5316\u3001\u65b0\u5e02\u573a\u8fdb\u5165\u8005\u6216\u91cd\u5927\u7ecf\u6d4e\u7e41\u8363\u6216\u8870\u9000\u90fd\u9700\u8981\u66f4\u9891\u7e41\u5730\u91cd\u65b0\u8bc4\u4f30\u3002InvestGlass \u7528\u6237\u53ef\u4ee5\u5b9e\u65f6\u76d1\u63a7\u9886\u5148\u6307\u6807\uff0c\u4e86\u89e3\u4f55\u65f6\u9700\u8981\u66f4\u65b0\u3002.<\/p>\n\n\n\n

B2B SaaS \u7684 TAM \u4e0e\u6d88\u8d39\u8005\u5e94\u7528\u7a0b\u5e8f\u6709\u4f55\u4e0d\u540c\uff1f<\/strong> B2B TAM \u901a\u5e38\u4f7f\u7528\u5e74\u5ea6\u5408\u540c\u4ef7\u503c\u4e58\u4ee5\u76ee\u6807\u5ba2\u6237\u6570\u91cf\uff0c\u5f97\u51fa\u57fa\u4e8e ARR \u7684\u6570\u5b57\u3002\u6d88\u8d39\u8005 TAM \u901a\u5e38\u4f7f\u7528\u53ef\u5bfb\u5740\u5ba2\u6237\u603b\u6570\u4e58\u4ee5\u6bcf\u7528\u6237\u5e73\u5747\u6536\u5165\u3002B2B \u8fd8\u9700\u8981\u6309\u884c\u4e1a\u3001\u516c\u53f8\u89c4\u6a21\u548c\u76d1\u7ba1\u72b6\u51b5\u8fdb\u884c\u66f4\u591a\u7ec6\u5206\u3002.<\/p>\n\n\n\n

\u5728\u516c\u5171\u6570\u636e\u6709\u9650\u7684\u60c5\u51b5\u4e0b\uff0c\u53d7\u76d1\u7ba1\u7684\u91d1\u878d\u673a\u6784\u5982\u4f55\u4f30\u7b97 TAM\uff1f<\/strong> \u7efc\u5408\u5229\u7528\u5404\u79cd\u6765\u6e90\uff1a\u4e2d\u592e\u94f6\u884c\u767b\u8bb0\u3001\u76d1\u7ba1\u673a\u6784\u5907\u6848\u3001\u884c\u4e1a\u534f\u4f1a\u548c\u5e02\u573a\u60c5\u62a5\u516c\u53f8\u3002InvestGlass CRM \u4e30\u5bcc\u529f\u80fd\u53ef\u5229\u7528\u7ba1\u9053\u4e2d\u7684\u5b9e\u9645\u5ba2\u6237\u7279\u5f81\u8865\u5145\u5916\u90e8\u6570\u636e\uff0c\u4ece\u800c\u9010\u6b65\u63d0\u9ad8 TAM \u7684\u7cbe\u786e\u5ea6\u3002.<\/p>\n\n\n\n

\u521d\u521b\u4f01\u4e1a\u5728\u5b9e\u73b0\u4ea7\u54c1\u4e0e\u5e02\u573a\u5951\u5408\u4e4b\u524d\uff0c\u662f\u5426\u5e94\u8be5\u6295\u8d44\u4e8e\u8be6\u7ec6\u7684 TAM \u5de5\u4f5c\uff1f<\/strong> \u8f7b\u4fbf\u4f46\u4e25\u8c28\u7684\u65b9\u6cd5\u5728\u65e9\u671f\u6700\u6709\u6548\u3002\u5236\u5b9a\u521d\u6b65\u7684 TAM \u4f30\u8ba1\uff0c\u4ee5\u9a8c\u8bc1\u5e02\u573a\u89c4\u6a21\uff0c\u4f46\u5728\u83b7\u5f97\u5ba2\u6237\u9752\u7750\u540e\u518d\u91cd\u65b0\u5ba1\u89c6\u548c\u6df1\u5316\u5206\u6790\u3002\u65e9\u671f\u7684 TAM \u6570\u636e\u6709\u52a9\u4e8e\u6536\u96c6\u7ec6\u5206\u5e02\u573a\u7684\u6570\u636e\uff0c\u540c\u65f6\u907f\u514d\u5206\u6790\u762b\u75ea\u3002.<\/p>\n\n\n\n

\u4ef7\u503c\u8bba\u4e0e\u81ea\u4e0b\u800c\u4e0a\u7684\u65b9\u6cd5\u6709\u4f55\u4e0d\u540c\uff1f<\/strong> \u81ea\u4e0b\u800c\u4e0a\u8ba1\u7b97\u6f5c\u5728\u5ba2\u6237\u5e76\u4e58\u4ee5\u5b9a\u4ef7\u3002\u4ef7\u503c\u7406\u8bba\u6839\u636e\u4ea7\u54c1\u5e26\u6765\u7684\u7ecf\u6d4e\u6548\u76ca\u6765\u4f30\u7b97\u5ba2\u6237\u7684\u652f\u4ed8\u610f\u613f\u3002\u4ef7\u503c\u7406\u8bba\u66f4\u9002\u7528\u4e8e\u521b\u9020\u65b0\u7c7b\u522b\u7684\u521b\u65b0\u4ea7\u54c1\uff1b\u81ea\u4e0b\u800c\u4e0a\u5219\u9002\u7528\u4e8e\u5df2\u77e5\u5b9a\u4ef7\u7684\u6210\u719f\u4ea7\u54c1\u7c7b\u578b\u3002.<\/p>\n\n\n\n

InvestGlass \u5982\u4f55\u5e2e\u52a9\u6211\u4eec\u5b9e\u73b0 TAM\uff1f<\/strong> InvestGlass \u5728\u745e\u58eb\u6258\u7ba1\u5e73\u53f0\u4e0a\u96c6\u4e2d\u7ba1\u7406\u5ba2\u6237\u5173\u7cfb\u7ba1\u7406\u3001\u5165\u804c\u3001\u6295\u8d44\u7ec4\u5408\u548c\u5408\u89c4\u6570\u636e\u3002\u8fd9\u6837\u5c31\u80fd\u6309\u7ec6\u5206\u5e02\u573a\u5b9e\u65f6\u8ddf\u8e2a TAM\uff0c\u5c06\u5b9e\u9645\u6536\u5165\u4e0e\u5e02\u573a\u6f5c\u529b\u8fdb\u884c\u6bd4\u8f83\uff0c\u5e76\u9488\u5bf9\u673a\u4f1a\u6700\u5927\u7684\u5ba2\u6237\u5b9e\u73b0\u8425\u9500\u81ea\u52a8\u5316\u3002\u8be5\u5e73\u53f0\u7684\u4eba\u5de5\u667a\u80fd\u529f\u80fd\u53ef\u4e0d\u65ad\u5b8c\u5584\u7ec6\u5206\u5e02\u573a\u7684\u4f18\u5148\u7ea7\u3002.<\/p>\n\n\n\n

\u7ed3\u8bba\uff1a\u901a\u8fc7 InvestGlass \u5c06 TAM \u6d1e\u5bdf\u8f6c\u5316\u4e3a\u53ef\u6301\u7eed\u589e\u957f<\/h2>\n\n\n\n

\u603b\u53ef\u5bfb\u5740\u5e02\u573a\u4ee3\u8868\u4e86\u60a8\u7684\u4ea7\u54c1\u5728\u7279\u5b9a\u5e02\u573a\u4e2d\u7684\u7406\u8bba\u6536\u5165\u4e0a\u9650\u3002\u5b83\u63d0\u4f9b\u4e86\u6218\u7565\u89c4\u5212\u3001\u6295\u8d44\u8005\u6c9f\u901a\u548c\u8d44\u6e90\u5206\u914d\u6240\u5fc5\u9700\u7684\u5927\u5c40\u89c2\u3002\u4f46\u662f\uff0c\u4ec5\u9760 TAM \u5e76\u4e0d\u80fd\u63a8\u52a8\u589e\u957f\u3002.<\/p>\n\n\n\n

SAM \u548c SOM \u5c06\u4e0a\u9650\u8f6c\u5316\u4e3a\u73b0\u5b9e\u7684\u3001\u6709\u65f6\u9650\u7684\u76ee\u6807\u3002\u5bf9\u4e8e\u94f6\u884c\u3001\u79c1\u4eba\u94f6\u884c\u3001\u8d22\u5bcc\u7ba1\u7406\u516c\u53f8\u3001\u4fdd\u9669\u516c\u53f8\u548c\u516c\u5171\u90e8\u95e8\u5b9e\u4f53\u800c\u8a00\uff0c\u8fd9\u4e9b\u6307\u6807\u5fc5\u987b\u5c0a\u91cd\u76d1\u7ba1\u754c\u9650\u3001\u6570\u636e\u9a7b\u7559\u8981\u6c42\u548c\u91d1\u878d\u670d\u52a1\u7279\u6709\u7684\u8f83\u957f\u7684\u9500\u552e\u5468\u671f\u3002.<\/p>\n\n\n\n

InvestGlass \u5e2e\u52a9\u4f01\u4e1a\u8d85\u8d8a\u4e00\u6b21\u6027 TAM \u5e7b\u706f\u7247\u3002\u901a\u8fc7\u5c06\u5e02\u573a\u89c4\u6a21\u903b\u8f91\u5d4c\u5165\u5ba2\u6237\u5173\u7cfb\u7ba1\u7406\u89c6\u56fe\u3001\u5165\u804c\u5de5\u4f5c\u6d41\u7a0b\u548c\u6295\u8d44\u7ec4\u5408\u5206\u6790\u4eea\u8868\u677f\uff0c\u8be5\u5e73\u53f0\u53ef\u786e\u4fdd TAM \u5206\u6790\u4e3a\u65e5\u5e38\u51b3\u7b56\u63d0\u4f9b\u4f9d\u636e\u3002\u60a8\u53ef\u4ee5\u51c6\u786e\u4e86\u89e3\u54ea\u4e9b\u7ec6\u5206\u5e02\u573a\u6e17\u900f\u4e0d\u8db3\uff0c\u5e76\u636e\u6b64\u8c03\u6574\u9500\u552e\u7b56\u7565\u3002.<\/p>\n\n\n\n

\u4e3a\u7279\u5b9a\u7528\u4f8b\u5b9a\u4e49\u60a8\u7684 TAM\uff1a\u6b27\u6d32\u79c1\u4eba\u94f6\u884c\u7684\u6570\u5b57\u5316\u5165\u804c\u3001\u5ba2\u6237\u5173\u7cfb\u7ecf\u7406\u7684\u4eba\u5de5\u667a\u80fd\u52a9\u7406\u6216\u72ec\u7acb\u8d44\u4ea7\u7ecf\u7406\u7684\u6295\u8d44\u7ec4\u5408\u7ba1\u7406\u3002\u7136\u540e\u5728 InvestGlass \u4e2d\u6839\u636e\u8fd9\u4e9b\u57fa\u51c6\u8861\u91cf\u5b9e\u9645\u6536\u5165\u3002.<\/p>\n\n\n\n

\u5c06\u4e25\u683c\u7684\u53ef\u5bfb\u5740\u5e02\u573a\u603b\u91cf\u8ba1\u7b97\u4e0e\u745e\u58eb\u6258\u7ba1\u7684\u91d1\u878d\u672c\u5730\u5ba2\u6237\u5173\u7cfb\u7ba1\u7406\u7cfb\u7edf\uff08\u5982 \u6295\u8d44\u73bb\u7483<\/a> \u4e3a\u53d7\u76d1\u7ba1\u673a\u6784\u63d0\u4f9b\u4e86\u4e00\u6761\u66f4\u5b89\u5168\u3001\u66f4\u5feb\u6377\u7684\u9014\u5f84\uff0c\u5e2e\u52a9\u4ed6\u4eec\u62a2\u5360\u5e02\u573a\u4efd\u989d\uff0c\u5b9e\u73b0\u4e1a\u52a1\u7684\u53ef\u6301\u7eed\u589e\u957f\u3002\u4eca\u5929\u5c31\u5f00\u59cb\u91cf\u5316\u60a8\u7684\u5e02\u573a\u673a\u4f1a\uff0c\u8ba9 InvestGlass \u5c06\u6d1e\u5bdf\u529b\u8f6c\u5316\u4e3a\u6210\u679c\u3002.<\/p>","protected":false},"excerpt":{"rendered":"

Understanding how big your market truly is can make or break strategic decisions. In the business world, understanding your total addressable market (TAM) is essential for success and effective strategic planning, as it helps organizations identify opportunities and navigate industry challenges. Whether you are pitching to investors, planning a product launch, or deciding which geography […]<\/p>\n","protected":false},"author":1,"featured_media":49182,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[13],"tags":[1388],"class_list":["post-49179","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-article","tag-total-addressable-market"],"yoast_head":"\nTotal Addressable Market: A Comprehensive Guide | InvestGlass<\/title>\n<meta name=\"description\" content=\"Explore the concept of Total Addressable Market and learn how it influences strategic business decisions and planning.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.investglass.com\/zh\/\u603b\u53ef\u5bfb\u5740\u5e02\u573a-tam-\u7684\u5b9a\u4e49\u8ba1\u7b97\u65b9\u6cd5\u548c-b2b-saas-\u6848\u4f8b\/\" \/>\n<meta property=\"og:locale\" content=\"zh_CN\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Total Addressable Market (TAM): Definition, Calculation Methods, and B2B SaaS Examples\" \/>\n<meta property=\"og:description\" content=\"Understanding how big your market truly is can make or break strategic decisions. 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