Horizontal SaaS
Software serving a function across many industries rather than one industry deeply.
The trade, inverted
A large addressable market with more competition and a less obvious fit for any given buyer. The operational cost is that the ICP is harder to define, and a vague ICP degrades routing, scoring and territory design simultaneously.
The temptation
RELATED TERMS
Segmentation
Dividing the market into groups that warrant different treatment — different motion, pricing, coverage or support model.
Vertical SaaS
Software built for a single industry, with workflows and terminology specific to it.
Ideal Customer Profile (ICP)
The definition of the accounts your product serves best, grounded in the observed characteristics of customers who buy quickly, stay, and expand.
Total Addressable Market (TAM)
The full revenue opportunity if every possible buyer purchased — with SAM and SOM narrowing it to what you can serve and what you can realistically win.
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