Build a Workflow for TAM Sourcing with Clay

Build a Workflow for TAM Sourcing with Clay

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Total Addressable Market (TAM) – it’s a term every sales leader loves to throw around.

But how many actually map it out? And worse, how often does TAM research sit in a spreadsheet, outdated and incomplete?

Here’s the thing: Defining your TAM isn’t just a one-time task. It’s an ongoing process that can make or break your go-to-market strategy.

Thanks to Clay, you can now automate TAM sourcing and transform it from a headache into a growth engine.

Here’s how to set up a workflow that helps you:

• Find every relevant company in your market.
• Enrich your database with dynamic, real-time data.
• Continuously update your TAM as your business grows.

Step 1: Define Your Ideal Customer Profile (ICP)

Before you can build your TAM, you need to be crystal clear on your target audience.

Ask yourself:

• Who are my dream customers? (Think industry, size, location, etc.)
• What technologies do they use?
• What signals indicate they’re ready to buy?

📌 Pro Tip: Narrow your focus to 2-3 core traits that align with your product’s strengths. This will make sourcing faster and more accurate.

Step 2: Use Clay to Source Your TAM

Clay is built for TAM sourcing. It pulls company data from over 50+ real-time sources and matches it to your ICP criteria.

Here’s how to get started:

1. Input your ICP.some text
   • Add filters like industry, company size, revenue, geography, and more.
   • Include niche qualifiers like "uses Salesforce" or "recently raised Series A."
2. Generate a comprehensive list.some text
   • Clay scours its data sources to identify every company in your target market.
   • You’ll get enriched data, including contact info, LinkedIn URLs, and tech stacks.
3. Export to your CRM.some text
   • Seamlessly sync the list into your sales tools like Apollo.io or instantly.ai for immediate outreach.

Step 3: Enrich and Validate Your Data

Raw data is just the start. To make it actionable, you need to enrich and validate it.

Clay automates this process by:

• Filling in missing fields (e.g., decision-maker emails or job titles).
• Removing duplicates and outdated records.
• Verifying data so you’re not wasting time chasing dead leads.

📌 Pro Tip: Enriched TAM data isn’t just for sales. Share it with marketing for hyper-targeted campaigns.

Step 4: Segment and Prioritize

Not all companies in your TAM are created equal. Segment your list based on:

• Buyer readiness signals. (e.g., recent funding, job openings, or website changes).
• Fit scores. Rank companies by size, tech stack, or revenue.
• Contact availability. Focus on companies where you have verified decision-maker info.

This ensures your team focuses on the highest-potential opportunities first.

Step 5: Automate Updates to Keep Your TAM Fresh

Markets evolve. Companies change. Your TAM should, too.

Set up automated workflows in Clay to:

• Track new companies entering your target market.
• Remove outdated data.
• Receive alerts for key buying signals (like funding rounds or acquisitions).

Why TAM Sourcing Matters

Without a clear and accurate TAM, your sales strategy is just guesswork.

Here’s what happens when you nail TAM sourcing:

• Your sales team always knows who to target.
• Marketing creates campaigns that actually resonate.
• Leadership has a clear picture of the market potential.

And the best part? You stop wasting time on bad-fit prospects and start focusing on companies that are ready to buy.

Final Thoughts

Building your TAM doesn’t have to be a manual, time-consuming process.

With Clay, you can automate the heavy lifting and keep your market data dynamic, accurate, and actionable.

💡 Start now, and you’ll turn your TAM from a static spreadsheet into a living, breathing growth machine.

Ready to map your TAM like a pro?
Check out Clay’s TAM sourcing tool and discover the full potential of your market: Learn More.

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