ABM Process
How do we define Enterprises:
Companies in India with more than 500 employees and over $1bn revenue
TAM, SAM, SOM for BCP: Enterprise
Description | Data | Comments | Source |
No of companies in India with more than 500 employees and over Rs 1Bn Revenue (> 125 Mn USD) | 5,900 | Data from Crunchbase | |
% of Companies addressable | 4,720 | 80%
Filtered by the list of Industries:
E-Commerce, Apparel, Shopping, Travel & Tourism, B2B SaaS, Insurance, Banking, Internet, Consumer goods & electronics, Products Companies, Community & Lifestyle, Education, Edtech, Events, Gaming Lending, Telecom, Mobile, Real Estate, etc. | |
Revenue | $ 125 Mn USD | Min Revenue of companies in this category | Take the min revenue here as some large companies have very high revenue so average will not be a good indicator |
Total Marketing Spend by SMBs | 2.4% * $125 Mn* 4,720 = 14.16 Bn | Marketing spend by these Indian companies | |
Digital Spend/TAM | 57% * 14.16 Bn ~ 8 Bn USD | 57% on Digital | |
SAM | $ 8 Bn * I 30% = $ 2.4 Bn USD | 30% = CRO and product insight , % spend on CRO and product insights, | |
% Market Share obtainable | 20% | Since these companies prefer Enterprise grade solutions like Quantum Metrics, etc., we believe the obtainable market share would be reasonable | |
SOM | $2.4 BN * 20% = $0.48 Bn | SAM * % Market Share Obtainable |
Audience to be Targeted
List of Target Companies & Decision Makers
Target: 210 customers
Target list of industries and companies to target in M0:
Vertical | Target Companies with Annual Revenue/ARR in USD | Contact Name | Designation/Function | LinkedIn Profile |
Banking and Financial Services | AU Small Finance Bank ($180Mn)
| Richa Srivastava | AVP- Marketing | |
Banking and Financial Services | Equitas Small Finance bank ($500Mn) | Vasudevan P N | CEO | |
Banking and Financial Services | Ujjivan Financial Services Limited ($400Mn) | Ittira Davis | MD & CEO | |
E-commerce (Apparel, Clothing, D2C etc) | Wakefit ($110Mn) | Chaitanya Ramalingegowda | Co-Founder | |
Travel & Tourism | EaseMyTrip ($1Bn+) | Ashutosh Sharma | VP - Marketing | |
Consumer goods & electronics | Havells ($1.8Bn)
| Sourabh Priyadarshi | AVP & Head CX | |
Real Estate |
Lodha ($1.2Bn) | Rajesh Sahana | President - Customer Experience | |
B2B SaaS |
Lead Squared | Vimal Stan Steven | Director of Product Management | |
Insurance | Acko ($130Mn) | Varun Dua | Founder | |
Lifestyle & Education | Porter ($105mn) | Bhaskar Padmagirisan | Director of Products | |
Telecom & ISP | Act Fibernet ($250Mn) | Suphal Mehrotra | Sr VP & Head of Enterprise | |
Healthcare | Practo ($2bn) | Srikanth Pinninti | CMO |
