B2B TAM Analysis Workbook

• Bottom-up TAM calculation template: ICP criteria, account count, reachability discount, ACV model
• TAM vs SAM vs SOM framework with UK B2B examples
• ICP fit scoring model: firmographic, technographic, and trigger-event weighting
• Three calculation methods compared: top-down, bottom-up, and value theory
• GTM implications framework: which sales motion fits which market size
• Common TAM errors checklist: the four category mistakes that inflate numbers
• Annual TAM review template: how to update your market sizing each year

This resource is produced by Harmonic London from active B2B programme data and client work across the UK. It is designed for B2B marketing directors, demand generation managers, and revenue operations leads who want implementation-ready frameworks rather than generic advice.