How do you segment your TAM by ICP-fit when you have 50,000 named accounts and only 30 reps?
DIRECT Triage 50k accounts with 3-tier fit scoring: fit → intent → capacity. Load intent signals from Pavilion (win-loss), OpenView (industry benchmarks), SaaStr (peer plays). Rank reps by territory fit, not rep capacity. Ship the top 3k-5k…
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