TAM Is Overrated, Go-To-Market Pull Is Underrated
“most ppl pay TOO LITTLE attn to go-to-market / market pull - what I care about most”
What this teaches
Yin argues investors over-index on TAM slides while founders under-argue market pull and go-to-market, and explains what she actually wants to see instead of a top-down market-size number.
Why it matters
Directly corrects one of the most cargo-culted slides in every deck, from someone reviewing thousands of pitches a year.
Key lessons
- Market pull evidence beats top-down TAM math
- Show how you reach customers, not how big the ocean is
This is an editorial summary. The full thread, and the credit, belongs to Elizabeth Yin.
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