Serviceable Obtainable Market (SOM) Strategy

• Every customer has a definable Serviceable Obtainable Market (SOM)
• FSEs typically manage multiple customers; the combined SOM of those customers represents the FSE’s total obtainable opportunity
• The sum of all customer SOMs defines the total available opportunity for a territorySome customers already generate revenue, while others represent future revenue potential
• Each FSE is responsible for defining each customer’s SOM, forecasting revenue, and developing and executing strategies to capture SOM currently awarded to competitors