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
