| name | tam-builder |
| description | End-to-end Total Addressable Market builder. Defines ICP segments, generates Apollo search config, discovers and scores companies via TAM Builder, enriches Tier 1-2 companies with website and contact intel, and produces a comprehensive TAM report with market sizing, segmentation, and prioritized target list. The complete "who should we sell to and how big is the opportunity?" workflow.
|
| tags | ["lead-generation","research"] |
TAM Builder
The complete "who should we sell to and how big is the opportunity?" workflow. Chains ICP identification, Apollo-powered company discovery, ICP scoring, company enrichment, and persona watchlist into a single end-to-end TAM build.
Quick Start
Build a TAM for [company]. We sell [product] to [target]. Focus on [geo/industry/size].
With existing ICP:
Build a TAM for [client]. ICP is already defined. Use config at skills/capabilities/tam-builder/configs/[client].json.
Refresh existing TAM:
Refresh the TAM for [client]. Re-score, find new companies, deprecate stale ones.
Inputs
| Input | Required | Source |
|---|
| Company name | Yes | User provides |
| Product/service description | Yes | User provides or clients/<client>/context.md |
| Target market description | Yes | User provides (industries, geos, company size) |
| Client context file | Optional | clients/<client>/context.md |
| Existing TAM config | Optional | skills/capabilities/tam-builder/configs/<client>.json |
| Existing ICP definition | Optional | clients/<client>/icp/ |
Step-by-Step Process
Phase 1: Context & ICP Definition
Check if ICP already exists:
clients/<client>/icp/
If ICP exists: Load it, confirm segments look current, summarize for the user. Skip to Phase 2.
If no ICP exists: Run icp-identification:
- Research the company — product, pricing, customers, positioning
- Analyze existing customers (from reviews, case studies, testimonials)
- Identify 3-5 ICP segments with firmographic criteria:
- Industry verticals
- Company size (employee count ranges)
- Geography
- Funding stage / company maturity
- Tech stack signals
- Pain points / use cases
- Rank segments by estimated market size and fit
Output from this phase:
clients/<client>/icp/segments.md — ICP segment definitions with firmographics- Clear target criteria for Apollo search configuration
Phase 2: TAM Config Generation
Translate ICP segments into a TAM Builder config file.
-
Map ICP segments to Apollo filters:
- Employee count ranges →
organization_num_employees_ranges
- Industry verticals →
q_organization_keyword_tags
- Geography →
organization_locations
-
Set scoring weights based on ICP priorities:
- Which dimensions matter most for this company's ICP?
- Default weights: employee_count_fit (30), industry_fit (25), funding_stage_fit (20), geo_fit (15), keyword_match (10)
- Adjust if certain dimensions are more important (e.g., industry-specific product → boost industry_fit)
-
Configure tier thresholds:
- Tier 1 (≥75): Best-fit companies, highest priority
- Tier 2 (≥50): Good-fit companies, worth pursuing
- Tier 3 (<50): Marginal fit, monitor only
-
Set watchlist personas based on buyer personas:
- Map ICP buyer titles to
person_titles
- Set appropriate seniority levels
- Configure
personas_per_company (default: 3)
-
Present config to user for review before proceeding.
Output from this phase:
skills/capabilities/tam-builder/configs/<client>.json — ready-to-use TAM config
Phase 3: TAM Discovery & Scoring
Run the TAM Builder capability skill through its safe pipeline.
Step 3a: Preview (estimate size)
python3 skills/capabilities/tam-builder/scripts/tam_builder.py \
--config skills/capabilities/tam-builder/configs/<client>.json \
--mode build --preview
Shows total company count and cost estimate. No database writes.
Step 3b: Sample (validate scoring)
python3 skills/capabilities/tam-builder/scripts/tam_builder.py \
--config skills/capabilities/tam-builder/configs/<client>.json \
--mode build --sample --test
Searches 1 page (~100 companies), scores in-memory, shows tier distribution and top companies. No database writes. Present results to user.
Step 3c: Review with user
- Show tier distribution (how many Tier 1 / 2 / 3)
- Show example Tier 1 companies — do they look right?
- Show example Tier 2 companies — reasonable?
- If scoring looks off → adjust config weights/thresholds and re-sample
- Get explicit user approval before proceeding to full build
Step 3d: Full build (after approval)
python3 skills/capabilities/tam-builder/scripts/tam_builder.py \
--config skills/capabilities/tam-builder/configs/<client>.json \
--mode build
Full Apollo search → upsert to Supabase → score → tier → persona watchlist.
Output from this phase:
- Companies upserted to Supabase
companies table with ICP scores and tiers
- Personas upserted to Supabase
people table for Tier 1-2 companies
- Console output with tier distribution and summary stats
Phase 4: Tier 1 Enrichment
Enrich Tier 1 companies with additional intelligence. Run these in parallel:
4a: Website Intel — Run landing-page-intel for each Tier 1 company:
- Value proposition and positioning
- Target audience signals
- Product/feature highlights
- Pricing model
- Social proof and customer logos
4b: Contact Discovery — Run company-contact-finder for Tier 1 companies missing key personas:
- Find decision-makers matching ICP buyer titles
- Verify contact data
- Fill gaps in watchlist coverage
Output from this phase:
clients/<client>/tam/enrichment/<company-slug>.md — per-company intel briefs- Updated contact data in Supabase
Phase 5: TAM Report
Synthesize all findings into a comprehensive TAM report.
- Pull TAM status from Supabase:
python3 skills/capabilities/tam-builder/scripts/tam_builder.py \
--config skills/capabilities/tam-builder/configs/<client>.json \
--mode status
-
Compile market sizing:
- Total companies discovered (TAM universe)
- Tier 1 count and estimated revenue opportunity
- Tier 2 count and estimated revenue opportunity
- Market concentration analysis
-
Build segmentation view:
- Companies by industry vertical
- Companies by size band
- Companies by geography
- Cross-segment analysis
-
Prioritized target list:
- Top 20 Tier 1 companies with enrichment highlights
- Key contacts per company
- Recommended approach angle per company
-
Generate report.
Output
Save to clients/<client>/tam/tam-report.md
Also save sub-outputs:
clients/<client>/icp/segments.md (ICP definition, reusable)skills/capabilities/tam-builder/configs/<client>.json (TAM config, reusable)clients/<client>/tam/enrichment/ (per-company intel briefs)
TAM Report Template
# Total Addressable Market: [Company Name]
**Date:** [Date]
**Product:** [Product/service]
**Target market:** [Summary of ICP]
**Config:** `skills/capabilities/tam-builder/configs/<client>.json`
---
## Executive Summary
[5-7 sentences. How big is the market? How many high-fit companies exist? What's the
estimated revenue opportunity? Key segments and where the biggest concentrations are.
Top 3 insights and recommended next steps.]
---
## Market Sizing
### TAM Universe
| Metric | Count |
|--------|------:|
| Total companies discovered | [N] |
| Tier 1 (score ≥75) | [N] |
| Tier 2 (score ≥50) | [N] |
| Tier 3 (score <50) | [N] |
| Contacts identified | [N] |
### Revenue Opportunity Estimate
| Tier | Companies | Est. ACV | Est. Total Opportunity |
|------|----------:|----------:|-----------------------:|
| Tier 1 | [N] | $[X] | $[X] |
| Tier 2 | [N] | $[X] | $[X] |
| **Total addressable** | **[N]** | | **$[X]** |
*ACV estimate based on [product pricing / user-provided ACV].*
---
## Market Segmentation
### By Industry
| Industry | Tier 1 | Tier 2 | Total | % of TAM |
|----------|-------:|-------:|------:|---------:|
| [Industry] | [N] | [N] | [N] | [X%] |
| ... | | | | |
### By Company Size
| Employee Range | Tier 1 | Tier 2 | Total | % of TAM |
|----------------|-------:|-------:|------:|---------:|
| [Range] | [N] | [N] | [N] | [X%] |
| ... | | | | |
### By Geography
| Location | Tier 1 | Tier 2 | Total | % of TAM |
|----------|-------:|-------:|------:|---------:|
| [Geo] | [N] | [N] | [N] | [X%] |
| ... | | | | |
### Segment Insights
[2-3 paragraphs on where the market is concentrated, underserved segments,
and where the best opportunities cluster.]
---
## ICP Segments Used
| # | Segment | Description | Companies Found |
|---|---------|-------------|----------------:|
| 1 | [Name] | [One line] | [N] |
| 2 | [Name] | [One line] | [N] |
| ... | | | |
---
## Top 20 Target Companies (Tier 1)
| Rank | Company | Industry | Size | Score | Key Contact | Angle |
|-----:|---------|----------|-----:|------:|-------------|-------|
| 1 | [Name] | [Industry] | [N] | [Score] | [Name, Title] | [One-line approach] |
| 2 | ... | | | | | |
| ... | | | | | | |
For each Top 10 company, include:
(Score: [X]) — [One sentence on what they do]. [Key insight from enrichment — positioning, pain point, or opportunity angle]. Contact: [Name, Title].
---
| Company | Industry | Size | Score | Notes |
|---------|----------|-----:|------:|-------|
| [Name] | [Industry] | [N] | [Score] | [Why they're borderline / what would promote them] |
| ... | | | | |
---
— [Why, expected impact]
— [Why, expected impact]
— [Why, expected impact]
---
→
→
→
Employee count fit: [weight]%
Industry fit: [weight]%
Funding stage fit: [weight]%
Geo fit: [weight]%
Keyword match: [weight]%
Tier 1 threshold: ≥[X], Tier 2 threshold: ≥[X]
Parallelization
Phase 1: ICP Definition (if needed)
↓
Phase 2: Config Generation
↓
Phase 3: TAM Discovery (preview → sample → review → build)
↓
Phase 4: Enrichment (all Tier 1 companies in parallel)
↓
Phase 5: Report
If ICP and config already exist:
Phase 3: TAM Discovery → Phase 4: Enrichment → Phase 5: Report
Refresh mode (existing TAM):
Phase 3: TAM Refresh → Phase 4: Enrich new/promoted companies → Phase 5: Updated Report
Tips
- Always start with
--sample --test. Never go straight to a full build. The sample validates your config and scoring before committing to API calls and database writes.
- Iterate on the config before building. If sample results don't look right, adjust keyword tags, employee ranges, or scoring weights. Each sample costs almost nothing.
- ACV estimate makes the report actionable. Even a rough ACV turns "500 Tier 1 companies" into "$25M addressable opportunity." Ask the user for their ACV if not in context.
- Enrichment is optional but high-value. Skip Phase 4 for a quick TAM sizing. Run it when you need actionable target lists with approach angles.
- Refresh quarterly. Companies grow, raise funding, enter/exit your TAM. Use refresh mode to keep the TAM current without rebuilding from scratch.
- Combine with outreach skills. After building the TAM, use
setup-outreach-campaign or cold-email-outreach to act on the Tier 1 list.
- Multiple configs per client. Create separate configs for different segments (e.g.,
enterprise-fintech.json, midmarket-saas.json) to build segment-specific TAMs.
Dependencies
- Skills:
icp-identification, tam-builder (capability), landing-page-intel, company-contact-finder
- Apollo API key (for company/people search)
- Supabase project (for TAM storage)
- Web search capability (for ICP research and enrichment)
Cost
- Apollo API: Free tier covers company search and people search. Paid plans needed for high-volume builds (>5,000 companies).
- All other research uses free web search and web fetch.
