Most SaaS teams are not struggling because their market is too small.

They are struggling because their market is too unfocused.

In the newest episode of Walking the Dogs, I unpack the “G” in my Growth Framework: Gauge. This is the stage where you establish a clear baseline across your data, tech, spend, systems, and target market before you scale campaigns or apply AI.

The episode focuses on one practical idea: get to SAM quickly.

Your TAM may look exciting on a slide, but your serviceable addressable market is where execution actually happens. A database of 10,000 accounts is not helpful if most of those accounts are wrong-fit, wrong-time, or missing the signals that suggest real buying potential.

The job is to narrow the field.

Use company size, industry, region, installed technology, hiring trends, intent signals, first-party engagement, and customer lookalike data to find the accounts that are budget-ready, tech-aligned, and pain-aware.

That is the dog park.

That is where your team should focus.

I also talk about why AI will not fix a messy go-to-market system. AI amplifies what already exists. If your segmentation, lifecycle stages, CRM data, and system connections are messy, AI will simply help you move faster in the wrong direction.

Before you ramp spend, launch outbound, or ask AI to personalize anything, ask:

Are we walking the right accounts?

Watch the full episode here: Smart Market Sizing: How to Find Budget-Ready SaaS Buyers

And as always, what dog do you need to walk today?