What is this page for?
Strategic synthesis for fast alignment — investor updates, planning, onboarding, board memos. One question: what market are we addressing today, and why?
Three intents
1. Market research — bottom-up TAM / SAM / SOM per cohort, demographics, horizon, position size, AI openness, tooling spend. Sourced from Grain interviews, Neon enrichment, public stats. Every numeric value cites a source.
2. Competitive landscape — feature-by-feature positioning surface (compete / adopt / deliberately-different / future / not-relevant) per competitor. Who else hunts the same cohort. How we differ — explicit thesis per market.
3. GTM prioritization — divide-and-conquer — decision-action lens (focus / decide / defer / not-focus) per market with the WHY (priority_rationale). Attack surfaces listing every way to reach each cohort. Experiment-viability flag (can we A/B test, or is it relationship-sell only?).
What this page is NOT
- Not a CRM. Attio owns operational state — deal stages, last-contacted, per-person notes, owner. To change a person's stage, edit Attio.
- Not a roadmap. Linear owns execution.
- Not a KPI dashboard. Mixpanel owns activation, retention, funnel metrics (north-star = report 89150973 cell B).
- Not a strategic doc. Notion's Strategy DB owns long-form decisions and their context.
Cross-checks — what to ask when reading this page
● Focus markets: are we actually allocating engineering and outreach time? Is reachable growing? Does the differentiation_thesis still hold?
● Decide-now markets: who owns the decision and by when? What's the trigger? Is the experiment viable (cohort ≥ 200) or relationship-sell?
○ Defer markets: what's the trigger to revisit? Is the SAM still big enough to matter when we do?
● Not-focus markets: has the calculus changed? If not, the not-focus claim is doing the work of focusing us on what matters.
Page-level (monthly cross-check): sum of SOM 12mo across focus + decide ≥ quarterly target? Every focus market has an active attack surface? Every decide-now market has a priority_rationale that names the actual decision?