Can you make your TAM larger by expanding into new verticals (B2B SaaS)?

You certainly can.

It’s just usually, you get so busy just trying to own & dominate one, that it rarely works out in practice.

Veeva is one of the more successful SaaS IPOs and start-ups of all times.  It started off with a thesis of doing multiple vertical CRMs on top of Salesforce.  It started with Pharma.

And it turned out Pharma was so large — it never left.  That vertical “alone” got it to a $3.5 billion market cap, hundreds of millions in ARR, and far, far beyond.

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Published on December 7, 2015

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