This week, we are bringing you another special bonus episode. This week, we are sharing a podcast that our host, Paul Barnhurst, recommends. The Run the Numbers podcast is hosted by CJ Gustafson. The podcast is designed to talk about things he wishes he knew during the early days of his career that no amount of Googling would answer. This week's Show Notes: Sebastian Duesterhoeft, partner at Lightspeed Ventures, joins CJ to talk about anything and everything start-up operators need to know about your Total Addressable Market. Request from you, the audience: We are constantly working to improve Financial Modeler’s Corner, and this week, I would like to ask for your help completing the survey about the podcast. This will help us make future episodes better for you, the listener. The survey will only take a few minutes to complete, and your response is invaluable to the team at Financial Modeler’s Corner. Link to survey: https://forms.office.com/r/K2fHfSUvFp TIMESTAMPS: (00:00) Episode Preview (00:55) SEGMENT: CJ's opening “Off the Books” monologue - the Billion Dollar outcome (02:59) Start of interview (04:38) Why is TAM so important to investors? (09:19) Is a $2B TAM not good enough? (12:06) How big is enough TAM? (13:23) Sponsor: NetSuite (14:44) Frameworks to calculate TAM (19:19) Second and third growth engines (25:18) On "maturity of the market" (28:36) On extensibility (32:27) Why your initial insertion point is crucial to your business (36:22) ServiceNow and Datadog: why these companies are shining examples of expanding their TAM (45:03) SEGMENT: Long-ass Lightning Round (48:43) SEGMENT: Rep Yo Stack - Sponsored by Tropic