Total Addressable Market (TAM) represents the maximum number of potential customer accounts your business can target to sell your products or services within a defined market. When you define your TAM in Enlyft, you define hard requirements that an account must match. Any account not matching the TAM criteria is completely excluded.
Ideal Customer Profile (ICP) identifies the characteristics of the perfect target customer for your business. These are the customers who are most likely to benefit from and purchase the product or service. When you define ICP in Enlyft, you define soft requirements that are used to score accounts based on the number of criteria they match. The more criteria an account meets, the higher the score it’s given.