How to set up Account Fit(TAM & ICP) in Enlyft?

To set up the account fit in Enlyft, go to Setup from the left main nav and navigate to the Account Fit tab.

Click on the Add Criteria button to add criteria to define your TAM and ICP. Depending on the data type of the property you’ll see different controls to define TAM and ICP.

For linear scale type properties such as Revenue Range, Employee Size, IT Spend etc. You’ll see a slider with multiple handles.

To define the TAM you can adjust the outer two handles. Any account matching the values outside these handles will be excluded from your TAM. To define the Best match ICP, you can adjust the inner two handles. Any account matching the values within these handles will be given a higher score for this criteria.

Any accounts matching the remaining values within the TAM are automatically scored and given higher score depending on how close they are to the best match range.

You can choose to not exclude any values from TAM by moving both outer handles to the outer-most positions.

You can choose to not score ICP for a criteria by moving both inner handles over the outer handles.

For properties with free-form values like Industry, Technologies, etc. You’ll see fields to include and exclude values from your TAM. When you add values in the include field, only the account matching those values will be included in your TAM. For example, Adding United States in the Include field will limit the TAM to US companies exclusively.

You can leave the include field empty to include all the values in TAM. You can use the exclude field to exclude certain values from TAM, any account matching those values will be considered outside the TAM. For example, adding China, Japan, and Australia in the Exclude field will exclude only the companies from these countries from the TAM.

Defining TAM using the include and exclude fields is completely optional. You can choose to not define TAM for a criteria.

To define ICP for these type of criteria, you’ll see the Best Match, Good Match, and Fair Match fields. You can add any value that is part of your TAM to these fields to score the matching accounts accordingly.

For binary properties like B2B, ISV, etc., you get two options. Either you can limit your TAM to this criteria or use it as a way to influence ICP fit. When you limit your TAM with this criteria, only the accounts with this criteria are included in the TAM. When you mark the criteria to score ICP, any account matching the criteria get higher score compared to the ones not matching.

For any criteria that define ICP, you’ll also get an option to define the importance of that criteria. You can adjust the importance to mark certain criteria as more or less important compared to other criteria. How companies are meeting criteria that are more or less important is then used to determine their account fit score.

Enlyft shows recommendations to improve TAM and ICP criteria if your setup is not good enough for scoring accounts properly. It is recommended to add multiple criteria and define both TAM and ICP for multiple criteria.

Once you have defined the criteria, you can see the size of your TAM and a distribution chart showing accounts from highest to lowest account fit score. The account score is calculated by combining the ICP fit score from the individual criteria defined. Accounts matching the most criteria are given the highest score.

Below the distribution, you can also see a preview of sample accounts from High, Medium, and Low account fit. You can use this section to validate your setup. Here you can also add specific accounts to see their account fit level.

With the distribution chart, you also get the controls to define the ranges for High, Medium, and Low Account Fit. You can adjust the controls to increase and decrease the number of accounts labeled as High, Medium, and Low fit. These are the account fit labels shown for the accounts everywhere in the app such as Discover, Saved Searches, Account Insights, CRM, etc.