IICP stands for In-Market Ideal Customer Profile. What does IICP describe?

• A. The best, most-likely-to-be-won commercial opportunities
• B. The overall market size for a product
• C. The next set of experiments for marketing tests
• D. The average revenue per account

Answer: (A)

In-Market Ideal Customer Profile focuses on the best, most likely-to-be-won opportunities among active buyers who fit your ideal customer criteria. It’s about prioritizing accounts that not only match who your product is for (industry, company size, needs) but are also currently in the buying phase and showing intent signals. That combination—great fit plus immediacy—is what makes this description the best guide for where to allocate sales and marketing efforts for the biggest chance of a win.

The other ideas describe different things: the overall market size refers to total demand, not the specific opportunities you’re poised to win now; the next set of experiments is about testing ideas rather than identifying targetable opportunities; and average revenue per account is a financial metric, not a forecast of who you should pursue.