Market Intelligence

TAM/SAM/SOM, buyer journey, ICP, and industry landscape

Total US Financial Advisors

~326,000

BLS estimate

Retirement Distribution Adoption

19%

Growing from 10.7% (2022)

Income Lab Market Share

4.15%

#1 in retirement distribution

Addressable Market

81%

of advisors not yet using dedicated tools

Retirement Distribution Software Adoption Trend

Source: T3 Technology Survey (2022-2025), projections based on growth trend. Dashed line indicates projected values.

Ideal Customer Profile
primary icp{"description":"Independent RIAs focused on retirement/distribution planning","firmographics":{"type
secondary icp{"description":"Hybrid advisors and enterprise/BD advisors (Cetera-type)","note":"Purchase decisions
pain points["General planning tools (eMoney, RightCapital) lack depth on distribution, tax-efficient withdrawal
confidenceconfirmed
Buyer Personas

Solo RIA Sarah

2-4 weeks

AUM: $80M | Age: 42

Doing distribution analysis in Excel, 2-3hrs/client

Trigger: Multiple clients retired same quarter

Growth-Mode Greg

4-8 weeks

AUM: $250M | Age: 52

Inconsistent retirement process across 3 advisors

Trigger: Lost $2M prospect to advisor with better tech

Enterprise BD Manager Mike

3-9 months

AUM: undefined | Age: 48

Advisor retention and platform modernization

Trigger: Competitor BD launched retirement initiative

Next-Gen Niche Nadia

1-3 weeks

AUM: $15M | Age: 34

Needs credibility tools for retirement specialty

Trigger: Landed 3 new pre-retiree clients from content marketing

Discovery Channels

Peer referrals / study groups / masterminds

highest

Advisors trust other advisors above all

Kitces.com research and ratings

very_high

Most-read advisor tech publication. Derek Tharp is Lead Researcher at Kitces.

T3 Conference and Survey

very_high

Income Lab #1 ranking generates significant awareness. Survey results covered by all trade press.

Industry conferences (T3, XYPN, Schwab IMPACT, FutureProof)

high

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Trade press (InvestmentNews, Financial Planning, ThinkAdvisor)

high

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Google search

moderate

Advisors searching 'retirement distribution planning software' or 'best retirement income tool'

Custodian recommendations (Schwab integration)

moderate_high

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Podcasts (Financial Advisor Success, Retirement Tax Services, Kitces & Carl)

moderate

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Social media (LinkedIn, Twitter #FinTwit)

moderate

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Priority Verticals

Independent RIAs (fee-only)

high

Tech-forward, autonomous buying, strong peer networks

Retirement-focused practices

highest

Direct product-market fit

XYPN members

high

Fee-only, tech-savvy, IL has 2x Best in Show. XYPN registers ~30% of new state-registered RIAs.

NAPFA members

high

Fee-only, fiduciary-focused, strong ICP overlap

Broker-dealer affiliated advisors

medium

Large market, top-down decisions. Cetera (12,000) validates channel.

Key Conferences 2026

T3 Technology Conference

2026-03-09

Income Lab Academy

2026-04-30

FutureProof

2026-09-14

XYPN LIVE

2026-09-29

Schwab IMPACT

2026-10-27