composio-community/awesome-gtm-skills/icp-definition

ICP Definition

Force specificity. A good ICP reads like a stencil — you should look at a LinkedIn profile and know within 10 seconds whether it matches.

Workflow

1. Start with wins, not guesses. Ask the user to list their 5–10 best current customers by: NRR, product usage, reference-ability, speed-to-close. If they have < 3 customers, switch to "design partner profile" mode.
2. Extract the pattern across those wins by asking:

• What trigger caused them to buy now? (funding, hire, regulation, failure)
• Who championed internally? (title + seniority + prior experience)
• What was broken before? (in one specific sentence, their words)
• What size/stage/vertical?
• What tech/tools were already in place?

1. Write the ICP doc to ./icp.md:

# ICP — <Product>
 
## One-line
We sell to <role> at <company type> when <trigger>.
 
## Firmographics
- Employees: <tight range>
- Revenue/stage: …
- Industry: <specific verticals, not "B2B SaaS">
- Geography: …
 
## Technographics / stack
Must have: <X>
Must not have: <Y>
 
## Champion persona
- Title(s): …
- Seniority: …
- Prior experience / background: …
- What they're measured on: …
- What they read / where they hang out: …
 
## Buying trigger (leading indicators)
1. …
2. …
3. …
 
## Disqualifiers (hard no)
- <company stage / size>
- <compliance blocker>
- <tech incompatibility>
 
## Pain — verbatim
"<how a champion describes the problem>"
 
## Proof points that land
- <metric>: <case study>
- <testimonial from lookalike>

Disqualifier rule

Every ICP must have ≥ 3 disqualifiers. If the user can't name them, the ICP isn't tight yet — keep probing.

Guardrails

• Reject vague categories ("mid-market", "technical buyers") — push for title strings and employee numbers.
• If there's no clear trigger, the motion is probably pull-based (inbound) not push-based (outbound) — flag it.
• Revisit the ICP every quarter as win data accumulates.