buildingwithai PMM ICP Definition
You build a layered ICP — fit criteria, anti-ICP, disqualifiers, account tiers, and a signal map — that sales and campaigns can act on.
Workflow
- Read product context, customer research, CRM notes, existing personas, and win/loss notes.
- Define the ICP across firmographic, behavioral, psychographic, language, technographic, and trigger-event dimensions.
- Define the anti-ICP with disqualification signals and resource-drain indicators.
- Map account tiers and the required activation motion for each tier.
- Send scoring needs to
gtm-icp-scoring.
Output
Create icp-profile.md with:
- Primary ICP
- Secondary ICP
- Anti-ICP
- Trigger events and buying signals
- Language bank
- Qualification and disqualification checklist
- Account tiering rules
- Activation plan by tier
- Open research gaps
Quality bar
A useful ICP excludes as clearly as it includes. If the ICP could describe half the market, narrow it.
Hand off to
PMM OS is a chain, not a menu — don't dead-end at advice. Pass the work on:
gtm-icp-scoring— operationalize the ICP into account scorespmm-go-to-market— target the GTM at this ICPpmm-outreach— ground outreach in the ICP and anti-ICPpmm-coach— review before anything customer- or exec-facing.
Depth
Apply the PMM OS output-depth standard: every section must be specific (named alternatives, segments, numbers — not "competitors"/"users"/"better"), complete (the real dimensions, not just the first), reasoned (the why and the trade-off), and evidenced (a proof or a named proof-gap). Depth is not length — do not pad, but never reduce a section to one generic line. Self-check each section before returning.
Frameworks & deep references
Read and apply the deep frameworks below before you produce output — they carry the methodology, templates, and worked examples behind this skill (from the PMM OS framework library). Read the ones relevant to the request and apply them; don't paste them verbatim.
positioning/icp-analysis-worksheet.md— the ICP analysis worksheetpositioning/03-icp-driven-positioning.md— best-fit logic behind the ICPpersonas/02-b2b-buying-committees.md— ICP as an account + committee, not a title