ICP Definition
Boundary
Own the sales ICP: account fit, buyer roles, disqualifiers, and validation. Do not invent market evidence, map keywords, select channels, or treat a scoring model as truth.
Required Inputs
- Best and worst current customers, if any
- Product, price, sales motion, and delivery constraints
- Observed pains, triggers, outcomes, and buying roles
- Available win, loss, retention, and expansion evidence
Workflow
- Separate observed customer evidence from hypotheses.
- Define firmographic, operational, behavioral, and trigger-based fit criteria. Gate each criterion on a circumstance that requires the product, not one that merely prefers it, and on a real segment that typifies it.
- Define the economic buyer, champion, user, blocker, and their evidence-backed concerns.
- Write an anti-ICP with explicit disqualifiers and costly edge cases. Separate hard disqualifiers from friction that only costs comparison points, and mark each buying trigger observed or hypothesized.
- Build a simple scorecard. Explain each weight and keep unknowns visible.
- Tier accounts by fit and evidence, then choose a small validation sample.
- Specify interviews, list tests, or campaign tests with pass, revise, and reject criteria.
Output
- ICP statement and evidence status
- Fit criteria, anti-ICP, and buyer-role table
- Scoring and account-tiering model
- Validation plan with owners and decision criteria
Quality Gate
- Every criterion changes a targeting decision.
- Claims distinguish observed evidence from hypotheses.
- Weights are adjustable judgments, not universal truth.
- Conflicting segments force a primary choice; they are never averaged.
- The result can be used without another installed skill.
Reference
Use the account-tiering worksheet in account-tiering.md when a scored account list is needed. Use evidence-gates.md to separate real fit criteria from table stakes, friction, and untested trigger guesses.
1---2name: icp-definition3description: Define and validate an Ideal Customer Profile with fit criteria, buyer roles, disqualifiers, account scoring, and a validation plan. Use when deciding who to target, correcting low-quality pipeline, or aligning sales and marketing on a defensible customer segment.4---56# ICP Definition78## Boundary910Own the sales ICP: account fit, buyer roles, disqualifiers, and validation. Do not invent market evidence, map keywords, select channels, or treat a scoring model as truth.1112## Required Inputs1314- Best and worst current customers, if any15- Product, price, sales motion, and delivery constraints16- Observed pains, triggers, outcomes, and buying roles17- Available win, loss, retention, and expansion evidence1819## Workflow20211. Separate observed customer evidence from hypotheses.222. Define firmographic, operational, behavioral, and trigger-based fit criteria. Gate each criterion on a circumstance that requires the product, not one that merely prefers it, and on a real segment that typifies it.233. Define the economic buyer, champion, user, blocker, and their evidence-backed concerns.244. Write an anti-ICP with explicit disqualifiers and costly edge cases. Separate hard disqualifiers from friction that only costs comparison points, and mark each buying trigger observed or hypothesized.255. Build a simple scorecard. Explain each weight and keep unknowns visible.266. Tier accounts by fit and evidence, then choose a small validation sample.277. Specify interviews, list tests, or campaign tests with pass, revise, and reject criteria.2829## Output30311. **ICP statement and evidence status**322. **Fit criteria, anti-ICP, and buyer-role table**333. **Scoring and account-tiering model**344. **Validation plan with owners and decision criteria**3536## Quality Gate3738- Every criterion changes a targeting decision.39- Claims distinguish observed evidence from hypotheses.40- Weights are adjustable judgments, not universal truth.41- Conflicting segments force a primary choice; they are never averaged.42- The result can be used without another installed skill.4344## Reference4546Use the account-tiering worksheet in [account-tiering.md](references/account-tiering.md) when a scored account list is needed. Use [evidence-gates.md](references/evidence-gates.md) to separate real fit criteria from table stakes, friction, and untested trigger guesses.
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