# Icp Research

> ICP research skill

- Skill: `matteotitta/icp-research` (Agent Skill)
- Install (CLI): `npx skillmds@latest add matteotitta/icp-research`
- Raw SKILL.md: https://api.skillmd.com/api/skills/matteotitta/icp-research/raw
- Safety review: pending
- Works with: Claude Code, Claude.ai, OpenAI Codex
- Category: Research & Search
- Author: matteotitta (https://skillmd.com/u/matteotitta)
- Updated: 2026-09-17
- Page: https://skillmd.com/skills/matteotitta/icp-research

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# ICP research skill

Generate ideal customer profiles for B2B SaaS clients through systematic research and structured output.

## Report structure

The final ICP report follows this numbered section order:

| Section | Purpose |
|---------|---------|
| Header | Research date, website, category, confidence score (1-5) |
| 1. Executive summary | High-level synthesis of findings and strategic recommendations |
| 2. TAM analysis | Market sizing with targeting strategy per layer (TAM/SAM/SOM/ICP) |
| 3. Firmographics analysis | Geographic, industry, company segment patterns, and technographics |
| 4. Roles and personas | Core use case, Champion deep-dive, Economic Buyer deep-dive, buying journey |
| 5. Negative ICP | Who is NOT a fit, disqualification criteria, and red flags |
| 6. Customer proof points | Named customers, outcomes, and evidence with URLs |
| 7. Voice of customer synthesis | Language patterns, pain points, and outcome terminology |
| 8. ICP segment definitions | Scoring matrix, in-market signals, segment deep-dives |
| 9. Intent signals and buying triggers | Observable signals indicating purchase readiness |
| 10. Recommendations | Prioritization and messaging by segment |
| 11. Data gaps | Missing information and follow-up suggestions |
| 12. Source appendix | All sources with access dates, URLs, and confidence levels |

**Confidence score calculation:** Count High/Medium/Low data points. Score 5 if >70% High, Score 4 if >50% High, Score 3 if mixed, Score 2 if >50% Low, Score 1 if >70% Low.

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## Sorting rules

Apply consistently across all tables:

| Dimension | Sort order |
|-----------|------------|
| Decision role | **Champion → Economic Buyer → User → Influencer** |
| Company size | Enterprise → Mid-market → SMB → Startup |
| Frequency | Very high → High → Medium → Low |
| Confidence | High → Medium → Low |
| Customer concentration | High → Medium → Low |
| Priority | 1 → 2 → 3 → 4 |
| Industry presence | Strong → Moderate → Emerging |

---

## Workflow

The research runs in 3 phases. Read the premium reference for the full step-by-step.

Phase summary:

1. **Data extraction** — discover key pages (customers, case studies, solutions, pricing, integrations, G2, LinkedIn) → extract raw data with URL+date per source → normalize attributes (geography, industry, company size, team size, tech stack)
2. **Analysis and synthesis** — identify patterns per segment → build Champion + Economic Buyer deep-dives → identify negative ICP + intent signals → collect proof points → document technographics → calculate TAM with targeting strategy → identify ICP as highest-priority segment below SOM
3. **Structured output** — generate the 12 numbered sections, apply sorting rules, include rich descriptions with URLs and dates

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## Input requirements

### Required
- **Website URL** — primary company website

### Optional (improves quality)

| Input | Purpose |
|-------|---------|
| Case studies URL | Direct link to case studies page |
| Testimonials URL | Direct link to testimonials |
| Market context | Category, competitors, GTM approach |
| Sales call notes | Win/loss context, objections |
| Existing ICP docs | Validate or expand current understanding |

---

## Anti-hallucination guardrails

1. **Never invent customer names.** Only cite publicly referenced customers.
2. **Quote verbatim.** Use exact customer language in quotes.
3. **Mark confidence levels.** Tag data as High/Medium/Low confidence.
4. **Cite sources with URLs and dates.** Include URL and access date for every claim.
5. **Acknowledge gaps.** Explicit "Not available" for missing data.

| Confidence | Definition |
|------------|------------|
| High | Direct from official source, verifiable |
| Medium | Third-party source, multiple signals |
| Low | Single indirect source, inferred |

---

## Quality

Pre-delivery checklist (coverage / personas / segments / evidence): the premium reference.

---

## Related context

**Built from:**
- `MMYY-company-context.md` (company profile)
- `MMYY-competitor-*.md` (competitor profiles for market context)
- Win/loss analysis if available

**Feeds into:**
- `/icp-behavioural` (synthetic personas built on ICP foundation)
- `/positioning` (positioning targets ICP pain points)
- `/product-messaging` (messaging speaks to ICP personas)
- `/content-strategy` (content targets ICP channels and topics)