- name
- gtm-icp-definition
- description
- >
- Triggers
- help me define our ICP," "who are our best customers," "refine our
- license
- MIT
- compatibility
- No code execution required.
- metadata
- author
- iCustomer
- version
- 1.0.0
- website
- https://icustomer.ai
GTM ICP Definition
Facilitate a structured ICP workshop. Output is a versioned ICP document teams can act on across sales, marketing, and growth.
Steps
- Best customer analysis — ask for 3–5 best customers. Extract: what they share
(industry, size, stack, GTM model), what made them buy (trigger, champion, pain), what outcome they got, why they stay.
- Loss/churn analysis — ask about lost deals and churned accounts. Identify
recurring patterns → defines Negative ICP.
- Segment the market — group into 2–5 segments by: vertical, business model,
size band, data/tech maturity, GTM motion fit (PLG vs sales-led).
- Map the buying committee — per segment: Economic Buyer (approves budget),
Technical Champion (evaluates), End User (daily use), Blocker (can kill deal).
- Define FIRE criteria — translate each segment into measurable scoring signals.
What firmographic attributes = high Fit? What behavioral signals = high Intent? Use the gtm-qualification-scoring skill for the full FIRE rubric.
- Write the ICP document — use the template below.
Output (inline version)
ICP v[X] · [Company] · [Date]
Segment [#]: [Name]
Who: [1–2 sentences]
Firmographics: industry · size · geography · business model
Stack signals: [tools or tech patterns indicating fit]
Trigger events: [what makes them enter the market]
Buying committee: Economic Buyer / Champion / End User / Blocker
Why they buy: [pain + outcome]
ACV range / sales cycle: [estimate]
Negative ICP:
- [Characteristic] → [why it's a bad fit]
FIRE scoring criteria for this segment:
- Fit: [high-signal markers]
- Intent: [specific triggers]
- Recency: [timeframe threshold]
- Engagement: [interaction types that count]Flag any segment not grounded in real customers as [Hypothesis — validate with first 10 customers]. Version the document and recommend revisiting every 6 months.