ICP Identifier

Ideal customer profile

by phuryn · MIT license · ★ 26,557 on GitHub · updated Sep 14

Identify the Ideal Customer Profile (ICP) from research data with demographics, behaviors, JTBD, and needs. Use when defining your ICP, analyzing PMF survey data, or understanding who your best customers are.

---
name: ideal-customer-profile
description: "Identify the Ideal Customer Profile (ICP) from research data with demographics, behaviors, JTBD, and needs. Use when defining your ICP, analyzing PMF survey data, or understanding who your best customers are."
---
# Ideal Customer Profile

## Overview
Identify your Ideal Customer Profile (ICP) from research and survey data. This skill synthesizes customer research to define the customer most likely to find value, retain, and expand with your product.

## When to Use
- Defining ICP from product-market fit survey data
- Targeting high-value customer segments
- Analyzing customer success and expansion patterns
- Prioritizing sales and marketing efforts
- Evaluating new customer opportunities for fit
- Refining target market definition

## ICP Framework Components

Overview

What you get

Firmographic profile (company size, industry, location)
Behavioral profile (buying patterns, adoption style)
Complete JTBD mapping (functional, emotional, social jobs)
Top 5-7 pain points and specific needs
Quantified impact metrics (cost of problem, value of solution)
Decision-making process and key stakeholders

Manual install (npx, ZIP)

Claude Codenpx skills add phuryn/pm-skills --skill ideal-customer-profile -g -a claude-code

Claude Code (degit)npx degit phuryn/pm-skills/pm-go-to-market/skills/ideal-customer-profile#main ~/.claude/skills/ideal-customer-profile

Claude.ai / desktopZip the folder and upload it under Settings → Capabilities → Skills.

Codex, Cursor, other agentsPoint them at SKILL.md. The other files are plain text.

Connects with Agent Alley MCP · agentalley.io/mcp

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Ideal Customer Profile

Overview

Identify your Ideal Customer Profile (ICP) from research and survey data. This skill synthesizes customer research to define the customer most likely to find value, retain, and expand with your product.

When to Use

Defining ICP from product-market fit survey data
Targeting high-value customer segments
Analyzing customer success and expansion patterns
Prioritizing sales and marketing efforts
Evaluating new customer opportunities for fit
Refining target market definition

ICP Framework Components

Demographics

Who are they from a firmographic and personal perspective?

Company size (employees, revenue)
Industry or vertical
Geographic location
Job title and department
Years of experience in role
Education and background
Organizational structure and reporting

Behaviors

How do they work and make decisions?

How they discover and evaluate solutions
Buying process and decision-making timeline
Technical literacy and product adoption speed
Collaboration style (solo decision vs committee)
Change management and adoption style
Tool switching frequency
Community involvement and peer influence

Jobs to Be Done (JTBD)

What are they trying to accomplish?

Primary job/goal they're trying to achieve
Secondary jobs that support the primary job
Emotional jobs (how they want to feel)
Social jobs (status and perception)
Jobs they avoid or want to eliminate
Frequency and importance of each job
Success metrics for completing job

Needs and Pain Points

What problems does your product solve?

Specific pain points they experience
Current workarounds and limitations
Impact on productivity or outcomes
Cost or time burden of the problem
Emotional frustration levels
Barriers to solving the problem
Available budget to solve
Competing priorities

How It Works

Step 1: Gather Customer Data

Collect research about actual and potential customers:

Product-market fit survey responses
Customer interview transcripts
Trial or freemium user behavior data
Customer feedback and support tickets
Churn analysis and customer lifecycle data
Win/loss analysis from sales
Competitor customer analysis

Step 2: Segment by Value

Identify customer cohorts and their value:

Highest LTV (lifetime value) customers
Fastest time-to-value customers
Lowest churn rate customers
Highest expansion/upsell customers
Most enthusiastic/engaged customers
Best reference/case study potential
Most aligned with product vision

Step 3: Profile Demographics

Extract firmographic patterns:

Common company sizes (employee count, revenue)
Industry verticals and sub-verticals
Geographic concentrations
Typical department and reporting structure
Budget holders and budget available
Company stage (startup, growth, enterprise)
Company culture indicators

Step 4: Identify Behaviors

Map decision-making and adoption patterns:

How they discovered your product (channel)
Evaluation process and timeline
Key stakeholders in decision
Obstacles during sales process
Product adoption speed and breadth
Team involvement in onboarding
Frequency of feature usage
Support and service needs

Step 5: Define JTBD

Articulate what they're trying to accomplish:

Primary job/goal (functional job)
Emotional dimensions (how they want to feel)
Social dimensions (team and stakeholder impact)
Success metrics (how they measure success)
Context and constraints (when, where, with whom)
Competing jobs and priorities
Importance ranking of various jobs

Step 6: Document Pain Points and Needs

Synthesize specific problem areas:

Before state (current situation and frustrations)
Desired after state (ideal future state)
Gap size and impact quantification
Emotional dimensions of the problem
Resource constraints preventing solutions
Skepticism or hesitations
Success criteria for solution

Input Format

Use $ARGUMENTS to pass:

Research data (surveys, interviews, transcripts)
Customer success/metrics data
Product usage analytics
Sales activity and win/loss data
Existing customer database
Competitive intelligence

Output

A comprehensive ICP definition including:

Firmographic profile (company size, industry, location)
Behavioral profile (buying patterns, adoption style)
Complete JTBD mapping (functional, emotional, social jobs)
Top 5-7 pain points and specific needs
Quantified impact metrics (cost of problem, value of solution)
Decision-making process and key stakeholders
Typical customer journey and timeline
Go-to-market implications and messaging
Disqualification criteria (who is NOT a good fit)
High-value segment within ICP (ideal-of-the-ideal)

Framework

Based on Jobs to Be Done theory by Clayton Christensen and customer profiling methodology. Combines behavioral data with motivational insights to define actionable customer profiles.

Tips

Use quantitative and qualitative data together
Interview 10+ high-value customers for pattern identification
Look for non-obvious demographic patterns (outliers can be high-value)
Define both ideal ICP and acceptable secondary segments
Revisit ICP quarterly as you gather more customer data
Use ICP to evaluate all new sales opportunities
Share ICP across entire organization (marketing, sales, product)
Remember: ICP should drive focus, not exclude all others

1	---
2	name: ideal-customer-profile
3	description: "Identify the Ideal Customer Profile (ICP) from research data with demographics, behaviors, JTBD, and needs. Use when defining your ICP, analyzing PMF survey data, or understanding who your best customers are."
4	---
5	# Ideal Customer Profile
6
7	## Overview
8	Identify your Ideal Customer Profile (ICP) from research and survey data. This skill synthesizes customer research to define the customer most likely to find value, retain, and expand with your product.
9
10	## When to Use
11	- Defining ICP from product-market fit survey data
12	- Targeting high-value customer segments
13	- Analyzing customer success and expansion patterns
14	- Prioritizing sales and marketing efforts
15	- Evaluating new customer opportunities for fit
16	- Refining target market definition
17
18	## ICP Framework Components
19
20	### Demographics
21	Who are they from a firmographic and personal perspective?
22	- Company size (employees, revenue)
23	- Industry or vertical
24	- Geographic location
25	- Job title and department
26	- Years of experience in role
27	- Education and background
28	- Organizational structure and reporting
29
30	### Behaviors
31	How do they work and make decisions?
32	- How they discover and evaluate solutions
33	- Buying process and decision-making timeline
34	- Technical literacy and product adoption speed
35	- Collaboration style (solo decision vs committee)
36	- Change management and adoption style
37	- Tool switching frequency
38	- Community involvement and peer influence
39
40	### Jobs to Be Done (JTBD)
41	What are they trying to accomplish?
42	- Primary job/goal they're trying to achieve
43	- Secondary jobs that support the primary job
44	- Emotional jobs (how they want to feel)
45	- Social jobs (status and perception)
46	- Jobs they avoid or want to eliminate
47	- Frequency and importance of each job
48	- Success metrics for completing job
49
50	### Needs and Pain Points
51	What problems does your product solve?
52	- Specific pain points they experience
53	- Current workarounds and limitations
54	- Impact on productivity or outcomes
55	- Cost or time burden of the problem
56	- Emotional frustration levels
57	- Barriers to solving the problem
58	- Available budget to solve
59	- Competing priorities
60
61	## How It Works
62
63	### Step 1: Gather Customer Data
64	Collect research about actual and potential customers:
65	- Product-market fit survey responses
66	- Customer interview transcripts
67	- Trial or freemium user behavior data
68	- Customer feedback and support tickets
69	- Churn analysis and customer lifecycle data
70	- Win/loss analysis from sales
71	- Competitor customer analysis
72
73	### Step 2: Segment by Value
74	Identify customer cohorts and their value:
75	- Highest LTV (lifetime value) customers
76	- Fastest time-to-value customers
77	- Lowest churn rate customers
78	- Highest expansion/upsell customers
79	- Most enthusiastic/engaged customers
80	- Best reference/case study potential
81	- Most aligned with product vision
82
83	### Step 3: Profile Demographics
84	Extract firmographic patterns:
85	- Common company sizes (employee count, revenue)
86	- Industry verticals and sub-verticals
87	- Geographic concentrations
88	- Typical department and reporting structure
89	- Budget holders and budget available
90	- Company stage (startup, growth, enterprise)
91	- Company culture indicators
92
93	### Step 4: Identify Behaviors
94	Map decision-making and adoption patterns:
95	- How they discovered your product (channel)
96	- Evaluation process and timeline
97	- Key stakeholders in decision
98	- Obstacles during sales process
99	- Product adoption speed and breadth
100	- Team involvement in onboarding
101	- Frequency of feature usage
102	- Support and service needs
103
104	### Step 5: Define JTBD
105	Articulate what they're trying to accomplish:
106	- Primary job/goal (functional job)
107	- Emotional dimensions (how they want to feel)
108	- Social dimensions (team and stakeholder impact)
109	- Success metrics (how they measure success)
110	- Context and constraints (when, where, with whom)
111	- Competing jobs and priorities
112	- Importance ranking of various jobs
113
114	### Step 6: Document Pain Points and Needs
115	Synthesize specific problem areas:
116	- Before state (current situation and frustrations)
117	- Desired after state (ideal future state)
118	- Gap size and impact quantification
119	- Emotional dimensions of the problem
120	- Resource constraints preventing solutions
121	- Skepticism or hesitations
122	- Success criteria for solution
123
124	## Input Format
125	Use $ARGUMENTS to pass:
126	- Research data (surveys, interviews, transcripts)
127	- Customer success/metrics data
128	- Product usage analytics
129	- Sales activity and win/loss data
130	- Existing customer database
131	- Competitive intelligence
132
133	## Output
134	A comprehensive ICP definition including:
135	- Firmographic profile (company size, industry, location)
136	- Behavioral profile (buying patterns, adoption style)
137	- Complete JTBD mapping (functional, emotional, social jobs)
138	- Top 5-7 pain points and specific needs
139	- Quantified impact metrics (cost of problem, value of solution)
140	- Decision-making process and key stakeholders
141	- Typical customer journey and timeline
142	- Go-to-market implications and messaging
143	- Disqualification criteria (who is NOT a good fit)
144	- High-value segment within ICP (ideal-of-the-ideal)
145
146	## Framework
147	Based on Jobs to Be Done theory by Clayton Christensen and customer profiling methodology. Combines behavioral data with motivational insights to define actionable customer profiles.
148
149	## Tips
150	- Use quantitative and qualitative data together
151	- Interview 10+ high-value customers for pattern identification
152	- Look for non-obvious demographic patterns (outliers can be high-value)
153	- Define both ideal ICP and acceptable secondary segments
154	- Revisit ICP quarterly as you gather more customer data
155	- Use ICP to evaluate all new sales opportunities
156	- Share ICP across entire organization (marketing, sales, product)
157	- Remember: ICP should drive focus, not exclude all others
158
159	---
160
161	### Further Reading
162
163	- [5 GTM Principles You Should Know as a PM](https://www.productcompass.pm/p/5-gtm-principles-with-frameworks-templates)
164	- [How to Design a Value Proposition Customers Can't Resist?](https://www.productcompass.pm/p/how-to-design-value-proposition-template)
165