GTM ICP Definition

该 Skill 以工作坊形式引导团队完成 ICP 定义或优化：分析最佳客户与丢单流失样本、划分 2–5 个细分市场、梳理购买委员会角色、定义 FIRE 评分标准，并输出可版本化的内联 ICP 文档，未验证的分群会标注为假设。

davidslavich

热度 48.97

最近更新 2026-05-11 17:33:05

分类：营销依赖：纯提示词应用场景：市场分析 / 模板 / 报告撰写

安装技能

复制下面的话术发给你的 Agent，它会通过 secure-skills 检索并安装该技能。

执行命令安装此 skill： npx secure-skills-cli add gtm-icp-definition

Metadata

name: gtm-icp-definition
description: Run an ICP definition or refinement workshop. Use when a team needs to define who their best customers are, align sales and marketing on targeting, identify negative ICP criteria, or build a segment-and-persona framework from scratch. Triggers: "help me define our ICP," "who are our best customers," "refine our ICP," "sales and marketing disagree on who to target," "our pipeline quality is low."
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.