ideal-customer-profile
phuryn/pm-skills
Synthesize customer research into a detailed Ideal Customer Profile with demographics, behaviors, JTBD, and pain points.
What is ideal-customer-profile?
This skill helps you define your Ideal Customer Profile (ICP) by analyzing research data, survey responses, and customer success metrics. Use it when establishing target segments, evaluating product-market fit, or prioritizing sales and marketing efforts.
- Extract firmographic patterns (company size, industry, location, role) from customer data
- Map decision-making and adoption behaviors across your customer base
- Define Jobs to Be Done (functional, emotional, social) your customers are trying to accomplish
- Identify and quantify top pain points and specific needs your product solves
- Segment customers by lifetime value, time-to-value, churn, and expansion potential
- Document disqualification criteria and secondary acceptable segments
How to install ideal-customer-profile
npx skills add https://github.com/phuryn/pm-skills --skill ideal-customer-profileHow to use ideal-customer-profile
- 1.Gather customer research data including PMF surveys, interview transcripts, usage analytics, and win/loss analysis
- 2.Segment your customer base by value metrics (LTV, time-to-value, churn rate, expansion potential)
- 3.Extract common firmographic patterns from your highest-value customer cohorts
- 4.Map the decision-making process and adoption behaviors you observe across segments
- 5.Define the primary, emotional, and social jobs your best customers are trying to accomplish
- 6.Document the top 5-7 pain points and quantify their impact (cost, time, frustration)
- 7.Synthesize findings into a comprehensive ICP profile with demographics, behaviors, JTBD, and go-to-market implications
- 8.Share the ICP across sales, marketing, and product teams and revisit quarterly as you gather more data
Use cases
- Defining ICP from product-market fit survey data and customer interviews
- Analyzing which customer cohorts have highest LTV and lowest churn to identify patterns
- Evaluating new sales opportunities against your ICP to improve close rates and retention
- Refining target market definition and prioritizing which verticals or company sizes to pursue
- Aligning marketing messaging and sales strategy with documented customer motivations and pain points
- Product managers defining or refining target market strategy
- Go-to-market and sales leaders prioritizing customer segments
- Founders evaluating product-market fit and customer fit
- Marketing teams developing messaging and positioning for target segments
ideal-customer-profile FAQ
Gather product-market fit surveys, customer interview transcripts, trial/freemium user behavior, support tickets, churn analysis, win/loss data, and customer lifecycle metrics. Aim to interview 10+ high-value customers to identify reliable patterns.
Segment by value metrics: highest lifetime value, fastest time-to-value, lowest churn, highest expansion/upsell, and most engaged users. Look for non-obvious patterns—outliers can sometimes be your highest-value segment.
Define a primary ideal ICP and one or two acceptable secondary segments. This provides focus while acknowledging that some non-ideal customers may still be valuable. Use ICP to guide decisions, not exclude all others.
Review your ICP quarterly as you gather more customer data. As your product evolves and you learn more about what drives success, your ICP definition should reflect those insights.
Use ICP to evaluate all new sales opportunities for fit, develop targeted messaging that speaks to documented pain points and jobs, prioritize which verticals or company sizes to pursue, and align go-to-market strategy across the organization.
Full instructions (SKILL.md)
Source of truth, from phuryn/pm-skills.
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
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
Further Reading
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