Turn a category into a real ICP definition.
“We say we sell to Series B SaaS, but who exactly are we for?”
Names your tiers with explicit criteria, the fit signals, the anti-ICP you exclude on purpose, and a qualification framework, plus an evolution log. A category is not a definition.
What this skill does
Turns a fuzzy "we sell to Series B SaaS" into a real ICP definition: named tiers with explicit criteria, the signals that indicate fit, the anti-ICP you exclude on purpose, and a qualification framework. This is the substance the rest of your context repo runs on. A category is not a definition, and bad context in is bad output out.
Inputs
What you know about your best and worst customers: who renews and expands, who churned, who you lost and why. No connectors required, do it from memory or a whiteboard. A customer list or CRM export sharpens it but is not required.
How it works
- 11. Separate category from definition. "Series B SaaS" is a category. A definition adds the employee range and why, the technographic signals, the organizational signals (does this function even exist there?), and the exclusions.
- Name the tiers. Tier 1 buys fast, expands, and references. Tier 2 fits but is slower or smaller. Tier 3 works but is not the focus. Give each explicit, checkable criteria.
- Write the anti-ICP. The segments you exclude on purpose, and why. This saves more rep time than the ICP itself.
- Build the qualification framework. Must-haves (no deal without them) kept separate from red flags (proceed with caution). Not one blended list.
- Start the evolution log. Date the definition. Every time a filter tightens or a segment gets cut, record what changed and why. Six months of that log is worth more than the current definition.
Name the moments that signal value in your product.
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