Get a ranked slate of customers to interview.
“Which of my customers should I interview to find out if our ICP is real?”
Scores every paying customer against your ICP and returns a prioritized list with a verdict and reason each.
What this skill does
Turns your customer book plus an ICP definition into a ranked slate of customers to interview. It scores every paying customer against the ICP you provide, ranks them, and returns a prioritized slate. Each customer gets a verdict, a three-bullet why grounded in real data, and one named buying-committee recipient so a CSM can make a warm intro. The slate ships in two tiers, a small Priority set you book first and a larger backup set, plus a watchlist of who it considered and dropped, with reasons.
Inputs
- Works today with: (1) your customer list (who is a customer, who owns them, firmographics, revenue, key contacts) pasted or uploaded, and (2) your ICP definition, pasted as criteria or pointed to as a doc. The skill reads the criteria you give it; it never bakes in a rubric.
- More powerful connected to a CRM: the full customer book with owners, firmographics, revenue, and the contact graph, live.
- Sharper with a product-usage source, a meeting-history source, a publishing target, and an outreach drafter.
How it works
- 11. Resolve the ICP doc. Extract the size band and ceiling, primary geography, primary stack, industry set, anti-pattern verticals, and the current positioning sentence verbatim. Missing pieces: stop and ask.
- Pull the customer book. Every paying customer on a managed book, with the fields the score needs.
- Score every account against the ICP using the bands you extracted: a weighted composite of size, geography, stack, CRM, industry, and fit. Modifiers: tenure bucket (2 to 5 years is the freshest buyer memory), high product engagement, size out of band (flagged), anti-pattern vertical (dropped to watchlist), no senior contact (hygiene flag).
- Pull buying-committee contacts for the top accounts. The most senior still-active contact per account; no senior contact is a hygiene flag, not a silent drop.
- Write the Priority tier as briefs (verdict, three-bullet why, named next move with the CSM who introduces). Backups render as a compact table.
- Build the watchlist: every account that scored above the threshold but did not make the slate, with the reason.
- Verdict taxonomy: Interview-Priority, Interview, Interview-if-capacity, Skip-this-round.
Every account on the slate must be able to answer the five interview questions: how did you find us, what did you almost pick instead, react to this positioning sentence, what outcome are you getting you could not get elsewhere, would you recommend us and to whom. Too new to answer two or four reliably means demote to backup.
Output format
Customer Interview Targets - ICP Validation Round
49 managed customers - 24 ICP-match - 20 slate - 6 priority
PRIORITY (book first)
1 - Northwind Logistics - ICP 100 - Priority
200 emp - US - Professional Services - full primary-stack match - 5yr+
WHY
- Sweet-spot size, top-converting industry, the exact ICP shape
- 5+ year customer with 5 renewals; long enough memory to compare positioning
- High product engagement; can speak to outcomes, not just intent
NEXT MOVE
CSM intros the Founder. Frame: "we're rewriting how we describe who we sell
to, and you're the case study."
WATCHLIST (scored well, skipping)
- Cedar Retail Co (82) - anti-pattern vertical per the ICP doc
- Summit Holdings (78) - above the size ceiling
Start any analysis without connecting a thing.
Tells you exactly what to hand over, takes it in whatever shape you have, and feeds it to the analyst skill. Connectors optional.
Find what your wins, losses, and churn share.
Reads closed-won, closed-lost, and churned accounts, then hands back a ranked list of lookalike accounts to work.