Define Icp
Define Ideal Customer Profile with firmographic, technographic, and behavioral criteria plus scoring tiers.
git clone https://github.com/Cold-IQ/ColdIQ-s-GTM-Skills.gitDescription
Define Ideal Customer Profile with firmographic, technographic, and behavioral criteria plus scoring tiers. Use when user asks about "ICP", "ideal customer profile", "who to target", "scoring criteria", "tier system", "firmographic", "technographic", "buyer persona". Do NOT use for finding specific companies (use source-companies) or contact search (use find-contacts).
What this skill does
- 1Defines ICP across 3 layers: firmographic (industry, size, revenue, geography, funding), technographic (CRM, stack, competitor tools), and behavioral signals.
- 2Scores each account on a 100-point weighted matrix with explicit weights per criterion.
- 3Assigns accounts to 4 tiers (A: 90-100, B: 70-89, C: 50-69, D: below 50) with a corresponding outreach strategy per tier.
- 4Reverse-engineers ICP from closed-won customer data to identify which attributes actually predict deal success.
- 5Produces a structured ICP document usable as input for Sales Navigator filters, Clay enrichment, and ABM campaigns.
When to use
- You are starting a new outbound motion and need to define who you are actually targeting before building any list.
- Your reply rates are low and you suspect you are reaching the wrong company profile.
- You want to score and prioritize an existing account list based on fit criteria.
- You are onboarding a new SDR and need a documented ICP they can apply to their prospecting independently.
Tools used
Best for
Format
Frequently asked questions
What is Define Icp?
Define Icp is a Claude Code skill for sourcing by Sacha Ranasinghe (ColdIQ). Define Ideal Customer Profile with firmographic, technographic, and behavioral criteria plus scoring tiers.
When should I use Define Icp?
You are starting a new outbound motion and need to define who you are actually targeting before building any list. Your reply rates are low and you suspect you are reaching the wrong company profile.
How do I install Define Icp?
Run the install command (git clone https://github.com/Cold-IQ/ColdIQ-s-GTM-Skills.git). Once the skill is in place, Claude Code loads it automatically whenever a task matches what it does.
Is Define Icp free to use?
The source is public on GitHub (Cold-IQ/ColdIQ-s-GTM-Skills), but the repository has no open-source license, so reuse rights stay with the author.