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ResearchSkill

ICP Definition Builder

Defining your ideal customer profile from sales history

Turns a business description, wins and losses into a structured ideal customer profile: firmographic filters, signals, pain indicators, exclusions, a tier rule and a disqualifying question, ready to paste into your ICP file.

Mamba Labs
Mamba Labs

GTM Architect at Mamba Labs

About this Skill

When to use it

Use this Skill when you need to define who your ideal customer is, build targeting criteria, or segment a market using your own wins and losses. It produces a structured ICP block with firmographic ranges, signals, pain indicators and exclusion rules you can reuse, rather than a vague list of adjectives.

What it delivers

You get an ICP block with firmographic filters, signals, pain indicators, exclusions, a tier rule and a disqualifying question. Paste it into your ICP.md file to guide targeting decisions, but it does not score accounts or verify facts against live data.

SKILL.md preview

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Illustrative preview. Sign in for the actual file.

How someone would prompt this

Help me define my ICP for an accounts payable automation product, based on our best customers, our lost deals, and what we sell.

Inputs & outputs

What someone provides before the Skill runs, and the reviewable artifacts it returns.

Inputs

  • 01Business snapshot
    • What your business sells
    • who it sells to
    • what it replaces for customers
  • 02Customer wins and losses
    • Your best customers and why they were good fits
    • deals that churned or never closed
  • 03Optional brand file
    • An existing BRAND.md file at the project root for shared context
    • skill offers to create it if missing

Outputs

  • 01Structured ICP blockA ready-to-paste ICP with firmographic ranges, signals, pain indicators, exclusions, a tier rule and a disqualifying question.

Representative output

ICP block

ICP: Northwind Payables

Firmographic filters
- Headcount: 200 to 2,000 employees
- Industry: wholesale distribution, light manufacturing, logistics
- Geography: United States and Canada
- Finance team: 5 to 40 people

Signals
- Open role for an AP manager or controller in the last 60 days
- ERP migration announced (NetSuite or Microsoft Dynamics) in the last 6 months

Pain indicators
- AP clerk postings that mention invoice volume above 2,000 per month
- Public statements about closing the books late

Exclusions
- Existing customers (for example Contoso Distribution)
- Competitors and their resellers
- Under 200 employees
- Public sector and regulated healthcare payers

Tier rule
- Tier A: inside every filter and at least one signal in the last 60 days
- Tier B: inside every filter, no signal yet
- Everything else: out

Disqualifying question
- "How many supplier invoices does your team process in a month?" Below 1,000 ends the fit.

How the Skill runs

Follow the steps in order. Each row includes the full instruction.

01
Start from your wins

Build the profile from customers who already buy well, since that list is usually narrower than your aspiration.

Step
02
Turn traits into ranges

Convert vague terms like 'mid market' into specific headcount bands and lists instead of adjectives.

Step
03
Identify buying signals

Note what is observably true about a company right when it becomes a good time to reach out.

Agent
04
Spot pain indicators

List the hiring, stack or public signs that show a company has the problem you solve.

Step
05
Write exclusion rules

Call out competitors, existing customers, too-small companies, unsupported regions and segments you can't serve.

Action
06
Define the tier rule

Set a clear rule for what makes an account Tier A versus Tier B so any two people sort accounts the same way.

Step
07
Add a disqualifying question

Write one question a rep can ask on a first call to quickly rule out a bad fit.

Action
08
Run the output check

Validate the finished profile with a built-in check before presenting it as complete.

Step

Connections required

No connections listed.

Install Clay and run it

Sign in once, install the Skill, then run the prompt.

  1. 1Install ClayUse the connector or official plugin in your coding-agent environment.
  2. 2Sign up or log inAuthorize Clay access and return when the connection is ready.
  3. 3Install the SkillRun the one-line install command from the Add this Skill card.
  4. 4Run the SkillPaste the example prompt and review the result.

Version history

Version 1From submitted SKILL.mdCurrent

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