ICP Definition Toolkit

ICP DEVELOPMENT METHODOLOGY

ICP Development Process

ICP DEVELOPMENT STEPS

STEP 1: ANALYZE BEST CUSTOMERS
☐ Identify top 20% by LTV
☐ Analyze common characteristics
☐ Interview for qualitative insights
☐ Document patterns

STEP 2: DEFINE CRITERIA
☐ Firmographic attributes
☐ Technographic signals
☐ Behavioral indicators
☐ Negative indicators

STEP 3: VALIDATE & SCORE
☐ Test against historical data
☐ Score win rate by criteria
☐ Identify predictive factors
☐ Build scoring model

STEP 4: IMPLEMENT
☐ Embed in CRM
☐ Train sales team
☐ Align with marketing
☐ Create feedback loop

Best Customer Analysis Template

Customer	Industry	Size	Revenue	Tech Stack	Use Case	LTV	Win Reason

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FIRMOGRAPHIC CRITERIA

Firmographic ICP Definition

FIRMOGRAPHIC PROFILE

COMPANY SIZE:
☐ Employees: _____ to _____
☐ Revenue: $_____ to $_____
☐ Growth rate: ____%+

INDUSTRY:
Primary industries:
☐ _______________
☐ _______________
☐ _______________

Excluded industries:
☐ _______________
☐ _______________

GEOGRAPHY:
☐ Primary: _______________
☐ Secondary: _______________
☐ Excluded: _______________

COMPANY TYPE:
☐ B2B / B2C / B2B2C
☐ Public / Private / VC-backed
☐ Startup / Growth / Enterprise

Firmographic Scoring Matrix

Attribute	Ideal (5 pts)	Good (3 pts)	Fair (1 pt)	Exclude (0)
Size	200-1000	100-200	50-100	<50
Revenue	$50M-500M	$20-50M	$10-20M	<$10M
Industry	SaaS, Fintech	Tech	Services	Non-profit
Geography	US, UK	EU	APAC	Restricted

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TECHNOGRAPHIC CRITERIA

Technology Stack Profile

TECHNOGRAPHIC PROFILE

MUST-HAVE TECH:
☐ _______________
☐ _______________
☐ _______________

POSITIVE SIGNALS:
☐ _______________
☐ _______________
☐ _______________

NEGATIVE SIGNALS:
☐ _______________
☐ _______________

INTEGRATION REQUIREMENTS:
☐ _______________
☐ _______________

DATA SOURCES:
☐ BuiltWith
☐ G2
☐ LinkedIn
☐ Company website

Tech Stack Indicators

Category	Positive Signal	Negative Signal
CRM	Salesforce, HubSpot	None, spreadsheet
Marketing	Modern stack	Legacy only
Analytics	Implemented	None
Cloud	AWS/Azure/GCP	On-prem only

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BEHAVIORAL INDICATORS

Behavioral Signals

BEHAVIORAL PROFILE

BUYING SIGNALS:
☐ Recent funding
☐ Leadership change
☐ Technology initiative
☐ Competitor evaluation
☐ Pain point expressed

ENGAGEMENT SIGNALS:
☐ Website visits: ___+
☐ Content downloads: ___+
☐ Email engagement: ____%
☐ Event attendance

NEGATIVE SIGNALS:
☐ Recent purchase of competitor
☐ Budget freeze
☐ Layoffs
☐ Negative news

ICP Scorecard

Criteria	Weight	Score (1-5)	Weighted
Size fit	20%
Industry fit	20%
Tech fit	15%
Budget fit	15%
Timing fit	15%
Buying signals	15%
Total	100%		/5

Threshold: 3.5+ = High priority | 2.5-3.5 = Medium | <2.5 = Low priority

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