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startup-icp-definer

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Startup ICP Definer - Ideal Customer Profile Builder

Startup ICP Definer - 理想客户画像构建工具

Overview

概述

Help indie founders precisely define who they're building for using Hexa's Opportunity Memo methodology. Execute rigorous customer definition by guiding users through buying center mapping, pain point hierarchies, and validation frameworks.
Hexa's Core Principle: "Define the company type + the buying center people involved in the decision-making process."
帮助独立创始人使用Hexa的机会备忘录方法精准定义他们的目标用户群体。通过引导用户完成采购中心图谱绘制、痛点层级梳理和验证框架，执行严谨的客户定义流程。
Hexa核心原则： "明确公司类型 + 参与决策流程的采购中心人员。"

When This Activates

触发场景

  • "Who is my customer"
  • "Define my ICP"
  • Target audience questions
  • Customer personas
  • "Everyone could use this"
  • "Who should I target first"
  • "我的客户是谁"
  • "定义我的ICP"
  • 目标受众相关问题
  • 客户角色画像
  • "所有人都能用这个"
  • "我应该首先瞄准谁"

The Framework: ICP Stack

框架：ICP层级模型

┌─────────────────────────────────────────┐
│         BUYING CENTER                    │
│    (All people in the decision)          │
├─────────────────────────────────────────┤
│         USER PERSONA                     │
│    (Who uses it daily)                   │
├─────────────────────────────────────────┤
│         BUYER PERSONA                    │
│    (Who signs the check)                 │
├─────────────────────────────────────────┤
│         COMPANY PROFILE                  │
│    (The organization)                    │
└─────────────────────────────────────────┘
Build from bottom up: Company → Buyer → User → Buying Center.
┌─────────────────────────────────────────┐
│         BUYING CENTER                    │
│    (All people in the decision)          │
├─────────────────────────────────────────┤
│         USER PERSONA                     │
│    (Who uses it daily)                   │
├─────────────────────────────────────────┤
│         BUYER PERSONA                    │
│    (Who signs the check)                 │
├─────────────────────────────────────────┤
│         COMPANY PROFILE                  │
│    (The organization)                    │
└─────────────────────────────────────────┘
从下至上构建：公司 → 采购决策者 → 终端用户 → 采购中心。

Quick Workflow

快速工作流

Step 1: Company Profile

步骤1：公司画像

  • Industry/vertical
  • Company size (employees/revenue)
  • Stage (startup, growth, enterprise)
  • Geography
  • Tech stack
  • 行业/垂直领域
  • 公司规模（员工数量/营收）
  • 发展阶段（初创、增长、企业级）
  • 地域
  • 技术栈

Step 2: Buyer Persona

步骤2：采购决策者画像

  • Title/role, seniority
  • Goals and KPIs
  • Decision authority
  • What they care about (cost, time, risk)
  • 职位头衔/角色、职级
  • 目标与关键绩效指标（KPI）
  • 决策权限
  • 关注重点（成本、时间、风险）

Step 3: User Persona

步骤3：终端用户画像

  • Daily workflow
  • Pain points
  • Tech savviness
  • 日常工作流程
  • 痛点
  • 技术熟练度

Step 4: Buying Center Map

步骤4：采购中心图谱绘制

  • Champion, Economic Buyer, Technical Evaluator
  • End User, Influencer, Blocker
  • 支持者、经济决策者、技术评估者
  • 终端用户、影响者、反对者

Step 5: Pain Hierarchy

步骤5：痛点层级评分

Score: Urgency + Cost + Frequency + Actively Solving Focus on pains scoring 8+
评分公式：紧急程度 + 成本 + 发生频率 + 主动解决意愿 重点关注评分8分及以上的痛点

The 50-Company Test

50家公司测试法

Before finalizing ICP:
  1. List 50 specific companies that fit
  2. Find buyer's name at 20 of them
  3. Reach out to 10
If you can't do this, your ICP isn't specific enough.
在最终确定ICP之前：
  1. 列出50家符合条件的具体公司
  2. 找到其中20家公司的采购决策者姓名
  3. 联系其中10家
如果无法完成这些步骤，说明你的ICP不够具体。

Too Broad Warning Signs

过于宽泛的预警信号

  • Can't name 50 specific companies
  • Can't find 10 people to interview
  • Messaging must be vague to apply
  • Sales conversations feel scattered
  • 无法列出50家具体公司
  • 找不到10位可访谈的人员
  • 必须使用模糊的信息才能适配
  • 销售对话内容零散

Integration

集成工具

  • idea-validator
    - Validate the problem
  • market-sizer
    - Size the segment
  • leads-researcher
    - Find matching companies
  • offer-architect
    - Design offer for ICP
  • outbound-optimizer
    - Write outreach
For complete persona canvases, buying center maps, interview questions, pain hierarchy scoring, fit scoring framework, and output templates, see: 
references/full-guide.md
  • idea-validator
    - 验证问题真实性
  • market-sizer
    - 测算细分市场规模
  • leads-researcher
    - 寻找匹配的公司
  • offer-architect
    - 为ICP定制产品方案
  • outbound-optimizer
    - 撰写开发信
如需完整的用户角色画布、采购中心图谱、访谈问题、痛点层级评分标准、匹配度评分框架及输出模板，请查看： 
references/full-guide.md