startup-icp-definer

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Use this skill when users need to define their ideal customer profile, identify target personas, map buying centers, or understand who they're selling to. Activates for "who is my customer," "define ICP," "target audience," or persona questions.

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Sourcedodatech/approved-skills

Added on2026-02-11

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npx skill4agent add dodatech/approved-skills startup-icp-definer

SKILL.md Content

Startup ICP Definer - Ideal Customer Profile Builder

Overview

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."

When This Activates

"Who is my customer"
"Define my ICP"
Target audience questions
Customer personas
"Everyone could use this"
"Who should I target first"

The Framework: ICP Stack

┌─────────────────────────────────────────┐
│         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.

Quick Workflow

Step 1: Company Profile

Industry/vertical
Company size (employees/revenue)
Stage (startup, growth, enterprise)
Geography
Tech stack

Step 2: Buyer Persona

Title/role, seniority
Goals and KPIs
Decision authority
What they care about (cost, time, risk)

Step 3: User Persona

Daily workflow
Pain points
Tech savviness

Step 4: Buying Center Map

Champion, Economic Buyer, Technical Evaluator
End User, Influencer, Blocker

Step 5: Pain Hierarchy

Score: Urgency + Cost + Frequency + Actively Solving Focus on pains scoring 8+

The 50-Company Test

Before finalizing ICP:

List 50 specific companies that fit
Find buyer's name at 20 of them
Reach out to 10

If you can't do this, your ICP isn't specific enough.

Too Broad Warning Signs

Can't name 50 specific companies
Can't find 10 people to interview
Messaging must be vague to apply
Sales conversations feel scattered

Integration

```
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