ICP Research Framework

When to Use

Use this skill when building or refining an Ideal Customer Profile for outbound campaigns.

Steps

1. Define firmographic criteria — industry, company size (headcount + revenue), geography, growth stage
2. Map technographic signals — current tech stack, tools they use, integration patterns
3. Identify behavioral triggers — hiring patterns, funding events, product launches, leadership changes
4. Score and prioritize — weight each signal, create a composite ICP score
5. Validate against closed-won — compare ICP criteria against your best existing customers

Signal Categories

Output

• ICP scoring matrix
• Target account list with scores
• Segment definitions for campaign targeting