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Synthesize customer research to define the customer segment most likely to find value, retain, and expand.

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Tools Required

This skill runs using CORE memory only. No integrations required.

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Step 1: Gather Customer Data

Collect research about actual and potential customers:
  • Product-market fit survey responses
  • Customer interview transcripts
  • Trial or freemium user behavior data
  • Customer feedback and support tickets
  • Churn analysis and customer lifecycle data
  • Win/loss analysis from sales
  • Competitor customer analysis
Ask: “What data do you have about your most successful customers?”

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Step 2: Segment by Value

Identify customer cohorts and their value:
  • Highest LTV (lifetime value) customers
  • Fastest time-to-value customers
  • Lowest churn rate customers
  • Highest expansion/upsell customers
  • Most enthusiastic/engaged customers
Focus on the highest-value segments.

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Step 3: Profile Demographics

Extract firmographic patterns for high-value customers:
  • Company size (employee count, revenue range)
  • Industry verticals and sub-verticals
  • Geographic concentrations
  • Typical department and reporting structure
  • Budget holders and budget available
  • Company stage (startup, growth, enterprise)
  • Company culture indicators

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Step 4: Identify Behaviors

Map decision-making and adoption patterns:
  • How they discovered your product (channel)
  • Evaluation process and timeline
  • Key stakeholders in decision
  • Obstacles they overcame during sales
  • Product adoption speed and breadth
  • Team involvement in onboarding
  • Frequency and depth of feature usage
  • Support and service needs

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Step 5: Define Jobs to Be Done (JTBD)

Articulate what they’re trying to accomplish:
  • Primary job (functional): The core task they’re doing
  • Emotional jobs: How they want to feel
  • Social jobs: Team and stakeholder impact
  • Success metrics: How they measure success
  • Context and constraints: When, where, with whom
  • Competing jobs: Other priorities that matter

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Step 6: Document Pain Points and Needs

Synthesize specific problem areas:
  • Before state: Current situation and frustrations
  • Desired after state: Ideal future state
  • Gap size: Impact and severity of the problem
  • Emotional dimensions: Frustration, urgency, confidence
  • Resource constraints: What prevents solutions today
  • Skepticism: Hesitations or concerns about solutions
  • Success criteria: How they’d know the solution worked

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Output Format

Ideal Customer Profile (ICP) 👥 Firmographic Profile
  • Company size: [# of employees, revenue range]
  • Industries: [Primary verticals]
  • Geography: [Key regions or countries]
  • Stage: [Startup / Growth / Enterprise]
  • Department: [Typical users/buyers]
  • Budget: [Typical annual spend on this category]
🎯 Behavioral Profile
BehaviorCharacteristics
Discovery channel[How they find solutions like yours]
Evaluation timeline[Typical sales cycle]
Decision-making[Individual vs. committee; key stakeholders]
Adoption style[Fast adopter vs. cautious; breadth of rollout]
Support needs[Self-service vs. hands-on; training requirements]
💼 Jobs to Be Done
  • Primary job: [Functional task or goal]
  • Emotional jobs: [How they want to feel]
  • Social jobs: [Team and stakeholder outcomes]
  • Success metrics: [How they measure success]
🚨 Top 5-7 Pain Points
  1. [Pain point]: [Impact and severity]
  2. [Pain point]: [Impact and severity]
  3. [Pain point]: [Impact and severity]
💡 Go-to-Market Implications
  • Messaging: [Key value propositions for this ICP]
  • Pricing: [Typical price expectations and buying power]
  • Distribution: [Preferred buying channels]
  • Sales approach: [Typical buyer journey]
📊 Value Metrics
  • Average deal size: [$ range]
  • CAC (Customer Acquisition Cost): [$ or months to break even]
  • LTV (Customer Lifetime Value): [$ or multiples of CAC]
  • Churn rate: [Monthly/annual]
  • Expansion rate: [% of customers expanding]
✅ Ideal-of-the-Ideal (Within ICP, the best fit) [Describe the most valuable sub-segment within your ICP] ❌ Disqualification Criteria [Who is NOT a good fit and should be deprioritized]

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Edge Cases

  • Limited customer data: Conduct 10+ customer interviews before finalizing ICP. Don’t guess.
  • Multiple distinct segments: Create separate ICPs for each; prioritize which segment to target first.
  • Non-obvious outliers: Some high-value customers may not match demographics. Look for behavioral patterns.
  • Changing market: Revisit ICP quarterly as you gather more customer data.
  • ICP too narrow: If you’re disqualifying many opportunities, expand criteria or accept secondary segments.