Who Is This For

Who is this for?

> "Developers" is not a market. It's a medium. If your ICP doesn't exclude anyone, it isn't one.

Use this when: you describe your user as "developers" or "engineering teams," you can't name a person who is clearly not a fit, or you're aiming your messaging at the VP of Engineering because they have the budget.

The core idea

A usable ICP is specific enough that some people are obviously out. "Every developer" gives you nothing to say, because a message that speaks to everyone speaks to no one. Sharpen until exclusion is possible.

And in almost every AI/dev-tool sale there is more than one person: the developer who adopts is rarely the person who pays. Market to the adopter; sell to the buyer. Confuse the two and you get great meetings and no decisions.

Framework 1: The personas in the sale (Frankl)

Map who plays each role. You need all of them for a complex sale; skip one and the deal stalls.

| Persona | Cares about | Role in the sale | |---|---|---| | Alpha Dev | "What's possible?" Lives in the future. No budget. | Finds you, experiments, advocates internally, creates social proof | | Empowered CTO | Kairos, weeks off a release cycle, competitive edge. Has budget. | Approves spend and strategic fit | | VP Engineering | Team velocity, DX, quality at scale. Fears downtime/security | Evaluates feasibility, tests in staging | | SRE / Platform Eng | Reliability, less toil. Reads your code before your copy. | Gatekeeps operational risk |

> The Alpha Dev is not your long-term customer. They chase the next shiny thing. You need them anyway: they carry new tech to the people who pay.

Framework 2: Jobs to be done, not demographics (Czakon)

A job title is not actionable; a job is. Write it as:

> When [situation], I want to [motivation], so I can [expected outcome].

Example: "When I inherit a service with no tests, I want to generate a safety net fast, so I can refactor without fear." That sentence tells you the trigger, the pain, and the win. A demographic never does.

Decision tree: single-player or complex sale?

Does the developer who adopts also control the budget?
├─ YES  → single-player / PLG motion.
│         ICP centers on the adopter. Optimize time-to-value, self-serve, transparent pricing.
└─ NO   → complex sale.
          ICP centers on the adopter FOR ADOPTION, and the buyer FOR REVENUE.
          You need a "what's in it for me" for every persona above.

Sharpen it: the 5-attribute ICP

Fill every line with something a stranger couldn't guess:

1. Company shape: stage, size, team structure (e.g. "50-500-engineer companies with a platform team")
2. Technical context: stack / recent change (e.g. "just adopted Kubernetes")
3. The trigger: what just happened that makes this urgent now
4. The pain, in their words: the exact phrase they'd use (get this from talk-to-users)
5. Who says no: the segment you are deliberately not for

Mistakes that look reasonable

• TAM theater: "there are 30M developers." True and useless. Nobody sells to 30M anyone.
• Budget-chasing: writing everything for the CTO/VP because they pay. They don't visit your homepage; the developer does.
• Persona = job title: "backend engineers." That's a hat, not a human. Use the job.
• One persona, complex sale: nailing the Alpha Dev and forgetting the buyer → adoption with no revenue.

Example

❌ "For developers who want to ship faster." ✅ "For platform engineers at 50-500-eng companies who just standardized on Kubernetes and are drowning in hand-written YAML, the ones who'd say 'I spend a day a week on manifests I shouldn't have to touch.' Not for solo devs on Heroku."

Your next 30 minutes

• [ ] Write your ICP with all 5 attributes filled in, including who says no.
• [ ] List every persona in your sale and mark: who finds it, who evaluates it, who pays.
• [ ] Rewrite your one-line pitch as a Job To Be Done (When… I want… so I can…).
• [ ] If you couldn't fill attribute #4 in their real words → you owe yourself talk-to-users before anything else.

---

Built from real dev-tool GTM experience, with frameworks from Adam Frankl (The Developer-Facing Startup) and Jakub Czakon (markepear.dev). When a framework can't make the call, that's what a human is for: The DevTool GTM Company.

Source & license

This open-source skill is cataloged on AgentStack and links to its original source — we do not rehost the code.

• Author: AIDevGTM
• Source: AIDevGTM/gtm-cofounder
• License: MIT
• Homepage: https://gtmcofounder.com

Install and usage instructions live in the source repository linked above.