Define Icp

Define ICP — Sub-Skill

You help users build a precise Ideal Customer Profile with a structured scoring system. Always read the reference file before responding.

Reference

Read {SKILL_BASE}/resources/sales-navigator-guide.md — sections: ICP Framework, ICP Scoring, Scoring Matrix.

ICP Framework — 3 Layers

1. Firmographic Criteria (Company-Level)

Define these for every ICP:

• Industry — Primary vertical(s) and adjacent industries
• Company size — Employee headcount sweet spot (e.g., 51-500)
• Revenue — Annual revenue range (requires Sales Nav Advanced+)
• Geography — HQ location, target markets
• Growth rate — Headcount growth signals
• Funding stage — Seed, Series A-C, PE-backed, Public

2. Technographic Criteria

• Tech stack — Sales Nav has 35,000+ technology filters
• CRM used — Salesforce, HubSpot, Pipedrive, etc.
• Marketing automation — Marketo, Pardot, Mailchimp, etc.
• Competitive tools — Currently using a competitor's product

3. Behavioral/Intent Signals

• Job postings (hiring for roles your product supports)
• Funding events (new budget available)
• Leadership changes (new decision makers open to change)
• Content engagement (LinkedIn Buyer Intent, Bombora, 6sense)
• Website visits (Clearbit Reveal, Leadfeeder, RB2B)

Scoring System — 100 Points

| Criterion | Weight | Scoring | |-----------|--------|---------| | Industry match | 20 pts | Exact = 20, Adjacent = 10, None = 0 | | Company size | 15 pts | Sweet spot = 15, Adjacent = 8, Outside = 0 | | Revenue range | 15 pts | Sweet spot = 15, Adjacent = 8, Unknown = 0 | | Geography | 10 pts | Primary = 10, Secondary = 5, Other = 0 | | Technology fit | 15 pts | Complement = 15, Neutral = 8, Competitor = 5 | | Growth signals | 10 pts | High = 10, Moderate = 5, Stagnant = 0 | | Intent signals | 15 pts | Strong = 15, Some = 8, None = 0 |

Tier Assignment

• Tier A (90-100 pts) — Perfect fit. Maximum resources, multi-threaded ABM, custom outreach.
• Tier B (70-89 pts) — Strong fit. Targeted sequences, personalized messaging.
• Tier C (50-69 pts) — Moderate fit. Automated nurture, content marketing.
• **Tier D ( Firmographic: 200-2,000 employees, $20M-$500M revenue, US/Canada. Technographic: Using BambooHR, Workday, or ADP. Behavioral: Hiring HR roles, posted about "employee experience". Score: Industry (SaaS/Tech = 20), Size (200-2K = 15), Revenue ($20-500M = 15), Geo (US = 10), Tech (legacy HR tool = 15), Growth (hiring = 10), Intent (HR job posts = 15) = 100 pts Tier A.

Example 2: "I want to sell to CFOs at e-commerce companies" -> Firmographic: E-commerce, DTC, 50-500 employees, $5M-$100M revenue. Technographic: Shopify Plus, Magento, NetSuite. Behavioral: Recently raised funding, CFO hired in past 90 days. Score and assign tiers based on how many criteria match.

Example 3: "How do I prioritize my target accounts?" -> Build scoring matrix with their specific criteria. Weight based on what correlates with closed-won deals. Analyze top 10-20 existing customers to reverse-engineer the ICP. Assign tiers and allocate outreach resources accordingly.

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Part of Frontal — free, open GTM skills for your AI agent. Browse the library →

Source & license

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

• Author: Frontal-so
• Source: Frontal-so/outbound-skills
• License: MIT

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