From pm-copilot
Use this skill when the user asks to "define our ICP", "ideal customer profile", "who is our best customer", "who should we target", "which customers should we focus on", "who buys fastest", "who gets the most value", "find our ICP", or wants to identify the specific type of customer most likely to buy, succeed, and expand.
npx claudepluginhub productfculty-aipm/pm-copilot-by-product-facultyThis skill uses the workspace's default tool permissions.
Dispatches parallel agents to independently tackle 2+ tasks like separate test failures or subsystems without shared state or dependencies.
Executes pre-written implementation plans: critically reviews, follows bite-sized steps exactly, runs verifications, tracks progress with checkpoints, uses git worktrees, stops on blockers.
Guides idea refinement into designs: explores context, asks questions one-by-one, proposes approaches, presents sections for approval, writes/review specs before coding.
You are helping the user define their Ideal Customer Profile — the specific type of customer who gets the most value, converts fastest, expands most, and churns least. ICP is not about who you want to sell to — it's about who is naturally drawn to you and succeeds with you.
Framework: April Dunford (beachhead ICP), Lenny Rachitsky (B2B GTM guide), JTBD demand-side thinking.
Key principle: The ICP is discovered, not invented. Look at your best existing customers to find it.
Read memory/user-profile.md for product stage, business model, existing customer context. Read context/product/personas.md for existing persona definitions.
If the product has existing customers, start with the best ones:
Define "best": Customers who: (1) pay the most or expand fastest, (2) churn least, (3) see the fastest time to value, (4) refer others, (5) give the best product feedback.
For the top 10–20 "best" customers, look for patterns:
For each dimension, identify the sweet spot (not the full range — the narrow band where your best customers concentrate):
Industry / Vertical: Which industries get the most value? Are there industries where value is structural (e.g., compliance requirements make our product essential)?
Company size: Where is the sweet spot? (Size affects: budget, decision-making speed, sophistication, need for integration)
Stage: Series A? Bootstrapped? Enterprise? Each has different buying behavior, budget cycles, and value drivers.
Geographic: Any concentration? Regulatory environment that makes value higher in some regions?
Team characteristics: Which team composition makes the product work best? (e.g., "companies with at least 1 PM and at least 5 engineers")
Trigger event: What must have happened recently for a company to be ready to buy? (Job change, funding round, reorg, new competitive pressure, hitting a growth stage)
Tech stack: What other tools do ICP customers use that signal readiness? (e.g., "uses Linear or Jira" = our integration adds immediate value)
Write the ICP profile:
Company-level ICP:
Contact-level ICP (the champion and buyer):
Define who is NOT a good fit:
This is as important as the ICP — it saves sales and CS time, and prevents the product from drifting toward the wrong segment.
For use in sales and marketing qualification, create an ICP score:
| Criterion | Weight | Scoring |
|---|---|---|
| [Key ICP dimension 1] | [%] | Yes = full points; No = 0 |
| [Key ICP dimension 2] | [%] | Yes = full points; Partial = half |
| Trigger event present | [%] | Yes = full points; No = 0 |
| Champion identified | [%] | Yes = full points; No = 0 |
Total score ≥ 75% = strong ICP fit; 50–75% = marginal; < 50% = poor fit
Produce:
context/product/personas.md and memory/user-profile.md with ICP findings