icp-discovery
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ChineseICP Discovery
ICP 发掘与定义
Why ICP Matters
为何ICP至关重要
Everything downstream depends on ICP clarity:
- Outbound: Who do you target?
- Ads: What audiences do you build?
- Content: Who are you writing for?
- Sales calls: What pain points do you probe?
- Pricing: What's their willingness to pay?
- Product: What features matter most?
Bad ICP = wasted CAC, low conversion, high churn.
所有下游业务环节都依赖清晰的ICP定义：
- Outbound营销: 你的目标客户是谁？
- 广告投放: 你要构建哪些受众群体？
- 内容创作: 你的内容面向谁？
- 销售沟通: 你要挖掘哪些痛点？
- 定价策略: 客户的付费意愿如何？
- 产品规划: 哪些功能最为关键？
定义错误的ICP会导致客户获取成本（CAC）浪费、转化率低下以及高客户流失率。
Conversation Starter
对话启动模板
Use to gather initial context. Begin by asking:
AskUserQuestion"I'll help you discover and define your Ideal Customer Profile systematically.
Please provide:
- What you sell: Product/service, price point, contract length
- Current customers: Who are your best customers today? (Names, types, or descriptions)
- Worst customers: Who churned fastest or was most painful to serve?
- Sales cycle: How long? Who's involved in decisions?
- Current hypothesis: Who do you THINK your ICP is?
- Data available: Do you have access to customer data, CRM, or analytics?
I'll research your market and help you build a validated ICP framework."
使用工具收集初始信息。可以这样开场：
AskUserQuestion"我将帮你系统性地发掘并定义你的理想客户画像（ICP）。
请提供以下信息：
- 你的产品/服务: 产品或服务类型、定价区间、合同期限
- 现有客户: 你目前的优质客户有哪些？（名称、类型或描述均可）
- 劣质客户: 哪些客户流失最快，或者最难服务？
- 销售周期: 周期时长？决策涉及哪些角色？
- 当前假设: 你认为你的ICP应该是什么样的？
- 可用数据: 你是否能获取客户数据、CRM数据或分析数据？
我会调研你的市场情况，帮你构建一个经过验证的ICP框架。"
Research Methodology
调研方法
Use WebSearch extensively to find:
- Industry benchmarks for their product category
- Competitor positioning and target segments
- Job postings that signal buying intent for their category
- Community discussions (Reddit, LinkedIn) about their problem space
- Technographic data patterns (what tools their ICP likely uses)
广泛使用WebSearch工具查找以下信息：
- 所在产品类别的行业基准
- 竞争对手的定位及目标客群
- 能反映该类别购买意向的招聘信息
- 关于该问题领域的社区讨论（Reddit、LinkedIn等）
- 技术特征数据模式（你的ICP可能使用哪些工具）
Required Deliverables
核心交付成果
1. Current State Analysis
1. 现状分析
Analyze best vs. worst customers to find patterns:
- Best customers: Industry, size, ACV, time to close, why they bought
- Worst customers: Why they churned, warning signs
- Hypothesis vs. reality gaps
Full template: assets/icp-templates.yaml
分析优质客户与劣质客户之间的模式：
- 优质客户：所属行业、企业规模、年度合同价值（ACV）、成单周期、购买原因
- 劣质客户：流失原因、预警信号
- 假设与实际情况的差距
完整模板：assets/icp-templates.yaml
2. Firmographic Criteria
2. 企业特征标准
| Criterion | Ideal | Acceptable | Disqualify |
|---|---|---|---|
| Employee count | [Range] | [Range] | [Range] |
| Annual revenue | [Range] | [Range] | [Range] |
| Industry | [List] | [List] | [List] |
| Geography | [Regions] | [Regions] | [Regions] |
Plus: Technographic signals (CRM, marketing tools, engineering stack) and organizational signals (hiring patterns, funding, growth metrics).
| 标准 | 理想值 | 可接受值 | 排除值 |
|---|---|---|---|
| 员工数量 | [区间] | [区间] | [区间] |
| 年度营收 | [区间] | [区间] | [区间] |
| 所属行业 | [列表] | [列表] | [列表] |
| 地域范围 | [区域] | [区域] | [区域] |
附加：技术特征信号（CRM、营销工具、技术栈）以及企业特征信号（招聘模式、融资情况、增长指标）。
3. Psychographic Criteria
3. 心理特征标准
- Pain point intensity: Score 1-10 with urgency and frequency
- Trigger events: What creates buying urgency (new exec, funding, competitor loss)
- Buying behavior: Research style, decision speed, risk tolerance
- Mindset & values: Growth orientation, tech adoption
Full template: assets/icp-templates.yaml
- 痛点强度: 按紧急程度和频率以1-10分评分
- 触发事件: 哪些事件会催生购买紧迫性（如新高管上任、获得融资、失去竞争对手客户）
- 购买行为: 调研风格、决策速度、风险承受能力
- 思维模式与价值观: 增长导向、技术接受度
完整模板：assets/icp-templates.yaml
4. Buyer Personas (Within ICP)
4. ICP内的买家角色
| Persona | Key Info |
|---|---|
| Economic Buyer | Goals, fears, success metrics, objections |
| Champion | Why they champion, how to enable them |
| User | Daily workflow, frustrations, adoption drivers |
| Blocker | Why they block, how to neutralize |
Full persona templates: assets/icp-templates.yaml
| 角色 | 关键信息 |
|---|---|
| 经济决策者 | 目标、顾虑、成功指标、反对意见 |
| 内部支持者 | 支持动机、赋能方式 |
| 终端用户 | 日常工作流程、痛点、采用驱动力 |
| 决策阻碍者 | 阻碍原因、中和方式 |
完整角色模板：assets/icp-templates.yaml
5. Anti-ICP Definition
5. 反ICP定义
- Hard disqualifiers: Signals that mean instant disqualify
- Soft disqualifiers: Proceed with caution
- Time-waster profiles: Tire kicker, feature demander, discount hunter, consensus seeker
- Red flag questions: What prospects ask that signals bad fit
- 硬性排除项: 直接排除的信号
- 软性排除项: 需要谨慎跟进的信号
- 浪费时间的客户类型：只问不买的客户、过度要求功能的客户、只追求折扣的客户、寻求多方共识的客户
- 预警问题: 潜在客户提出哪些问题意味着匹配度低
6. ICP Scoring Matrix
6. ICP评分矩阵
| Criterion | Weight | 3 (Ideal) | 2 (Good) | 1 (OK) | 0 (DQ) |
|---|---|---|---|---|---|
| Company size | X% | [Criteria] | [Criteria] | [Criteria] | [Criteria] |
| Industry | X% | [Criteria] | [Criteria] | [Criteria] | [Criteria] |
| Pain intensity | X% | [Criteria] | [Criteria] | [Criteria] | [Criteria] |
| Commitment velocity | 10-15% | 3+ micro-yes/week | 1-2/week | <1/week | Ghosting |
Score interpretation:
- 85-100%: Tier 1 (prioritize)
- 70-84%: Tier 2 (standard process)
- 50-69%: Tier 3 (qualify harder)
- <50%: Not ICP
| 标准 | 权重 | 3分（理想） | 2分（良好） | 1分（合格） | 0分（排除） |
|---|---|---|---|---|---|
| 企业规模 | X% | [标准] | [标准] | [标准] | [标准] |
| 所属行业 | X% | [标准] | [标准] | [标准] | [标准] |
| 痛点强度 | X% | [标准] | [标准] | [标准] | [标准] |
| 决策推进速度 | 10-15% | 每周3次以上小确认 | 每周1-2次小确认 | 每周不足1次 | 无回应 |
分数解读:
- 85-100%：一级客群（优先跟进）
- 70-84%：二级客群（标准流程跟进）
- 50-69%：三级客群（严格资质审核）
- <50%：非ICP客群
7. ICP Segments (If Multiple)
7. ICP细分客群（如有多个）
For each segment:
- Company size, industry, primary pain, buyer title
- ACV and sales cycle
- Go-to-market motion (PLG/Sales-led/Hybrid)
- Prioritization based on TAM, win rate, LTV
每个细分客群需包含：
- 企业规模、行业、核心痛点、买家职位
- ACV与销售周期
- 上市策略（PLG/销售主导/混合模式）
- 基于总可寻址市场（TAM）、赢单率、客户生命周期价值（LTV）的优先级排序
8. Validation Methodology
8. 验证方法
- Interview 5-10 best-fit customers
- Validate each signal with data
- Monitor for ICP drift
- Quarterly review cadence
Full framework: assets/validation-activation.yaml
- 访谈5-10位高度匹配的客户
- 用数据验证每个信号
- 监控ICP偏移情况
- 每季度回顾一次
完整框架：assets/validation-activation.yaml
9. Activation Checklist
9. 落地执行清单
Update: Outbound targeting, ad audiences, lead scoring, website copy, sales playbook, content calendar, case studies, SDR training.
Full checklist: assets/validation-activation.yaml
更新以下内容：Outbound营销目标、广告受众、线索评分、网站文案、销售手册、内容日历、案例研究、SDR培训。
完整清单：assets/validation-activation.yaml
Output Format
输出格式
markdown
undefinedmarkdown
undefinedICP DISCOVERY: [Company Name]
ICP 发掘报告：[公司名称]
Executive Summary
执行摘要
[2-3 sentences: Who is your ICP and why]
[2-3句话：你的ICP是谁，以及为什么]
ICP One-Pager
ICP 一页纸概览
In one sentence: We sell to [title] at [company type] who [pain point] and need to [outcome].
Firmographics:
- Size: [X-Y employees]
- Industry: [List]
- Geography: [Regions]
Psychographics:
- Primary pain: [Pain]
- Trigger: [Event]
- Buying style: [Description]
Key Personas:
- Buyer: [Title]
- Champion: [Title]
- User: [Title]
Disqualifiers:
- [Signal 1]
- [Signal 2]
- [Signal 3]
[Full sections using templates from assets/]
undefined一句话总结: 我们为[职位]在[企业类型]的客户提供产品，这些客户存在[痛点]，需要实现[业务成果]。
企业特征:
- 规模：[X-Y名员工]
- 行业：[列表]
- 地域：[区域]
心理特征:
- 核心痛点：[具体痛点]
- 触发事件：[具体事件]
- 购买风格：[描述]
关键角色:
- 决策者：[职位]
- 内部支持者：[职位]
- 终端用户：[职位]
排除项:
- [信号1]
- [信号2]
- [信号3]
[使用assets/中的模板撰写完整章节]
undefinedQuality Standards
质量标准
- Data-driven: Derive ICP from actual customer data, not assumptions
- Specific enough to act on: Should be able to build a lead list from this
- Broad enough to scale: Should represent a reachable market
- Validated: Include methodology to test and refine
- 数据驱动: 从实际客户数据中推导ICP，而非主观假设
- 具体可执行: 基于此可以构建线索列表
- 具备扩展性: 对应的市场应是可触达的
- 经过验证: 包含测试与优化的方法
Tone
语气风格
Strategic and analytical. Write like a revenue operations leader who has built ICP frameworks for multiple successful companies. Challenge assumptions, demand data, and push for specificity.
策略性与分析性兼具。撰写时要像一位为多家成功企业搭建过ICP框架的营收运营负责人。敢于质疑假设，要求数据支撑，追求精准性。