Ideal Customer Profile
- 2.1k installs
- 24.9k repo stars
- Updated July 3, 2026
- phuryn/pm-skills
A product management skill that synthesizes customer research and survey data into an Ideal Customer Profile with demographics, behaviors, jobs to be done, and pain points.
About
This skill synthesizes customer research data into an Ideal Customer Profile (ICP) definition built on four framework components: demographics, behaviors, jobs to be done (JTBD), and needs and pain points. Developers use it when analyzing product-market fit survey responses, customer interview transcripts, trial user behavior, churn analysis, or win/loss data to determine which customers are most likely to find value, retain, and expand. It works through six steps: gather customer data, segment by value (highest LTV, lowest churn, fastest time-to-value), profile demographics, identify buying and adoption behaviors, define functional, emotional, and social jobs, and document pain points with before and after states. Input is passed via $ARGUMENTS as research data, usage analytics, or sales activity. Output is a full ICP definition with firmographic and behavioral profiles, JTBD mapping, quantified impact metrics, disqualification criteria, and go-to-market implications, based on Clayton Christensen's Jobs to Be Done theory.
- Four-part ICP framework: demographics, behaviors, jobs to be done, and pain points
- Segments customers by LTV, churn rate, time-to-value, and expansion patterns
- Maps functional, emotional, and social jobs to be done with success metrics
- Outputs disqualification criteria plus a high-value segment within the ICP
- Accepts surveys, interview transcripts, usage analytics, and win/loss data via $ARGUMENTS
Ideal Customer Profile by the numbers
- 2,069 all-time installs (skills.sh)
- +87 installs in the week ending Aug 5, 2026 (Skillselion tracking)
- Ranked #51 of 853 Sales & Marketing skills by installs in the Skillselion catalog
- Security screen: LOW risk (skills.sh audit)
- Data as of Aug 5, 2026 (Skillselion catalog sync)
ideal-customer-profile capabilities & compatibility
- Capabilities
- segments customers by ltv, churn rate, time to v · extracts firmographic patterns such as company s · maps functional, emotional, and social jobs to b · documents pain points with before state, desired · produces disqualification criteria and go to mar
- Use cases
- research · marketing · planning
What ideal-customer-profile says it does
Identify your Ideal Customer Profile (ICP) from research and survey data.
Based on Jobs to Be Done theory by Clayton Christensen and customer profiling methodology.
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| Installs | 2.1k |
|---|---|
| repo stars | ★ 24.9k |
| Security audit | 3 / 3 scanners passed |
| Last updated | July 3, 2026 |
| Repository | phuryn/pm-skills ↗ |
What it does
Synthesize PMF surveys, customer interviews, and usage data into an ICP definition covering demographics, behaviors, jobs to be done, and pain points.
Who is it for?
Developers analyzing product-market fit survey data or customer interviews to define which customer segments to target and prioritize.
Skip if: Not for teams with no customer research data yet; the skill synthesizes existing surveys, interviews, and usage data rather than collecting it.
When should I use this skill?
Invoke when defining an ICP, analyzing PMF survey data, prioritizing sales and marketing efforts, or evaluating whether a new customer opportunity fits the target market.
What you get
A documented ICP with firmographic and behavioral profiles, JTBD mapping, quantified pain points, disqualification criteria, and go-to-market implications.
- ICP document
- JTBD and needs analysis
- Segment targeting recommendations
Files
Ideal Customer Profile
Overview
Identify your Ideal Customer Profile (ICP) from research and survey data. This skill synthesizes customer research to define the customer most likely to find value, retain, and expand with your product.
When to Use
- Defining ICP from product-market fit survey data
- Targeting high-value customer segments
- Analyzing customer success and expansion patterns
- Prioritizing sales and marketing efforts
- Evaluating new customer opportunities for fit
- Refining target market definition
ICP Framework Components
Demographics
Who are they from a firmographic and personal perspective?
- Company size (employees, revenue)
- Industry or vertical
- Geographic location
- Job title and department
- Years of experience in role
- Education and background
- Organizational structure and reporting
Behaviors
How do they work and make decisions?
- How they discover and evaluate solutions
- Buying process and decision-making timeline
- Technical literacy and product adoption speed
- Collaboration style (solo decision vs committee)
- Change management and adoption style
- Tool switching frequency
- Community involvement and peer influence
Jobs to Be Done (JTBD)
What are they trying to accomplish?
- Primary job/goal they're trying to achieve
- Secondary jobs that support the primary job
- Emotional jobs (how they want to feel)
- Social jobs (status and perception)
- Jobs they avoid or want to eliminate
- Frequency and importance of each job
- Success metrics for completing job
Needs and Pain Points
What problems does your product solve?
- Specific pain points they experience
- Current workarounds and limitations
- Impact on productivity or outcomes
- Cost or time burden of the problem
- Emotional frustration levels
- Barriers to solving the problem
- Available budget to solve
- Competing priorities
How It Works
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
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
- Best reference/case study potential
- Most aligned with product vision
Step 3: Profile Demographics
Extract firmographic patterns:
- Common company sizes (employee count, revenue)
- 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
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 during sales process
- Product adoption speed and breadth
- Team involvement in onboarding
- Frequency of feature usage
- Support and service needs
Step 5: Define JTBD
Articulate what they're trying to accomplish:
- Primary job/goal (functional job)
- Emotional dimensions (how they want to feel)
- Social dimensions (team and stakeholder impact)
- Success metrics (how they measure success)
- Context and constraints (when, where, with whom)
- Competing jobs and priorities
- Importance ranking of various jobs
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 and impact quantification
- Emotional dimensions of the problem
- Resource constraints preventing solutions
- Skepticism or hesitations
- Success criteria for solution
Input Format
Use $ARGUMENTS to pass:
- Research data (surveys, interviews, transcripts)
- Customer success/metrics data
- Product usage analytics
- Sales activity and win/loss data
- Existing customer database
- Competitive intelligence
Output
A comprehensive ICP definition including:
- Firmographic profile (company size, industry, location)
- Behavioral profile (buying patterns, adoption style)
- Complete JTBD mapping (functional, emotional, social jobs)
- Top 5-7 pain points and specific needs
- Quantified impact metrics (cost of problem, value of solution)
- Decision-making process and key stakeholders
- Typical customer journey and timeline
- Go-to-market implications and messaging
- Disqualification criteria (who is NOT a good fit)
- High-value segment within ICP (ideal-of-the-ideal)
Framework
Based on Jobs to Be Done theory by Clayton Christensen and customer profiling methodology. Combines behavioral data with motivational insights to define actionable customer profiles.
Tips
- Use quantitative and qualitative data together
- Interview 10+ high-value customers for pattern identification
- Look for non-obvious demographic patterns (outliers can be high-value)
- Define both ideal ICP and acceptable secondary segments
- Revisit ICP quarterly as you gather more customer data
- Use ICP to evaluate all new sales opportunities
- Share ICP across entire organization (marketing, sales, product)
- Remember: ICP should drive focus, not exclude all others
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Further Reading
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What data does the ideal-customer-profile skill need?
Product-market fit survey responses, customer interview transcripts, trial or freemium usage data, support tickets, churn analysis, and win/loss data, passed in via $ARGUMENTS.
What framework is the skill based on?
It is based on Jobs to Be Done theory by Clayton Christensen combined with customer profiling methodology, mapping functional, emotional, and social jobs alongside demographics and pain points.
What does the output include?
A firmographic and behavioral profile, complete JTBD mapping, top 5-7 pain points, quantified impact metrics, the decision-making process, disqualification criteria, and go-to-market implications.
Is Ideal Customer Profile safe to install?
skills.sh reports 3 of 3 security scanners passed. Review the Security Audits panel on this page before installing in production.