Systems Lab

Agent skill

define-icp

Define Ideal Customer Profile with firmographic, technographic, and behavioral criteria plus scoring tiers.

slowingReaches the webInstructions only546 words

Filed under Prospecting and list building.

From Frontal-so/outbound-skills · 73 skills · 4 · pushed 2026-07-14

What it does when it runs

Define Ideal Customer Profile with firmographic, technographic, and behavioral criteria plus scoring tiers. Use when user asks about "ICP", "ideal customer profile", "who to target", "scoring criteria", "tier system", "firmographic", "technographic", "buyer persona". Do NOT use for finding specific companies (use source-companies) or contact search (use find-contacts).

Read from the skill and the 0 files bundled beside it. A skill’s own description is written to be selected by an agent, so it describes the job and not the dependencies.

Keys and connectors you must supply
None found.
Hosts it reaches
  • frontal.so
Tool permissions it declares
No allowed-tools in the frontmatter. It only issues instructions, so there is nothing to bound.
Actions present in the files
None. Instructions only.

Ask about define-icp

Opens your assistant with this page's verified links already in the prompt.

Is this safe to install?ClaudeChatGPT
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Install it

View source on GitHub ↗
git clone --depth 1 --filter=blob:none --sparse https://github.com/Frontal-so/outbound-skills.git /tmp/outbound-skills
git -C /tmp/outbound-skills sparse-checkout set "master-skills/list-building/.claude/skills/define-icp"
mkdir -p ~/.claude/skills/define-icp
cp -R "/tmp/outbound-skills/master-skills/list-building/.claude/skills/define-icp/." ~/.claude/skills/define-icp/

Picked up without a restart. A project skill of the same name is shadowed by your personal one. For one repository only, swap ~/.claude/skills for .claude/skills. Claude Code docs ↗

The folder is the same in every client that implements the format — 46 of them — so if yours is not above, only the destination changes.

The skill

Source on GitHub ↗

Reproduced in full from Frontal-so/outbound-skills/blob/27cd847be5ce7e9b749b1d672cbfb29935d911db/master-skills/list-building/.claude/skills/define-icp/SKILL.md, which is licensed MIT (repository). 546 words, 9 headings.

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

CriterionWeightScoring
Industry match20 ptsExact = 20, Adjacent = 10, None = 0
Company size15 ptsSweet spot = 15, Adjacent = 8, Outside = 0
Revenue range15 ptsSweet spot = 15, Adjacent = 8, Unknown = 0
Geography10 ptsPrimary = 10, Secondary = 5, Other = 0
Technology fit15 ptsComplement = 15, Neutral = 8, Competitor = 5
Growth signals10 ptsHigh = 10, Moderate = 5, Stagnant = 0
Intent signals15 ptsStrong = 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 (<50 pts) — Poor fit. Exclude from outreach, inbound-only.

Examples

Example 1: "I sell HR software to mid-market companies" -> 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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Other skills for the same job

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