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What do you sell? (Product/service, one sentence)\n2. Who are your best 5-10 customers? (The ones who buy fast, pay well, stay long, refer others)\n3. Who are your worst customers? (Churned, complained, were a bad fit)\n4. What problem do you solve?\n5. What's your price point?\n\n### Step 2: Company-Level Profile\n\nDefine the ideal company:\n\n- **Industry/Vertical:** Which industries are the best fit?\n- **Company size:** Employee count range, revenue range\n- **Stage:** Startup, growth, mature, enterprise?\n- **Geography:** Where are they based?\n- **Tech stack:** What tools do they already use? (signals compatibility)\n- **Business model:** B2B, B2C, SaaS, services, ecommerce?\n- **Trigger events:** What happens that creates urgency? (Funding round, new hire, product launch, regulation change)\n\n### Step 3: Buyer Persona (within the company)\n\nDefine the person who buys:\n\n- **Title/Role:** What's their job title?\n- **Seniority:** IC, manager, director, VP, C-suite?\n- **Department:** Which team owns this decision?\n- **Reports to:** Who do they need approval from?\n- **Day-to-day pain:** What frustrates them about the status quo?\n- **Goals:** What are they measured on?\n- **Watering holes:** Where do they hang out online? (LinkedIn groups, subreddits, Slack communities, conferences)\n\n### Step 4: Scoring Model\n\nScore each prospect on a 1-5 scale across these dimensions:\n\n| Criteria | Weight | 1 (Poor Fit) | 3 (Okay Fit) | 5 (Perfect Fit) |\n|----------|--------|---------------|---------------|------------------|\n| Industry match | 25% | Outside target | Adjacent | Core vertical |\n| Company size | 20% | Too small/large | Edge of range | Sweet spot |\n| Pain severity | 25% | Nice-to-have | Moderate pain | Hair-on-fire problem |\n| Budget likelihood | 15% | Unlikely | Possible | Strong signals |\n| Accessibility | 15% | No way in | Warm intro possible | Direct contact available |\n\n**Total Score = Weighted sum. Prioritize 4.0+ prospects.**\n\n### Step 5: Anti-ICP (Disqualifiers)\n\nJust as important — who NOT to sell to:\n\n- Companies too small to afford it\n- Industries where you have no case studies\n- Buyers who need features you don't have\n- Long sales cycles that don't justify the deal size\n- Anyone who reminds you of your worst customer\n\n### Output Format\n\n```\nIDEAL CUSTOMER PROFILE\n━━━━━━━━━━━━━━━━━━━━━\nCOMPANY:\n• Industry: [X]\n• Size: [X-Y employees / $X-Y revenue]\n• Stage: [X]\n• Trigger events: [X, Y, Z]\n\nBUYER:\n• Title: [X]\n• Reports to: [X]\n• Key pain: [X]\n• Measured on: [X]\n\nSCORING THRESHOLD: [X]+/5.0\n\nDISQUALIFIERS:\n• [X]\n• [Y]\n\nWHERE TO FIND THEM:\n• [Channels, communities, events]\n```\n\n## Rules\n\n- Base ICPs on real data (their best customers), not assumptions\n- Be specific. \"Mid-market SaaS companies\" is better than \"businesses\"\n- Include trigger events — they're what turns a profile into a timely opportunity\n- Always include the anti-ICP. 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