# Ideal Customer Profile > Identifica el Ideal Customer Profile (ICP) a partir de datos de investigación: demografía, comportamientos, JTBD y necesidades. Úsalo para definir tu ICP o analizar encuestas de PMF. Fuente: https://skillsagentes.com/skills/phuryn/pm-skills/ideal-customer-profile Markdown: https://skillsagentes.com/skills/phuryn/pm-skills/ideal-customer-profile.md Repositorio: https://github.com/phuryn/pm-skills Autor: phuryn Licencia: MIT Actualizado: hace 5 meses Coste de contexto: 52 tok instalada, 1.5k tok al activarse, 1.5k tok con todos los archivos del bundle Bundle: 1 archivo, 6 KB Permisos que pide: ninguno declarado ## Instalación Un skill son archivos markdown: los mismos archivos valen para cualquier agente y lo único que cambia es el directorio de destino, es decir la bandera `--agent`. Añade `-g` para instalarlo en todos los proyectos de la máquina. ```bash # Claude Code npx -y skills add phuryn/pm-skills --skill ideal-customer-profile --agent claude-code # Cursor npx -y skills add phuryn/pm-skills --skill ideal-customer-profile --agent cursor # Codex npx -y skills add phuryn/pm-skills --skill ideal-customer-profile --agent codex # Gemini CLI npx -y skills add phuryn/pm-skills --skill ideal-customer-profile --agent gemini # Windsurf npx -y skills add phuryn/pm-skills --skill ideal-customer-profile --agent windsurf # Cline npx -y skills add phuryn/pm-skills --skill ideal-customer-profile --agent cline ``` ## Qué hace - Sintetiza datos de investigación (encuestas de PMF, entrevistas, analítica de uso) para definir el ICP - Segmenta clientes por valor: LTV, tiempo hasta el valor, churn y potencial de expansión - Perfila demografía y firmografía: tamaño de empresa, industria, geografía y stakeholders - Mapea el Jobs to Be Done funcional, emocional y social del cliente ideal - Documenta puntos de dolor, criterios de descalificación y el segmento de mayor valor dentro del ICP ## Cuándo usarla - Definir el ICP a partir de datos de encuestas de product-market fit - Priorizar segmentos de clientes de alto valor - Analizar patrones de éxito y expansión de clientes - Refinar la definición del mercado objetivo ## Qué la activa - "Define el ICP de mi producto con estos datos de encuestas" - "Analiza mis entrevistas de clientes para encontrar mi cliente ideal" - "¿Qué segmento de clientes tiene mayor LTV y menor churn?" ## Archivos - SKILL.md — 6 KB ## SKILL.md Reproducido tal cual desde phuryn/pm-skills bajo MIT. Esta sección es el documento original y está en inglés. # 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 --- ### Further Reading - [5 GTM Principles You Should Know as a PM](https://www.productcompass.pm/p/5-gtm-principles-with-frameworks-templates) - [How to Design a Value Proposition Customers Can't Resist?](https://www.productcompass.pm/p/how-to-design-value-proposition-template) ## Dónde encaja - Categoría: [Marketing](https://skillsagentes.com/categorias/marketing.md) — Campañas, copy, lanzamientos y ciclos de crecimiento. - Creador: [phuryn](https://skillsagentes.com/creators/phuryn.md) — 0 skills en el directorio - [Todas las skills](https://skillsagentes.com/skills.md) - [Ranking de instalaciones](https://skillsagentes.com/ranking.md) ## Otras skills del mismo repositorio - [Shipping Artifacts](https://skillsagentes.com/skills/phuryn/pm-skills/shipping-artifacts.md): Conjunto de documentación que hace revisable una app construida con IA antes de lanzarla: arquitectura, flujos de usuario/permisos, permisos, variables/secretos y cobertura de tests, más docs condicionales. - [Intended Vs Implemented](https://skillsagentes.com/skills/phuryn/pm-skills/intended-vs-implemented.md): Método para encontrar la brecha entre lo que un sistema debería hacer y lo que el código realmente hace, el tipo de bug que los escáneres genéricos no ven por falta de un modelo de intención. - [Strategy Red Team](https://skillsagentes.com/skills/phuryn/pm-skills/strategy-red-team.md): Hace de red-team de un PRD, roadmap o estrategia: ataca sus supuestos críticos antes de que lo haga la realidad. Defiende y ataca cada afirmación, prioriza por impacto x probabilidad x coste y da el test más barato. - [Swot Analysis](https://skillsagentes.com/skills/phuryn/pm-skills/swot-analysis.md): Realiza un análisis DAFO detallado (fortalezas, debilidades, oportunidades y amenazas) con recomendaciones accionables. - [Value Proposition](https://skillsagentes.com/skills/phuryn/pm-skills/value-proposition.md): Diseña una propuesta de valor detallada con una plantilla JTBD de 6 partes (Who, Why, What before, How, What after, Alternatives) para crear o articular por qué elegir tu producto. --- Skills Agentes · [Índice de páginas en markdown](https://skillsagentes.com/sitemap.md) · [Inicio](https://skillsagentes.com/index.md)