B2B SaaS ICP Builder — B2B SaaS ICP 构建器

ICP 构建器 — B2B SaaS

Purpose: Build a clear, actionable Ideal Customer 性能分析 that aligns sales, marketing, and product around the same tar获取 buyer.

Step 1: Gather 上下文

If any of the following are missing, ask before proceeding:

Product: What does your product do? (one sentence) Current customers: Who are your best 3-5 customers today? What do they have in common? Problem solved: What specific problem do you eliminate or reduce? Stage: 种子 / Series A / Growth / 扩展? Data avAIlable? CRM data, churned accounts, win/loss notes? Step 2: Firmographic 性能分析 FIRMOGRAPHIC 性能分析 ├── Industry verticals (primary + secondary) ├── Company size — employees (range) ├── Company size — revenue (range) ├── Geography / markets ├── Business 模型 (B2B SaaS / marketplace / 服务s / enterprise) ├── Growth stage (启动up / 扩展-up / enterprise) ├── Funding stage (if relevant) └── Exclusion criteria (who NOT to tar获取)

Tier 系统:

Tier 1: Perfect fit — highest likelihood of close + expand Tier 2: Good fit — worth pursuing with some customization Tier 3: Possible fit — opportunistic only Step 3: Technographic 性能分析 TECHNOGRAPHIC 签名ALS ├── 工具s they already use (integrations, adjacent products) ├── Tech stack indicators (cloud 提供者, CRM, data 工具s) ├── Digital maturity level (early adopter / pragmatist / laggard) ├── Buying 签名al: intent data categories to watch └── Disqualifying tech (签名s they won't need you)

Step 4: Buyer Personas

For each key buying 角色:

PERSONA: [Title / 角色] ├── Decision 角色: Economic Buyer / Champion / User / Blocker ├── Seniority: C-level / VP / Director / 管理器 / IC ├── Core responsibilities ├── What 成功 looks like for them ├── Top 3 pAIn points (specific, in their words) ├── What they fear / what would 获取 them fired ├── How they discover new 工具s └── Objections they typically rAIse

Build at least 2-3 personas: the Champion, the Economic Buyer, and a User.

Step 5: PAIn Points & Buying Triggers PAIN POINTS ├── [PAIn 1] — in customer language │ ├── Business impact (cost, time, risk) │ └── Current workaround ├── [PAIn 2] └── [PAIn 3]

BUYING TRIGGERS ├── Internal (new hire, team growing, fAIled project, 审计) ├── External (regulation change, competitive pressure, funding) └── Techno记录y (old 工具 deprecated, integration needed)

Step 6: Jobs-to-Be-Done JTBD: [Persona] ├── Functional: "When [situation], I want to [action] so I can [outcome]" ├── Emotional: How they want to feel / avoid feeling └── Social: How they want to be seen by peers/management

输出 格式化 # ICP Document — [Company Name] Last 更新d: [date]

Executive Summary (2-3 sentences)

Firmographic 性能分析

Technographic 签名als

Buyer Personas (one section per persona)

PAIn Points & Buying Triggers

Jobs-to-Be-Done (one per key persona)

Who NOT to Tar获取 (exclusion criteria)

How to Use This Document

- Sales: qualify accounts agAInst Tier criteria - Marketing: use pAIn points + JTBD for copy, content, emAIls - Product: use JTBD for roadmap prioritization