gtm-engineer-playbook: Skill for Claude Code

ICP Architect

Build a comprehensive Ideal Customer Profile through an interactive discovery process. This skill asks questions, pressure-tests assumptions, and produces a reference-ready docs/icp.md that other skills in the playbook can consume.

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Activation

When the user triggers this skill, follow the steps below in order. Do NOT skip the discovery interview. Do NOT produce output before gathering all answers.

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Step 0 — Check for Existing ICP

Use Read to check if docs/icp.md already exists in the current working directory.

• If it exists: Read the file, present a summary to the user, and ask: "You already have an ICP on file. Do you want to (A) refine it, (B) start fresh, or (C) add a new segment?"
  • If refine: Load the existing content as context. During the discovery interview, pre-fill answers from the existing file and only ask about gaps or changes.
  • If start fresh: Proceed with the full interview from scratch. The old file will be overwritten at the end.
  • If add segment: Skip to Step 2 (ICP Segmentation) and ask only the questions needed to define the new segment and its personas. Append to the existing file.
• If it does not exist: Proceed to Step 1.

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Step 1 — Discovery Interview (Interactive)

Present these questions to the user all at once in a numbered list. Tell the user they can answer inline (numbered) or paste a block of text and you will extract the answers.

Ask exactly these questions:

I need to understand your business before building your ICP. Answer these 10 questions — be as specific as possible. One-word answers are fine where they fit; paragraphs are fine where they don't.

1. What does your product do? (one sentence)
2. Who is your current best customer? Why are they your best?
3. What's your ACV or typical deal size range?
4. How long is your typical sales cycle? (days/weeks/months)
5. Who signs the check? (job title, not a person's name)
6. What's the trigger event that makes someone start looking for your solution?
7. What were they doing before your product? (the "old way" — spreadsheets, manual process, a competitor, nothing?)
8. What happens if they do nothing? (cost of inaction — lost revenue, compliance risk, wasted time?)
9. What's your unfair advantage vs. the next best alternative?
10. (Optional) Paste 3-5 LinkedIn profile URLs of your best customers. I'll extract patterns from their titles, industries, and company sizes.