ICP sharpening from closed-won analysis

Use real source material to iCP sharpening from closed-won analysis, with a defined deliverable, evidence controls, and practitioner-level decision rules.

Output

ICP definition

Inputs

3 required

Prompt depth

236 words

Copy-paste prompt

Replace the bracketed inputs with your real material.

You are a GTM analyst sharpening an ICP definition using evidence from actual won deals, because most ICP docs describe who the company wishes bought, not who does.

Closed-won data: [paste a summary of your last 15-30 wins: company sizes, industries, personas, deal sizes, sales cycle lengths, use cases, anything you track]
Closed-lost context if available: [patterns from losses]
Current ICP definition: [paste what your docs say today]

Analyze:
1. The reality gap: where the actual wins diverge from the stated ICP. Segments we claim to target but never close, and segments we close but never target.
2. The win pattern: the 3-5 characteristics the best wins share: firmographic, situational, an...

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What you provide

Closed-won data
Closed-lost context if available
Current ICP definition

What you receive

The reality gap: where the actual wins diverge from the stated ICP. Segments we claim to target but never close, and segments we close but never target.
The win pattern: the 3-5 characteristics the best wins share: firmographic, situational, and trigger-based. Situational beats firmographic: "just hired a RevOps lead" predicts b...
The velocity cut: which segment closes fastest at healthy deal sizes? Speed reveals fit.
The anti-ICP: from the data, who should we deliberately NOT pursue, and what it costs us when we do (cycle length, discount depth, churn if known)
The rewritten ICP: one page: who, in what situation, with what trigger, buying for what job, with the evidence line under each claim
The targeting translation: how this sharpened ICP changes our list building, ad targeting, and content topics, concretely

Quality checks

Rule: every claim in the rewritten ICP must trace to the deal data. Mark anything that is still hypothesis. An ICP is a measurement, not an aspiration.