Icp Builder

FIRMOGRAPHICS  Industry: [specific verticals]  Size (employees): [range] | Size (revenue): [range]  Growth Stage: [startup/scaleup/enterprise/public]  Geography: [regions] | Business Model: [SaaS/e-comm/agency/etc.]
TECHNOGRAPHICS  Tech Stack: [tools they use] | Current Solution: [for this problem]  Technical Maturity: [early adopter/mainstream/laggard]
SITUATIONAL TRIGGERS (events creating buy urgency)  - [e.g., "Just raised funding", "Grew past 50 employees"]  - [e.g., "Current contract ending", "New VP hired"]
QUALIFYING CRITERIA  Must-Have: [e.g., "Marketing team of 3+", "Spends $10K+/mo on ads"]  Nice-to-Have: [e.g., "Active on social media"]  Disqualifying: [e.g., "Pre-revenue", "Fewer than 10 employees"]

DEMOGRAPHICS  Age: [range] | Income: [bracket] | Location: [region]  Life Stage: [student/early career/parent/retiree]
PSYCHOGRAPHICS  Values: [what they care about deeply]  Identity: [how they see themselves]  Aspirations: [what they're working toward]  Influences: [who shapes their decisions]
BEHAVIORAL TRAITS  Platforms: [social, search, forums]  Content: [podcasts, newsletters, YouTube]  Purchase behavior: [impulse vs. research-heavy]  Brand loyalty: [switches easily vs. sticky]

Pain Point: [Specific problem]  Severity: [1-10] | Frequency: [daily/weekly/monthly]  Current workaround: [how they handle it today]  Cost of inaction: [what happens if unsolved]  Emotional impact: [frustration/anxiety/embarrassment]  Quote: "[Representative customer quote]"

Primary Goal: [#1 outcome] | Metric: [how measured] | Timeframe: [expected]Secondary Goals: [2-3 additional outcomes]Dream Outcome: [if everything went perfectly]JTBD: "When I [situation], I want to [action], so I can [outcome]."

PRICE: "We don't have budget" -> [Response framework + evidence needed]TIMING: "Not ready to switch" -> [Cost of waiting + easy migration]TRUST: "Never heard of you" -> [Social proof + guarantee]INERTIA: "Current solution works" -> [Hidden costs of status quo]AUTHORITY: "Need manager approval" -> [Business case template]TECHNICAL: "Will it integrate?" -> [Integration docs + support]

| Channel | Relevance (1-5) | Content Type | Cost ||---------|----------------|-------------|------|| Google Search | [score] | SEO/ads | free/paid || LinkedIn | [score] | posts/ads | free/paid || Twitter/X | [score] | threads | free || Reddit | [score] | community | free || Podcasts | [score] | guest/sponsor | free/paid || YouTube | [score] | tutorials | free/paid || Newsletters | [score] | sponsorships | paid |
TOP 3 CHANNELS: [channel + why + tactic]CONTENT CONSUMED: Specific podcasts, newsletters, influencers, communities, events

CONTEXT (5 min)1. Tell me about your role and typical day.2. Biggest challenges in [relevant area]?3. How do you currently handle [problem]?
PROBLEM (10 min)4. Walk me through the last time [problem occurred].5. Most frustrating part?6. How often does this come up?7. What happens if it doesn't get solved?8. What have you tried before?
SOLUTION (10 min)9. What tools have you used?10. What do you like about your current solution?11. What would you change?12. Ideal solution looks like?
BUYING (10 min)13. How did you find your current tool?14. Who else was involved in the decision?15. What would make you switch?16. What would hold you back?17. What would you pay for [key benefit]?
CLOSE: Anything else? Know anyone similar who'd chat?

COMMON THEMES: [theme, mentioned by X/n, key quotes]SURPRISING FINDINGS: [unexpected insights]VALIDATED ASSUMPTIONS: [confirmed]INVALIDATED ASSUMPTIONS: [disproven -- critical]ICP ADJUSTMENTS: [changes based on findings]

PERSONA: [Name, e.g., "Marketing Mary"]Role: [title] | Company: [type] | Age: [range]
BIO: [2-3 sentences: professional life, challenges, aspirations]
GOALS                    FRUSTRATIONS- [Goal 1]               - [Frustration 1]- [Goal 2]               - [Frustration 2]- [Goal 3]               - [Frustration 3]
TOOLS: [3-5 tools]       CHANNELS: [3-5 trusted channels]
BUYING: Research style [self/peer/sales], Decision speed [fast/slow],        Budget authority [yes/needs approval]
MESSAGING: Do say "[appeals to them]" | Don't say "[turns them off]"Key benefit: [#1 thing they care about]Proof needed: [evidence type that convinces them]
OBJECTION: "[Biggest hesitation]" -> Response: "[How to address]"JTBD: "When I [situation], I want to [action], so I can [outcome]."QUOTE: "[Representative mindset quote]"

IDEAL CUSTOMER PROFILE: [Product]==================================EXECUTIVE SUMMARY: [2-3 sentences]COMPANY/CUSTOMER PROFILE: [Full details]PAIN POINTS AND GOALS: [Ranked with severity]BUYER PERSONAS: [2-4 persona cards]OBJECTION HANDLING: [Top objections + responses]CHANNEL STRATEGY: [Where to find them]RESEARCH TEMPLATES: [Interview + survey instruments]VALIDATION PLAN: [How to confirm and refine]