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Who Is This For (ICP Definition)

A GTM skill that turns the vague "it's for developers" target into a sharp ICP with explicit exclusions and a map of adopter vs. buyer personas.

Marketing & SEOBeginner★ 310⑂ 31AI score 8/10Last updated: Oct 5, 2026

What it does

  • Diagnoses fuzzy audience statements ("for developers", "engineering teams") and forces you to narrow until someone is clearly excluded.
  • Maps the four personas in a dev-tool sale — Alpha Dev, empowered CTO, VP Engineering, SRE/Platform Engineer — marking who finds, who evaluates, and who pays.
  • Rewrites your pitch as a Job To Be Done (When… I want… so I can…) instead of a job title.
  • Gives a decision tree: does the adopter control budget? → self-serve PLG motion vs. multi-persona complex sale.
  • Provides a 5-attribute ICP template (company shape / technical context / trigger / pain in their words / who says no) plus a 30-minute action checklist.

Who it's for

  • Founders, solo marketers and PMMs building developer tools or AI products
  • Teams whose landing page copy keeps drifting into generic claims
  • Teams getting plenty of meetings but no signed deals because adopter and buyer were conflated

Example uses

  1. Positioning rewrite: "For developers who want to ship faster" → "For platform engineers at 50–500-engineer companies that just standardized on Kubernetes and are drowning in hand-written YAML. Not for solo devs on Heroku."
  2. Unblocking a stalled pipeline: spot that you've only won the Alpha Dev and build a "what's in it for me" message for the budget holder.
  3. Choosing a motion: decide between transparent self-serve pricing and a full complex-sale enablement kit based on who actually controls spend.

· · · Install guide · · ·

Try it now, no install

Paste this into Claude to use the skill without installing anything.

Read the instructions in this file and follow them to help me:
https://raw.githubusercontent.com/AIDevGTM/gtm-cofounder/HEAD/skills/02-who-is-this-for/SKILL.md

What I want: (describe your task here)

If Claude can't open the link, open it yourself and paste the contents instead.

↓ If it works for you, download the ZIP below and install it. Then it runs on its own — no pasting each time.

Install in the Claude app (no terminal)
  1. Download the ZIP with the button below.
  2. In Claude, open Settings → Capabilities and turn on 'Code execution and file creation'. (one time)
  3. Go to Customize → Skills → + → 'Upload a skill' and upload the ZIP.
↓ Download ZIP
Install in Claude Code

Let Claude do it — paste this into Claude Code

Install the skill I found on Claude Skill Mart.
Copy the skills/02-who-is-this-for folder from the GitHub repo AIDevGTM/gtm-cofounder into my ~/.claude/skills/who-is-this-for/.
When it's done, tell me in one line what this skill can do.

Install with a command instead

git clone https://github.com/AIDevGTM/gtm-cofounder.git && mkdir -p ~/.claude/skills && cp -r gtm-cofounder/skills/02-who-is-this-for ~/.claude/skills/who-is-this-for

⚠ This is a third-party skill. Check the source repository before installing.

  1. Open your terminal.
  2. Clone the skill repository: git clone https://github.com/AIDevGTM/gtm-cofounder.git
  3. Create the skills folder if it doesn't exist: mkdir -p ~/.claude/skills
  4. Copy this skill into place: cp -r gtm-cofounder/skills/02-who-is-this-for ~/.claude/skills/who-is-this-for
  5. Restart Claude Code and prompt it with something like "Help me define our ICP" or "Our product is for developers — narrow that down."
  6. Optionally install the sibling talk-to-users skill from the same repo; you'll need real customer language to fill attribute #4.
View source on GitHub ↗License: MIT