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Who Is This For (ICP Definition)

A GTM skill that sharpens a vague "for developers" target into a specific ICP with exclusions plus a map of every persona in the sale.

Marketing & SEOBeginner★ 246⑂ 26AI score 8/10Last updated: Aug 24, 2026

What it does

When your audience is described as "developers" or "engineering teams," this skill narrows it into an ICP you can actually write copy against.

  • 5-attribute ICP: company shape, technical context, the trigger, the pain in their own words, and who says no.
  • Personas in the sale: Alpha Dev (finds and advocates), Empowered CTO (holds budget), VP Engineering (evaluates feasibility), SRE/Platform Eng (gatekeeps operational risk).
  • Jobs To Be Done phrasing: "When [situation], I want to [motivation], so I can [outcome]" instead of job titles.
  • Decision tree: adopter controls budget → PLG/self-serve; otherwise → complex sale needing a WIIFM per persona.
  • Common traps flagged: TAM theater, budget-chasing copy, persona-as-job-title, one-persona complex sales.

Who it's for

  • Founders, solo marketers and PMMs of dev tools, APIs and AI products
  • Teams whose landing page still says "ship faster"
  • Early startups with great demos and no closed deals

Example uses

  1. Paste your "for developers" homepage copy and get back a 5-attribute ICP draft, including the segment you're deliberately not for.
  2. When enterprise deals stall, list every persona in the sale and find whose "what's in it for me" is missing.
  3. Rewrite your one-line pitch as a JTBD statement ("When I inherit a service with no tests…") so trigger, pain and win are explicit.

· · · 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 Terminal (macOS/Linux) or Git Bash (Windows).
  2. Clone the repo: git clone https://github.com/AIDevGTM/gtm-cofounder.git
  3. Create the skills folder: mkdir -p ~/.claude/skills
  4. Copy this skill: cp -r gtm-cofounder/skills/02-who-is-this-for ~/.claude/skills/who-is-this-for
  5. Restart Claude Code and prompt something like: "Help me define our ICP — right now we just say it's for developers."
  6. To install the whole GTM set (including talk-to-users, which this skill references), run cp -r gtm-cofounder/skills/* ~/.claude/skills/.
View source on GitHub ↗License: MIT