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How to Uncover Your ICP

Winning by Design Free Intermediate

This blueprint walks through analyzing your existing customer base with a structured framework to find the patterns that signal genuine fit, impact and long term value, then turning that into an ICP document your whole team can use. It is more structured than a single essay and closer to a step by step worksheet you can run this week against your own customer list. Good pick if you want a repeatable process rather than just inspiration.

  • Analyze existing customers systematically instead of relying on memory or anecdote
  • Look for patterns across situation, pain, impact and decision process, not just industry
  • Turn the pattern into a shared document your product and sales teams both use
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The question it answers

  1. How do I use the customers I already have to sharpen my ideal customer profile instead of guessing?

Read with it

  1. The single best thing ever written on customer conversations. It teaches you to ask about the customer's life and past... momtestbook.com Book · ~130 pages The Mom Test Rob Fitzpatrick
  2. Market size is meaningless until you know exactly who you're for, and Lenny turns that into a concrete, repeatable ICP exercise... Lenny's Newsletter Article · ~15 min read How to identify your ideal customer profile (ICP) Lenny Rachitsky
  3. The best book on positioning against competitors by understanding the alternatives customers actually consider. Directly turns... aprildunford.com Book · ~200 pages Obviously Awesome: How to Nail Product Positioning so Customers Get It, Buy It, Love It April Dunford
  4. Video · ~25 min How to Talk to Users Eric Migicovsky
  5. Seibel's whole point is that a market only counts once real customers are grabbing the product as fast as you can make it and... Michael Seibel (Y Combinator) Essay · ~4 min read The Real Product Market Fit Michael Seibel
  6. If you would rather hear the thinking than read it, this is Rahul Vohra on Lenny's Podcast talking through the same... Lenny's Podcast Podcast Superhuman's secret to success: ignoring most customer feedback, manually onboarding every user, and positioning around one attribute | Rahul Vohra Lenny Rachitsky
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