Identify ICP and go-to-market sequence

Before implementing a systematic go-to-market playbook, innovation lab teams had vague, unfocused ICPs with no clear logic or structure. Multiple, contradictory customer profiles would get mixed together, making it nearly impossible to build a product that resonated with any specific segment or make coherent feature prioritization decisions. Teams struggled to establish a logical, repeatable process for identifying and scoring ICPs to inform go-to-market strategy.

Start by gathering and documenting what the product is, what it does, and what category it belongs to. Feed this product context into an AI tool with a customized prompt. Use the AI to help identify ideal customer profiles (ICPs) and the specific problems the product solves for each segment. Then expand the analysis to identify and understand key competitors. Finally, ask the AI to score different ICP segments and their use cases to evaluate product-market fit potential with each customer group.

Teams can move significantly faster through go-to-market planning and every decision becomes more targeted and on-point. Instead of spreading effort across vague, conflicting customer profiles, teams now prioritize which ICPs matter most and align their feature roadmap accordingly, saving substantial time and reducing wasted effort.

The workflow uses three sequential, customized prompts fed into Claude:

1. Identify Problems Solved: Analyze customer feedback from Trustpilot, G2, and other reviews to uncover the real reasons customers choose the product, the problems it solves, and the unique value it provides.

2. Identify Customer Segments: Drawing on 30 years of industry observations in the relevant market category, create a table for each segment showing: Persona name, Demographic & Behavioural Characteristics (age, location, behaviours, preferences), Jobs to Be Done (use cases and goals), and Pain Points (key challenges and obstacles).

3. Evaluate Segment Suitability: Score each persona against: How well the product solves their problems (with gap analysis), Market Size (estimated number of customers globally or regionally with source citation), Marketing Cost (low/medium/high with key channels identified), and Competitive Landscape assessment.

This three-prompt sequence creates a logical flow from problem identification through segment mapping to prioritization, allowing teams to evaluate which customer segments are most viable for go-to-market focus.