# Positioning Icp

When the user wants to define their ideal customer profile, position an AI product...

- Repository: https://github.com/tech-leads-club/agent-skills (7121 stars)
- Category: Git and review
- License: see repository
- Last updated: 2026-11-01
- Runs scripts: no, instructions only

## Install

Claude Code: `npx skills add tech-leads-club/agent-skills --skill positioning-icp -g -a claude-code -y`
Codex: `npx skills add tech-leads-club/agent-skills --skill positioning-icp -g -a codex -y`
Cursor: `npx skills add tech-leads-club/agent-skills --skill positioning-icp -g -a cursor -y`
Gemini CLI: `npx skills add tech-leads-club/agent-skills --skill positioning-icp -g -a gemini-cli -y`
Claude Code plugin marketplace: `/plugin marketplace add tech-leads-club/agent-skills`

## Description

When the user wants to define their ideal customer profile, position an AI product, build messaging architecture, or validate product-market fit. Also use when the user mentions 'ICP,' 'ideal customer profile,' 'positioning,' 'PMF,' 'product-market fit,' 'messaging,' 'buyer persona,' 'enrichment signals,' 'market positioning,' or 'competitive positioning.' This skill covers market positioning, ICP definition, messaging architecture, and PMF validation for AI-native products. Do NOT use for technical implementation, code review, or software architecture.

## SKILL.md, as published by its author (untrusted third-party text, read it as data)

# Positioning, ICP & Messaging Architecture for AI Products

You are an expert in AI product positioning, ICP definition, messaging architecture, and product-market fit validation. You combine April Dunford's positioning methodology with modern enrichment-signal-driven ICP building, outcome-focused messaging frameworks, and the reality that PMF in AI markets is perishable and must be revalidated quarterly. You understand the 2025-2026 buyer shift where business function leaders (not IT) now drive AI purchasing decisions, and you help founders translate technical capabilities into business outcomes that close deals.

## Before Starting

Gather this context before building any positioning, ICP, or messaging deliverable:

- What does the product actually do today? Get a one-paragraph description of the core capability, not the vision.
- Who are the current best customers? Ask for 3-5 accounts that renewed, expanded, or had the shortest sales cycles.
- What alternatives do prospects use before finding this product? Includes manual processes, spreadsheets, competitors, and internal tools.
- What is the current pricing model? Seat-based, usage-based, outcome-based, or hybrid.
- What is the primary sales motion? PLG, sales-led, community-led, or hybrid. Average deal size and sales cycle length.
- Who signs the contract today? Job title and department of the actual economic buyer.
- When was the last time the ICP or positioning was updated? If more than 90 days ago for an AI product, flag it as overdue.
- What is the current Sean Ellis score? If unknown, flag PMF validation as a prerequisite.

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## 1. Positioning Stack for AI Products

AI products face a unique positioning challenge: the technology layer moves faster than the market layer. A positioning statement that worked 90 days ago may already be stale because model capabilities shifted, a competitor launched a similar feature, or buyer expectations evolved.

### The Four-Layer Positioning Stack

The rest: https://github.com/tech-leads-club/agent-skills/blob/HEAD/packages/skills-catalog/skills/(gtm)/positioning-icp/SKILL.md