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icp-matrix-builder

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Use this skill when targeting needs to become a decision rule instead of a description — before launching outbound for a new company or product line, when refining targeting after the first campaign data lands, when expanding into a new vertical, or when a list is producing replies from people who will never buy. Produces a scored, tiered ICP matrix that a list build can be filtered against and that anyone on the team can apply the same way twice. Trigger phrasings: "define our ICP", "who should we target", "build the ICP", "tier these accounts", "score this list", "our leads are bad", "we're getting replies but no deals", "which segment do we go after".

skills/tanyo-gochev/icp-matrix-builder/SKILL.md

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Oct 20, 2026
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Applies before any list gets built or bought. Produces a scored, tiered matrix that turns targeting from an opinion into a filter.

## Default-deny, not default-allow

Most ICP work starts from "who could buy this" and subtracts. That produces a large list with a fuzzy edge, and the fuzzy edge is where the budget dies.

Invert it: **an account is out until it earns its way in.** Every dimension is a gate that must pass, not a point that gets added to a total. A high score on four dimensions never rescues a fail on the fifth — a company with perfect firmographics and no budget is not a 4/5, it's a no.

Order the gates cheapest-first, so the expensive ones only ever run on survivors:

1. **Structural fit** — size band, stage, model, geography. Free or near-free to check.
2. **Problem evidence** — something observable says they have the problem you solve. Not "they could have it."
3. **Exclusions** — competitors, current clients, prior contact, people who sell what you sell. Run this early; it's cheap and it prevents the most embarrassing sends.
4. **Reachability** — can you actually get to the buyer? An unreachable perfect fit is worth zero.
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