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Free GTM Skills / ICP and wedge

ICP fit check

Use this skill when one account needs a verdict: is this a fit, should we take this demo, tier this account, is this company in our ICP, they're small, do we still want them, check them against the TAM. Produces a pass or fail on each gate, a tier, the segment, the discovery signals still to confirm, and the recommended play.

By Matt Santos, BOM Growth. Free under the MIT license.

Install

npx skills add BOM-Growth/b2b-gtm-skills --skill icp-fit-check

Run it in your project folder, then ask Claude Code for icp-fit-check by name or in your own words.

skills/icp-fit-check/SKILL.mdView on GitHub

This applies to one account at a time. It produces a verdict a rep can act on in the next call.

Before you start

This skill works on its own. If the person has their own marketing brain (or any folder of context files about their company), read the files listed under reads in the header first and cite them for every fact. If they do not have one, do not look for one: ask for the two or three facts this play needs and go on. Never invent a fact; a blank is a question for the person.

Tools: this play speaks in verbs (check the CRM, pull the call, schedule the post). TOOLS.md at the root of this repo lists the tools recommended for each verb. The company’s own 1-context/stack.md wins when it exists. No tool is required; a spreadsheet and a mail client cover most of it.

The play

  1. Read the context (see Before you start). List the gates with their values.
  2. Pull what the CRM already holds on the account, then public sources (site, directory listings, job postings, certifications). Note the source of each fact.
  3. Score each gate pass, fail or unknown. An unknown is not a fail; it becomes a discovery question.
  4. Assign the tier from the tier table. Name the segment (core, adjacent, emerging) if the account is not the default.
  5. Apply the small-account rule: inside the gates but below the scale gate is land and expand, not a decline.
  6. List the discovery signals from 1-context/ideal-customer.md still to confirm on the call, and the persona most likely to champion from 1-context/personas.md.
  7. Recommend the play: named-account outbound, standard demo path, passive path, or decline with the polite exit and the referral ask.
  8. Write the verdict back to the CRM fields the gates map to.

What good looks like

  • The best operator separates “fails a gate” from “we don’t know yet” and sends the unknowns to discovery instead of guessing.
  • The mediocre version disqualifies on headcount or revenue alone and misses the shop that does the volume with a small team.
  • Good output fits on one card: gates, tier, segment, three discovery questions, the play.

Rules

  • MUST cite the source for each gate fact.
  • MUST treat unknowns as discovery questions, not failures.
  • NEVER decline an account inside the gates because it is small; route it to the passive path.
  • NEVER change a gate value here.

Find out if we’re a fit.

In a 30-minute discovery call, you’ll get honest, no-strings advice you can act on right away, and a clear picture of what working together would look like.

Book your discovery call