Get a ranked slate of customers to interview.
Scores every paying customer against your ICP and returns a prioritized list with a verdict and reason each.
Inside: The scoring against your ICP and the ranked interview slate.
Install it in one line, or paste it in.
~/.claude/skills/ and runs automatically when it is relevant.Connect your context. Set it to your motion.
the full customer book with owners, firmographics, revenue, and the contact graph, live.
| What to set | What it means | Default |
|---|---|---|
| CRM | Which system holds your book and contact graph | Whatever CRM you connect |
| Your ICP criteria | Size band, geography, tech stack, industry weights | Read from the ICP doc you provide |
| Book owner field | The field that marks an account as on someone's managed book | The owner field |
| How many to surface | Slate size, split Priority and backup | 5 to 7 Priority13 to 15 backups |
| ICP-match threshold | The composite cutoff | 78or whatever your ICP doc names |
Everything the skill does, in full.
Turns your customer book plus an ICP definition into a ranked slate of customers to interview. It scores every paying customer against the ICP you provide, ranks them, and returns a prioritized slate. Each customer gets a verdict, a three-bullet why grounded in real data, and one named buying-committee recipient so a CSM can make a warm intro. The slate ships in two tiers, a small Priority set you book first and a larger backup set, plus a watchlist of who it considered and dropped, with reasons.
- 11. Resolve the ICP doc. Extract the size band and ceiling, primary geography, primary stack, industry set, anti-pattern verticals, and the current positioning sentence verbatim. Missing pieces: stop and ask.
- Pull the customer book. Every paying customer on a managed book, with the fields the score needs.
- Score every account against the ICP using the bands you extracted: a weighted composite of size, geography, stack, CRM, industry, and fit. Modifiers: tenure bucket (2 to 5 years is the freshest buyer memory), high product engagement, size out of band (flagged), anti-pattern vertical (dropped to watchlist), no senior contact (hygiene flag).
- Pull buying-committee contacts for the top accounts. The most senior still-active contact per account; no senior contact is a hygiene flag, not a silent drop.
- Write the Priority tier as briefs (verdict, three-bullet why, named next move with the CSM who introduces). Backups render as a compact table.
- Build the watchlist: every account that scored above the threshold but did not make the slate, with the reason.
- Verdict taxonomy: Interview-Priority, Interview, Interview-if-capacity, Skip-this-round.
Every account on the slate must be able to answer the five interview questions: how did you find us, what did you almost pick instead, react to this positioning sentence, what outcome are you getting you could not get elsewhere, would you recommend us and to whom. Too new to answer two or four reliably means demote to backup.
Customer Interview Targets - ICP Validation Round 49 managed customers - 24 ICP-match - 20 slate - 6 priority PRIORITY (book first) 1 - Northwind Logistics - ICP 100 - Priority 200 emp - US - Professional Services - full primary-stack match - 5yr+ WHY - Sweet-spot size, top-converting industry, the exact ICP shape - 5+ year customer with 5 renewals; long enough memory to compare positioning - High product engagement; can speak to outcomes, not just intent NEXT MOVE CSM intros the Founder. Frame: "we're rewriting how we describe who we sell to, and you're the case study." WATCHLIST (scored well, skipping) - Cedar Retail Co (82) - anti-pattern vertical per the ICP doc - Summit Holdings (78) - above the size ceiling
Where an operator takes this next.
The slate is step one. Here is where an operator takes it once the manual version proves out.
You built the slate once, now it restocks itself.
Run a scheduled Claude task against Salesforce each time the customer book changes, and re-rank against the same ICP doc.
When a Priority account is confirmed, drop the CSM a Slack message with the named recipient and the one-line ask, ready to forward.
Send the answers to the five questions into a knowledge-base or Notion doc so the next validation round starts from real quotes, not a blank page.
One skill is the on-ramp.
A single skill does one job. Chained into a playbook, or run as a full build, it becomes a system. Here is where this one plugs in.