customer-profile-builder

name	customer-profile-builder
description	ICP oluşturma. Firmographic data, psychographic analysis ve persona cards.
triggers	{"keywords":["ICP","ideal customer profile","persona","buyer persona","customer segmentation","firmographic"]}
auto_load_when	Kullanıcı ideal müşteri profili, ICP, persona kartları veya müşteri segmentasyonu talep ettiğinde
agent	researcher
tools	["Read","Write","Grep","Glob"]

Customer Profile Builder (Müşteri Profil Uzmanı)

Odak Alanı: Ideal Customer Profile (ICP) oluşturmak, firmographic ve psychographic analiz yapmak ve detaylı persona kartları hazırlamak.

---

Pattern 1: Firmographic Data Analysis

1.1 Temel Firmographic Özellikler

Core Firmographic Dimensions:
├── Company Size
│   ├── Employee count
│   ├── Revenue range
│   ├── Number of locations
│   └── Growth rate
│
├── Industry
│   ├── Primary industry (NAICS/SIC)
│   ├── Sub-industry
│   ├── Market segment
│   └── Industry trends
│
├── Geography
│   ├── Headquarters location
│   ├── Operating regions
│   ├── Language preference
│   └── Time zone
│
├── Technology
│   ├── Current tech stack
│   ├── IT budget size
│   ├── Tech maturity level
│   └── Digital transformation stage
│
└── Business Model
    ├── B2B, B2C, B2B2C
    ├── Revenue model
    ├── Customer type
    └── Sales model

1.2 Firmographic Scoring Matrix

ICP Fit Scoring:
├── Company Size Score (/25)
│   ├── Ideal: 50-500 employees → 25
│   ├── Acceptable: 20-50, 500-1000 → 15
│   └── Outside: <20, >5000 → 5
│
├── Industry Score (/20)
│   ├── Target industry: 20
│   ├── Adjacent: 10
│   └── Non-target: 0
│
├── Revenue Score (/20)
│   ├── $1M-50M: 20
│   ├── $50M-200M: 15
│   └── Other: 5
│
├── Technology Fit (/20)
│   ├── Compatible: 20
│   ├── Partial: 10
│   └── Incompatible: 0
│
└── Geography Score (/15)
    ├── Same region: 15
    └── Other: 5

1.3 Data Sources

Firmographic Data Collection:
├── First-party data
│   ├── CRM data analysis
│   ├── Customer interviews
│   └── Sales team insights
│
├── Third-party data
│   ├── ZoomInfo
│   ├── LinkedIn Sales Navigator
│   ├── Clearbit
│   └── D&B
│
└── Research sources
    ├── Industry reports
    ├── Company websites
    └── News/press releases

---

Pattern 2: Psychographic Analysis

2.1 Psychographic Dimensions

Psychographic Categories:
├── Goals & Motivations
│   ├── Primary business goals
│   ├── Personal career goals
│   ├── Key priorities
│   └── Success metrics
│
├── Challenges & Pain Points
│   ├── Industry challenges
│   ├── Role-specific challenges
│   ├── Daily frustrations
│   └── Strategic problems
│
├── Values & Beliefs
│   ├── Business philosophy
│   ├── Risk tolerance
│   ├── Innovation orientation
│   └── Quality expectations
│
├── Decision Making Style
│   ├── Risk appetite
│   ├── Timeline preference
│   ├── Information needs
│   └── Approval process
│
└── Communication Preferences
    ├── Preferred channels
    ├── Content formats
    └── Engagement style

2.2 Psychographic Research Methods

Research Techniques:
├── Qualitative
│   ├── Customer interviews (1:1)
│   ├── Sales team debriefs
│   ├── Support ticket analysis
│   └── Social listening
│
├── Quantitative
│   ├── Survey data
│   ├── Behavioral data
│   ├── NPS/CSAT analysis
│   └── Website analytics
│
└── Observational
    ├── Sales call recordings
    ├── Demo observations
    ├── On-site visits
    └── Community forums

---

Pattern 3: ICP Framework Yapısı

3.1 ICP Document Template

ICP Document Structure:
├── Section 1: Overview
│   ├── ICP name
│   ├── Version
│   ├── Target market
│   └── Quick summary
│
├── Section 2: Firmographic Profile
│   ├── Company size
│   ├── Industry
│   ├── Revenue
│   ├── Geography
│   ├── Technology
│   └── Business model
│
├── Section 3: Psychographic Profile
│   ├── Goals and motivations
│   ├── Challenges and pain points
│   ├── Values and beliefs
│   └── Decision making
│
├── Section 4: Buying Behavior
│   ├── Purchase process
│   ├── Decision makers
│   ├── Timeline
│   ├── Budget
│   └── Evaluation criteria
│
├── Section 5: Engagement Model
│   ├── Preferred channels
│   ├── Content preferences
│   ├── Key messages
│   └── Sales approach
│
└── Section 6: Red Flags
    ├── Warning signs
    ├── Bad fit indicators
    └── Disqualification criteria

3.2 ICP Statement Template

ICP Statement Format:
"Our ideal customer is a [company type] in the [industry] industry,
with [company size] employees and $[revenue] in annual revenue,
located in [geography]. They are currently facing [key problem]
and their primary goal is to [goal]. They make purchasing decisions
based on [criteria] and have a [timeline] sales cycle. They value
[values] and prefer [communication style]."

Example:
"Our ideal customer is a mid-market B2B SaaS company in the
technology industry, with 50-200 employees and $5-50M in annual
revenue, headquartered in North America. They are currently
facing challenges with sales scaling and team management,
and their primary goal is to increase revenue by 30% in the
next 12 months. They make purchasing decisions based on ROI
and implementation speed, and have a 60-90 day sales cycle.
They value efficiency and data-driven decision-making."

---

Pattern 4: Persona Cards

4.1 Persona Card Template

Persona Card Structure:
├── Basic Information
│   ├── Name
│   ├── Role
│   ├── Company type
│   └── Industry
│
├── Demographics
│   ├── Age range
│   ├── Experience level
│   ├── Education
│   └── Location
│
├── Goals & Motivations
│   ├── Primary goal 1
│   ├── Primary goal 2
│   ├── Primary goal 3
│   └── Success metrics
│
├── Challenges & Pain Points
│   ├── Primary challenge 1
│   ├── Primary challenge 2
│   ├── Primary challenge 3
│   └── Frustration factors
│
├── Decision Making
│   ├── Decision authority
│   ├── Key stakeholders
│   ├── Information sources
│   └── Evaluation criteria
│
├── Communication Style
│   ├── Preferred channel
│   ├── Content preferences
│   ├── Response patterns
│   └── Language/tone
│
├── Objections & Concerns
│   ├── Common objections
│   ├── Primary concerns
│   └── Risk factors
│
└── How to Reach Them
    ├── Key touchpoints
    ├── Value proposition
    └── Engagement strategy

4.2 Persona Examples

Example: "Decision Maker" Persona
├── Name: "Strategic Sarah"
├── Role: VP of Sales / CRO
├── Company: Mid-market B2B SaaS
├── Size: 50-200 employees
├── Revenue: $10-50M ARR
│
├── Goals
│   ├── Scale revenue 30% YoY
│   ├── Improve sales efficiency
│   ├── Build repeatable process
│   └── Reduce churn
│
├── Challenges
│   ├── Hitting quarterly targets
│   ├── Hiring top talent
│   ├── Tool consolidation
│   └── Sales-marketing alignment
│
├── Pain Points
│   ├── "Spreadsheet fatigue"
│   ├── "No visibility into pipeline"
│   ├── "Reps wasting time on admin"
│   └── "Forecast is always wrong"
│
├── Decision Style
│   ├── ROI-driven
│   ├── Competitive (likes wins)
│   ├── Hands-on but delegator
│   └── Wants peer validation
│
├── How to Reach
│   ├── LinkedIn outreach
│   ├── Peer referrals
│   ├── Industry conferences
│   └── Thought leadership content
│
└── Objections
    ├── "Too expensive"
    ├── "Need to prove ROI"
    └── "My team won't use it"

---

Pattern 5: ICP Validation ve Iterate

5.1 ICP Validation Methods

Validation Framework:
├── Data-Driven Validation
│   ├── Analyze existing customers
│   ├── Calculate customer lifetime value
│   ├── Identify best-fit segment
│   └── Compare to target ICP
│
├── Sales Feedback Loop
│   ├── Interview sales team
│   ├── Review win/loss analysis
│   ├── Get rep input on ideal profile
│   └── Identify pattern in deals
│
├── Customer Feedback
│   ├── Survey happy customers
│   ├── Interview at-risk customers
│   ├── Analyze churn reasons
│   └── Gather NPS feedback
│
└── Market Validation
    ├── Test in market
    ├── Measure response rates
    ├── Track conversion by segment
    └── Adjust based on results

5.2 ICP Iteration Process

Iteration Framework:
├── Quarterly Review
│   ├── Update firmographic data
│   ├── Add new psychographic insights
│   ├── Refine based on learnings
│   └── Document changes
│
├── Continuous Improvement
│   ├── Track ICP performance
│   ├── Monitor conversion rates
│   ├── Update based on market shifts
│   └── Document best practices
│
└── Version Control
    ├── Version number ICP documents
    ├── Track significant changes
    ├── Maintain history
    └── Update stakeholders

---

Key Patterns (Özet)

Pattern	Odak	Uygulama
Firmographic	Şirket verileri	Size, industry, revenue, tech
Psychographic	Müşteri zihni	Goals, challenges, values
ICP Statement	Özet	Format template
Persona Cards	Detay	Card structure with examples
Validation	Doğrulama	Data + feedback loops

---

Anti-Patterns

❌ Yasaklı Yaklaşımlar

Creation errors:
  - Too broad ICP (everyone is a target)
  - Too narrow (not enough market)
  - No data backing assumptions
  - Outdated information

Content errors:
  - Vague descriptions
  - No quantified criteria
  - Missing validation
  - No stakeholder input

✅ Doğru Yaklaşımlar

Best practices:
  - Data-backed criteria
  - Regular updates (quarterly)
  - Multiple data sources
  - Sales + marketing alignment
  
Validation:
  - Customer data analysis
  - Sales team input
  - Market testing
  - Continuous iteration

---

Quick Reference

Category	Data Points	Sources
Firmographic	Size, revenue, industry, tech	CRM, data providers
Psychographic	Goals, challenges, values	Interviews, surveys
Behavioral	Activities, engagement	Analytics, CRM
Needs	Problems, priorities	Customer research

ICP Element	Description	Example
Company Size	Employee count	50-500
Industry	NAICS code	Software/SaaS
Revenue	Annual revenue	$5-50M
Geography	Operating region	North America
Technology	Tech stack	Salesforce, HubSpot

Persona	Role	Priority
Decision Maker	C-Level, VP	Primary target
Influencer	Director, Manager	Secondary target
User	IC, Specialist	Nurture

Validation	Frequency	Method
Full review	Quarterly	Data + feedback
Quick update	Monthly	Sales input
Major revision	Annual	Complete refresh

🌍 Universal Language Support

• Turkish Native: This skill natively supports Turkish. If the user prompt is in Turkish, all analysis, formatting, and output MUST be entirely in Turkish. You do not need explicit "write in Turkish" instructions.