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Icp Targeting Tiers logo

Icp Targeting Tiers

Organization
LeadMagic
icp-targeting-tiers

Define ICP differences across small business, mid-market, and enterprise — buying process, deal size, sales motion, tool stack, messaging by tier. Use when segmenting GTM by company size, designing tier-specific plays, or adapting messaging to buyer sophistication. Triggers on: "ICP tiers", "small business vs enterprise", "mid-market ICP", "segment by company size", "SMB vs enterprise sales", "how to sell to small business".

Overview

PublisherLeadMagic
Repositorygtm-skills
Skill nameicp-targeting-tiers
Stars
72
Forks
18
Bundled files
4
LicenseMIT
Links
Skill sourceRepositoryHomepage
  • Markdown instructions

    A SKILL.md file the model loads on demand, so it only costs tokens when a request actually matches.

  • Works with any LLM

    AI skills are plain Markdown, not provider-specific code, so this works with GPT, Claude, Gemini, Grok, or a local model.

  • 4 bundled files

    Scripts, templates, and references the model can read while it works. Files are read-only and never executed.

  • Open source

    Published by LeadMagic on GitHub. Read the source before you install it.

Installation

Install the Icp Targeting Tiers AI skill in TypingMind to use it with any LLM, or drop it into another agent that reads SKILL.md.

1

Install in TypingMind

TypingMind installs a skill straight from its GitHub folder — it reads SKILL.md, bundles the resource files, and stores the result locally.

  1. Open the app and go to Plugins → Skills.
  2. Choose "Install from GitHub".
  3. Paste the skill folder URL below and confirm.
    https://github.com/LeadMagic/gtm-skills/tree/main/skills/foundation/icp-targeting-tiers
  4. Enable the skill in any chat where you want it available.
Plugins → Skills → Add skill → From GitHub URL, then paste the folder URL and press Continue.
2

Install in another agent

Any agent that reads the Agent Skills format can use this skill — copy the folder into that agent's skills directory.

Claude Code — .claude/skills
git clone --depth 1 https://github.com/LeadMagic/gtm-skills.git /tmp/gtm-skills
mkdir -p .claude/skills
cp -r /tmp/gtm-skills/skills/foundation/icp-targeting-tiers .claude/skills/icp-targeting-tiers
Restart Claude Code after copying so it picks up the new skill.

Use it in TypingMind

Enable Icp Targeting Tiers in any TypingMind chat and the model takes it from there. Its name and description sit in the system prompt, and the moment a request matches, the model loads the full instructions itself — you never invoke it by hand, and it costs no tokens until it is actually used.

The model loads Icp Targeting Tiers on its own as soon as a request matches it.

Works with any AI model

AI skills are plain Markdown instructions rather than provider-specific code, so Icp Targeting Tiers is not tied to the model it was written for. Install it once in TypingMind and use it with GPT-5, Claude, Gemini, Grok, DeepSeek, Mistral, Llama, or a local model you run yourself — all on your own API keys.

  • Loaded only when it is needed

    The system prompt carries just the name and description. The instructions are fetched on the first matching request, so an idle skill costs nothing.

  • Switch models mid-chat

    Because the skill is instructions rather than code, changing model does not break it — the next model reads the same SKILL.md.

Skill instructions

This is the SKILL.md content the model loads. Read it before installing — a skill is instructions your model will follow.

ICP Targeting by Tier

Overview

"Small business," "mid-market," and "enterprise" are not just labels — they're fundamentally different businesses with different buying processes, different decision-makers, different budgets, and different expectations. A GTM motion that works for one tier will fail at another. This skill defines the targeting differences and builds tier-specific plays.

When to Use

  • "How do I sell to small business vs enterprise?"
  • "Define ICP by company size"
  • "What's different about mid-market?"
  • "Segment our GTM by tier"
  • "SMB sales playbook"
  • "Enterprise vs SMB ICP"

Authoritative Foundations

  • Jason Lemkin & Mark Roberge — From Survival to Thrival. Moving upmarket to enterprise is a Thrival-stage decision — only after Survival ($0–$2M) and early Thrival ($2M+) motions are repeatable. Enterprise requires different ACV, cycle length, stakeholders, and sales capacity. Load abm-strategy and multi-thread-orchestration when targeting the enterprise tier.
  • OpenView (Bartlett, Poyar) — Company size segmentation for PLG. SMB: self-serve, product-led. Mid-market: product-led + sales assist. Enterprise: sales-led with product support.
  • Winning by Design — GTM motion determined by ACV, not company size. $1K ACV = transactional. $10K ACV = consultative. $100K ACV = strategic.
  • Jason Lemkin (SaaStr) — "You can't sell $10/month to SMBs and $100K/year to enterprises with the same motion."

Tier Definitions

Small Business (SMB): 1-50 employees

  • Deal size: $100-$5K ACV
  • Buyer: Founder, owner, or solo operator. Wears all hats.
  • Buying process: 1 decision-maker. Days, not weeks. Credit card, not PO.
  • What they care about: Speed to value, simplicity, "does it solve my immediate problem today?"
  • What they don't care about: Security reviews, SOC2, enterprise SSO, multi-year contracts, implementation services
  • How they buy: Self-serve trial → evaluate in-product → swipe credit card. May never talk to a salesperson.
  • Sales motion: Product-led. Free trial or freemium. In-app conversion. Low-touch email sequences. No SDRs.
  • Messaging: "Get started in 5 minutes." "No setup required." Show the outcome, not the architecture.
  • Pricing: Transparent, self-serve. Monthly or annual. Under $500/month for most tools.
  • Churn risk: High. They churn when the founder leaves, the business pivots, or cash gets tight. NRR is less relevant than logo retention.
  • Support expectation: Self-serve knowledge base + email support. No dedicated CSM. Response within 24 hours is acceptable.

Mid-Market: 50-500 employees

  • Deal size: $5K-$50K ACV
  • Buyer: Director or VP. May have a manager doing evaluation.
  • Buying process: 2-4 decision-makers. Weeks, not days. Needs internal champion to sell up. May require security review.
  • What they care about: Integration with existing stack, team adoption, ROI within 6 months, "will my team actually use this?"
  • What they don't care about: Custom SLAs, dedicated infrastructure, white-glove onboarding (they want guided, not white-glove)
  • How they buy: Trial or POC → internal evaluation → procurement. Champion sells internally. Sales assists the champion.
  • Sales motion: Product-led + sales assist. Self-serve trial with AE outreach at key milestones. 1 AE can handle 20-30 active deals.
  • Messaging: "Here's how [similar company] implemented this." Team-level proof points. Show adoption metrics, not just individual value.
  • Pricing: Tiered by seats or usage. Annual contract. $500-$5K/month. Discount for annual commitment.
  • Churn risk: Medium. They churn when the champion leaves. Multi-threading is essential. NRR target: 100-120%.
  • Support expectation: Email + chat support. Shared CSM (1:50 ratio). Response within 4 hours. Quarterly business review optional.

Enterprise: 500+ employees

  • Deal size: $50K-$500K+ ACV
  • Buyer: VP or C-level. Buying committee of 5-10 people.
  • Buying process: 6-12 months. Legal, security, procurement, IT, business stakeholder. RFP common. Multiple competitors evaluated.
  • What they care about: Security (SOC2, ISO, pen tests), compliance (GDPR, HIPAA, FedRAMP), scalability, SLAs, vendor stability, "will you be here in 5 years?"
  • What they don't care about: "Free trial." They can't use free anything without procurement approval. Monthly pricing. Consumer-grade UX if the backend is enterprise-grade.
  • How they buy: Outbound or inbound → demo → security review → POC → procurement → legal → implementation. Multiple stakeholders must align.
  • Sales motion: Sales-led. Dedicated AE + SE + CSM per account. SDR for pipeline. Executive sponsor required for $100K+ deals.
  • Messaging: Industry-specific proof. Named enterprise logos. Security and compliance documentation available before the first call. "We understand your procurement process."
  • Pricing: Custom. Annual or multi-year. Net 30/60 payment terms. Procurement discounts for multi-year. Implementation fees separate.
  • Churn risk: Low logo churn, but high ACV concentration risk. They churn when there's a reorg, acquisition, or executive sponsor departure. NRR target: 110-130% through expansion.
  • Support expectation: Dedicated CSM (1:10-20 ratio). Named support contact. SLA with 1-hour response for critical issues. Quarterly business review mandatory. Executive sponsor check-ins.

Step-by-Step Process

Phase 1: Tier Assignment

Score each account on the tier definition. Use firmographic data:

  • Employee count: Primary signal. <50 = SMB, 50-500 = MM, 500+ = ENT.
  • Revenue: Secondary signal. <$5M = SMB, $5M-$100M = MM, $100M+ = ENT.
  • Industry: Regulated industries (finance, healthcare, government) behave like enterprise even at smaller sizes due to compliance requirements.
  • Tech stack: Enterprise tools (Salesforce, Workday, SAP) signal enterprise buying behavior even at mid-market employee counts.

Phase 2: Motion Assignment

Based on ACV, not company size:

  • <$5K ACV: Transactional. Self-serve or low-touch sales. Automate everything.
  • $5K-$25K ACV: Consultative. Sales assist with product-led entry. AE handles evaluation and close.
  • $25K-$100K ACV: Enterprise-lite. Dedicated AE. Custom demo. Procurement support. Security review package.
  • $100K+ ACV: Strategic. Full enterprise motion. Executive sponsor. Multi-threaded. Custom POC. Legal and procurement support.

Phase 3: Messaging by Tier

ElementSMBMid-MarketEnterprise
Hero headline"Get started in 5 minutes""The [category] trusted by [N] teams""[Industry]'s most secure [category]"
Social proofStar ratings, review countCase studies, team-level ROINamed logos, security certifications
CTA"Start free trial""See how it works""Talk to sales"
Pricing pageTransparent, self-serve tiers"Contact us" for top tierNo pricing page — custom only
Objection focus"Too expensive for what it does""Will my team adopt it?""Is this enterprise-grade?"

Phase 4: Sales Process by Tier

StageSMBMid-MarketEnterprise
Lead sourceSelf-serve signupInbound demo requestOutbound + referrals
QualificationProduct usage signalsBANT/MEDDIC (light)Full MEDDICC
EvaluationIn-product trialGuided POC (2 weeks)Custom POC (4-8 weeks)
Decision-maker1 person2-4 people5-10 people (committee)
CloseCredit cardAnnual contractMulti-year MSA
OnboardingSelf-serveGuided (CSM-lite)White-glove (dedicated CSM)

Phase 5: When Tiers Collide

Common failure modes when mixing tiers:

  1. SMB pricing with enterprise expectations. Enterprise buyer at SMB price expects enterprise support. They'll churn or demand unsustainable service levels.
  2. Enterprise motion for SMB deals. 6-week sales cycle for a $2K deal. You'll lose money on every sale. Automate or don't sell to them.
  3. Mid-market stuck in between. Not big enough for enterprise motion, not small enough for self-serve. This is the hardest tier to get right. The answer: product-led entry + sales assist. Let the product qualify; let the AE close.

Output Format

Tier targeting playbook with: tier definitions, account scoring model, motion assignment matrix, messaging by tier, sales process by tier, and collision handling rules.

Quality Check

Before delivering, verify:

  • All required sections are complete
  • Output matches the user's stated need
  • Named frameworks are cited for key recommendations
  • No vague claims — every recommendation has a specific action
  • Deliverable is ready for operational use, not just conceptual

Common Pitfalls

  1. Segmenting by employee count only. A 30-person cybersecurity company buys like an enterprise (security reviews, compliance, long cycles). A 300-person e-commerce company buys like SMB (credit card, fast decision). Use ACV and buying behavior, not just firmographics.

  2. One motion for all tiers. The rep who closes $100K enterprise deals cannot also close $1K SMB deals. The skills, patience, and process are completely different. Segment your sales team by tier.

  3. Enterprise features for SMB customers. "We have SSO and audit logs!" SMB buyer: "I don't know what SSO is. Can I import a CSV?" Build for your buyer's sophistication level, not your engineering team's pride.

Execution Artifacts

  • references/framework-notes.md — Named frameworks and reference tables
  • templates/output-template.md — Deliverable shell for agent output
  • scripts/check-output.py — Lightweight deliverable validator
  • references/icp-tiering-cheatsheet.md — SMB / mid-market / enterprise tier traits, buying motion, proof, and risk

Related Skills

  • icp-scoring: Define weighted scoring model for ICP qualification
  • positioning-messaging: Tier-specific positioning and narrative
  • pricing-strategy: Tier-specific pricing and packaging
  • sales-team-building: Hire for the tier you're selling into
  • gtm-context: Document your tier definitions as reusable context
  • buyer-psychology: How buyers at each tier make decisions

Bundled files

The model reads these on demand while the skill is loaded. They are exposed as readable files and are never executed.

Frequently asked questions

What does the Icp Targeting Tiers AI skill do?

Define ICP differences across small business, mid-market, and enterprise — buying process, deal size, sales motion, tool stack, messaging by tier. Use when segmenting GTM by company size, designing tier-specific plays, or adapting messaging to buyer sophistication. Triggers on: "ICP tiers", "small business vs enterprise", "mid-market ICP", "segment by company size", "SMB vs enterprise sales", "how to sell to small business".

Why use Icp Targeting Tiers on TypingMind?

Because you install it once and use it with any model. Icp Targeting Tiers is plain Markdown rather than provider-specific code, so the same skill runs on GPT-5, Claude, Gemini, Grok, or a local model — and you can switch model mid-chat without it breaking. TypingMind runs on your own API keys, so you pay providers directly instead of a per-seat subscription, and your skills and chats stay in your own storage.

How do I install Icp Targeting Tiers in TypingMind?

Open Plugins → Skills → Install from GitHub in TypingMind and paste https://github.com/LeadMagic/gtm-skills/tree/main/skills/foundation/icp-targeting-tiers. TypingMind reads its SKILL.md and bundles its files and installs it as a skill you can enable per chat.

Which AI models can use Icp Targeting Tiers?

Any model you connect in TypingMind. AI skills are plain Markdown instructions rather than provider-specific code, so GPT, Claude, Gemini, Grok, and local models can all load this skill when a request matches it.

How many AI models can I use with Icp Targeting Tiers?

As many as you like. As long as a model supports skills, you can use Icp Targeting Tiers with it — GPT, Claude, Gemini, Grok, DeepSeek, Mistral, Llama and more — all on TypingMind with your own API keys.

Is the Icp Targeting Tiers AI skill free?

Yes. It is published on GitHub by LeadMagic under the MIT license. You only pay your own AI provider for the tokens you use.

What are AI skills?

An AI skill is a reusable instruction bundle that teaches an AI model how to do one specific task. It follows the open Agent Skills format: a SKILL.md file with a name and description, plus any scripts, templates or reference files the model may need. The model reads the instructions only when your request matches the skill, so an installed skill costs nothing until it is used.

How are AI skills different from plugins or MCP servers?

A plugin or MCP server gives a model new tools to call — code that runs somewhere and returns a result. An AI skill gives the model knowledge and process instead: how to approach a task, which steps to follow, what good output looks like. Skills are plain Markdown, so they need no server, no API key and no runtime, and they work with any model.

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