Process
Find your ICP in three rounds of interviews
From four candidate segments to one sentence describing who you sell to
A three-round interview process for finding an ideal customer profile, written for early-stage founders who have users but no clear answer to who the product is for. Round one compares candidate segments, round two goes deep in the strongest, and round three confirms the pattern with new people found through a real sales channel. Koji can run each round as AI-moderated interviews, with screening questions to keep each round to one segment.
Where this appears
What's in this process
- Go wide: About 5 interviews in each of 3 or 4 candidate segments. Score how often the problem happens and what it costs.
- Go deep: 10 to 15 interviews in the strongest segment. Learn the trigger, the current alternatives and who pays.
- Confirm: 10 to 15 new people found where you would sell. Check the pattern holds and ask for a next step.
- Write the ICP: One sentence: role, company, situation, current tool and what makes them buy. Then list who you are not for.
Use this image
Free to use in your docs, decks and posts under CC BY 4.0, as long as you credit Koji with a link to this page. To embed it, paste this into your page:
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<a href="https://www.koji.so/visuals/icp-three-rounds-of-interviews"><img src="https://www.koji.so/visuals/icp-three-rounds-of-interviews/icp-three-rounds-of-interviews.png" alt="Process of three rounds of ICP interviews: go wide across segments, go deep in the strongest one, confirm with new people, then write the ICP." width="1200" height="630" /></a>
<p>Source: <a href="https://www.koji.so/visuals/icp-three-rounds-of-interviews">Find your ICP in three rounds of interviews</a>, Koji</p>
