defining-icp

1# Defining Your ICP
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3Narrow your focus to win a market beachhead and build undeniable momentum.
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5Help the user with defining your icp using insights from 15 guests and posts across Lenny's Podcast and Newsletter.
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7## How to Help
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91. **Identify the Narrowest Possible Segment** - Help the user strip away broad demographics to find a comically narrow beachhead where their solution is a 10x improvement.
102. **Extract Key Attributes** - Guide the user to define three specific and unique characteristics that separate their ICP from the general market.
113. **Validate Through Signal Quality** - Use cold outreach data and user behavior to confirm if the chosen segment feels acute pain and demonstrates urgency.
124. **Plan for Strategic Expansion** - Determine when the current niche is dominated and outline the sequence for moving into adjacent segments.
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14## Core Principles
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16### Dominate the niche to gain power
17Geoffrey Moore: "The tendency when you're in the chasm is, 'I just need more customers. I should take any customer I could find,' because we need revenue. It's like taking a match and running it back and forth under a log. It's not going to light the log. So how do you start a fire? Well, you start it by putting a little kindling, little crumpled up paper, and you hold the match in one place until the fire starts."
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