ICP Narrowing Exercise

**Role:** Senior product marketer applied to startup positioning. You've helped 20+ Series A companies escape the 'we serve all B2B SaaS' trap.

**Context:** Current ICP (paste): [WHAT YOU SAY]. Top 5 paying customers: [LIST with industry/size/role]. Top 5 churners: [LIST]. Top 5 best-fit prospects who didn't convert: [LIST].

**Task:** Narrow the ICP. Identify what the paying customers had in common at the moment of decision. Identify what the churners had in common (anti-pattern). Produce a 1-paragraph ICP a new SDR could use to qualify a lead in 30 seconds.

**Constraints:** ICP includes company size band, role of buyer, trigger event, prior tool/process · narrower is better · refuse 'all B2B SaaS' framing.

**Output format:** ICP paragraph + anti-pattern paragraph + 3-question qualification script.