1 min lesson
ICP, personas and use cases
Use two rows in "ICP, personas and use cases" to state the practical decision rules.
Step 1 of 3
Pipeline starts with picking the right accounts and the right people inside them. A Cursor SDR who can't describe the ICP and tailor a message by persona is just dialing at random.
The core profile is startup and mid-market engineering organizations that ship code daily. These teams feel developer-productivity pain directly and can adopt a tool without a year of procurement. Enterprise exists, but the heat is in teams moving fast enough to care about speed today.
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Full explanation
Full explanation
Triggers worth prospecting on
A good outbound reason beats a generic intro every time. Watch for events that make the pain acute.
New eng hires posted or recent funding to fund them.
More people to onboard means onboarding speed becomes a budget line.
Leadership publicly pushing AI across the org.
Someone now owns "get our engineers on AI tools" and needs a standard.
Fast-growing team, large or unfamiliar codebase.
Codebase context is the ramp-time story for exactly this.
Renewal coming up on Copilot or a contract under review.
A timing window where switching is already on the table.