How to Use Stripe and Claude to Find Your ICP Golden Segment (6-Step Process)

Most B2B SaaS founders have a gut feeling about who their best customers are. The data usually agrees, but with specifics you'd never guess on your own.

I spent 4 hours with Claude this past weekend and changed how we do marketing at Valley. This is the exact process. If you run a B2B SaaS, steal it.

Simple thesis: find which users retain the longest, understand what makes them different, then rewrite all your marketing to attract only those users. Everything you generalize for "everyone" is where you're losing money.

Step 1: Find Your Golden Segment Using Stripe

Export three lists from Stripe:

• All transactions for the past few years

• Users ranked by total amount paid (highest to lowest)

• Users ranked by retention length (most payments to fewest)

Upload all of it to Claude. Ask it to analyze what's common between the users who retained longest and paid the most: industry, company size, persona, country, use case, decision-maker title.

You'll likely find 1–2 industries and company profiles that massively outperform the rest. That's your Golden Segment.

Ask Claude to visit their websites, research employee count, revenue levels, and what they actually do. Build a full picture.

This step alone is worth the entire exercise. Most founders have a gut feeling about who their best customers are. The data usually agrees, but with specifics you'd never guess.

Step 2: Build a Positioning Skill in Claude

Ask Claude to deep-research the positioning frameworks of Anthony Pierri, April Dunford, and Jason Cohen. Then combine all three:

"If these three sat in a room and positioned a company together, how would they do it?"

Save this as a Claude skill. You now have the world's best positioning brain on demand. Use it for everything going forward.

(We actually did this at Valley. Reply if you want the skill, happy to share it.)

Step 3: Rewrite Your Positioning From Scratch

Open a new Claude window. Give it three things:

1. Your current website

2. Your Golden Segment from Step 1

3. The positioning skill from Step 2

Then ask: "Given our most successful users and what we currently advertise, rewrite our entire positioning from zero."

You'll get:

• The real pain points your best users actually care about

• The value props that matter to them

• The things they genuinely don't care about that you've been wasting space on

Most founders are surprised by how much current copy speaks to nobody in particular.

(Insert image: side-by-side comparison of before/after positioning copy — generic "we help teams do X" vs. specific pain-aware rewrite)

Step 4: Audit Every Marketing Asset

Feed Claude your website copy, one-pager, sales deck, and ad copy. Ask it to identify exactly what needs to change: every heading, every paragraph, every section, based on the new positioning.

You will be surprised how much of your current copy was written for a vague persona that doesn't convert.

Step 5: Create Your ICP Bible

One document. End-all, be-all. It should include:

• Demographics and psychographics: who they are, how they think, what they're trying to solve

• Core problems: in their words, not yours

• Exact filters for Apollo or Sales Navigator list-building

• AI qualification criteria: so any tool can auto-score incoming leads

• Anti-signals: what your Golden Segment definitively does NOT look like

Give this document to every person on your team. Sales, marketing, product. Everyone operates from the same playbook.

The ICP Bible becomes the single source of truth for everything: outbound targeting, inbound qualification, ad audiences, content strategy, even product roadmap decisions. One document that aligns every function.

If you build nothing else from this process, build that.

(Reply if you want the ICP Bible template, I'll send it.)

Step 6: Implement Across All Signals

Website visitors, post engagers, profile viewers, job postings, partial form submissions. Qualify every lead against the ICP Bible. Enrich qualified ones (especially phone numbers) and push them to your sales team.

Every lead your team touches is now from the Golden Segment. Higher conversion. Lower churn. Higher LTV.

(Insert image: workflow diagram showing signals (website visits, post engagers, profile viewers) flowing into ICP Bible qualification filter, then into enriched lead output to sales)

The Total Investment

4 hours. A Claude subscription.

Not an agency. Not a $30K consulting engagement. 4 hours.