The Interview Guide for ICPs by Leah Tharin is a structured, research driven template designed to help teams conduct deep, high quality interviews with their Ideal Customer Profiles. It provides a clear framework for uncovering motivations, decision drivers, objections, learning habits, and contextual business realities that shape buying behavior.
Instead of surface level persona building, this template helps you gather actionable insight. It organizes interviews into focused sections that capture personal background, industry context, goals, learning patterns, professional responsibilities, and purchasing decision processes. By working through the board step by step, teams can build a complete and structured view of their ICP that supports product strategy, positioning, messaging, and go to market execution.
At the end of the process, the board allows you to generate a consolidated interview summary document that can be shared with stakeholders, used in workshops, fed into AI tools, or integrated into broader user research efforts.
Template Features
• Structured ICP Interview Framework
Six clearly defined sections guide conversations across personal background, industry and business context, goals, learning behaviors, professional role, and decision making processes.
• Business Value Alignment Context
Helps teams reflect on which customer segments drive the most value and where focus should be concentrated.
• Comprehensive Question Bank
Carefully curated interview prompts help uncover challenges, objections, success metrics, trusted information sources, purchase triggers, and adoption barriers.
• Decision Making Deep Dive
Explore research behaviors, buying committees, trust sources, timing factors, and objections that influence purchasing decisions.
• Post Interview Summary Generator
Once interviews are complete, generate a structured summary document that organizes insights into a clean, shareable format.
• Collaboration Ready Workspace
Capture answers in sticky notes during live interviews and synthesize findings directly within the board.
Benefits
• Improve the quality and depth of ICP interviews
• Move beyond assumptions to evidence based customer understanding
• Identify real purchase drivers and friction points
• Align product, marketing, and sales teams around a shared customer view
• Create structured interview outputs that can be reused across teams
Ideal For
• Product managers and product leaders
• Founders and early stage teams refining their ICP
• B2B SaaS teams conducting customer discovery
• Marketing and growth teams improving positioning
Customer research and strategy teams
