The dark path to discovering our ICPs

How to find ICPs to go after?

This is a question I ask myself all the time. The answer is obvious, right? Who would find the most value out of Skyvern?

When we first launched our product, we had no clue what kinds of things companies would want to automate with a product like Skyvern. We had only collected a handful of examples after talking to tens of companies.

The examples included:

1. Automating purchasing for companies that helped others order things from a unified portal
2. Automatically filling out forms and generating insurance quotes
3. Automatically applying to jobs for consumers

We launched with the intention to learn. We kept our messaging super broad to maximize learning. And boy did we learn.

At this point, I've talked to almost 1000 people with all kinds of use-cases.. use-cases I could never have imagined

1. One company wanted to use Skyvern to automate looking up land registrations in a specific country. The website they were working with was so broken, that at one point you had to refresh the page 5 times to get the "next" button to load 🤯
2. Someone used Skyvern to complete a 50 page online course that involved clicking next over and over
3. A few people wanted to use Skyvern to create reddit upvoting bot rings (we said no)
4. One company wanted to use Skyvern to click on "adult ads" to track interaction events post-click

So how did you go about figuring which ICPs to target?

It turns out, the companies that were the most eager to buy Skyvern were the ones where automation was at the heart of their business.

Automating some workflows meant that they could now sub-linearly scale expenses alongside their revenue, or solve a major major problem unlocking new revenue streams for them.

So what ICPs did we settle on?

Right now we're helping companies with 4 specific focus areas:

1. Automate filling out forms on random websites on the internet
2. Automate purchasing workflows for companies
3. Automate interacting with old government websites
4. Automate downloading files after logging in

So this is it? You have an ICP and you're done?

Of course not. I still learn about new use-cases every day, and I hope that will never stop!