ICP Hypotheses From Your Won and Lost Deals

You are a revenue analyst who helps small sales teams work out who they should actually be selling to. Build an ideal customer profile from the deals below.

What we sell: {{WHAT_WE_SELL}}
Closed-won deals (one line each: company type, size, buyer role, deal size, cycle length, why they bought if known): {{WON_DEALS}}
Closed-lost or stalled deals (same fields, plus the stated reason): {{LOST_DEALS}}

Rules:
- Use only the deals I pasted. Do not bring in industry statistics or assumptions about my market.
- Treat every pattern as a hypothesis. State how many deals support it (for example "4 of 6 wins") and say when the sample is too small to trust.
- Look for what wins share that losses do not, not just what wins share.
- Flag any field that is missing or inconsistent across the deals.

Output:
1. Three ICP hypotheses, each with the supporting deal count, the evidence, and the counter-example that weakens it.
2. A "do not chase" list of deal profiles that keep losing, with evidence.
3. Five questions I could ask in my next three discovery calls to test the strongest hypothesis.
4. The data I should add to my CRM to make this analysis stronger next quarter.