[{"data":1,"prerenderedAt":229},["ShallowReactive",2],{"navigation":3,"\u002Ficp":28,"\u002Ficp-surround":224},[4,8,12,16,20,24],{"title":5,"path":6,"stem":7},"Overview","\u002Foverview","1.overview",{"title":9,"path":10,"stem":11},"The ICP","\u002Ficp","2.icp",{"title":13,"path":14,"stem":15},"Pete","\u002Fpete-the-indie-hacker","3.pete-the-indie-hacker",{"title":17,"path":18,"stem":19},"Max","\u002Fmax-the-product-engineer","4.max-the-product-engineer",{"title":21,"path":22,"stem":23},"Laura","\u002Flaura-the-founding-cto","5.laura-the-founding-cto",{"title":25,"path":26,"stem":27},"Marcus","\u002Fmarcus-the-platform-engineer","6.marcus-the-platform-engineer",{"id":29,"title":30,"body":31,"cover":216,"description":217,"extension":218,"meta":219,"navigation":220,"path":10,"persona":221,"seo":222,"stem":11,"__hash__":223},"personas\u002F2.icp.md","The ICP: AI-pilled software teams at any scale",{"type":32,"value":33,"toc":205},"minimark",[34,38,44,49,65,69,83,87,144,151,155,164,168,176,198,202],[35,36,37],"p",{},"One ICP sits above the four personas: AI-pilled software teams at any scale. What they ship does not matter. The framing follows PostHog's ICP definition, which we share.",[39,40,41],"blockquote",{},[35,42,43],{},"\"AI pilled doesn't mean building an AI product, it means the team is happy using AI first tools. Doesn't matter what they're building.\"",[45,46,48],"h2",{"id":47},"what-ai-pilled-means","What AI-pilled means",[50,51,52,56,59,62],"ul",{},[53,54,55],"li",{},"The team ships with coding agents daily and does not consider that remarkable. Claude Code, Cursor, Codex, or similar is in the inner loop, not on trial.",[53,57,58],{},"They reach for AI-first tools by default and expect their vendors to be agent-native: MCP servers, agent-readable docs, a setup you can hand to the agent.",[53,60,61],{},"They have already crossed the trust threshold Polylane depends on: they are comfortable with an agent reading their code, querying their infrastructure, and opening pull requests, as long as they review and merge.",[53,63,64],{},"AI-pilled is not brainless tokenmaxxing. These teams hold judgment, review everything, and are ruthless about noise. The existing anti-persona still stands: anyone who wants a fully hands-off replacement for engineering judgment is out.",[45,66,68],{"id":67},"why-this-is-the-icp","Why this is the ICP",[50,70,71,74,77,80],{},[53,72,73],{},"These teams will outperform everyone else. They move faster, and betting on the winners compounds.",[53,75,76],{},"They have strong opinions about what they need, so they pull the product in the right direction instead of dragging it toward feature checklists.",[53,78,79],{},"They are the teams with the problem Polylane solves. Coding agents multiply code, deploys, and production surface per engineer without multiplying ops attention. The gap between what an AI-pilled team ships and what it can watch is the wedge.",[53,81,82],{},"The product only works for them. The whole loop, agents that read your code, watch your infrastructure, investigate, and fix, presumes a team willing to let an agent do real work. A team that is not AI-pilled stalls at the first rung of the connect ladder.",[45,84,86],{"id":85},"who-qualifies","Who qualifies",[88,89,90,103],"table",{},[91,92,93],"thead",{},[94,95,96,100],"tr",{},[97,98,99],"th",{},"Team",[97,101,102],{},"ICP?",[104,105,106,115,122,129,136],"tbody",{},[94,107,108,112],{},[109,110,111],"td",{},"Startup building an AI-first product, zero users",[109,113,114],{},"Yes",[94,116,117,120],{},[109,118,119],{},"Startup building a non-AI product using AI tools, zero users",[109,121,114],{},[94,123,124,127],{},[109,125,126],{},"High-growth startup using AI tools",[109,128,114],{},[94,130,131,134],{},[109,132,133],{},"Enterprise software team using AI tools",[109,135,114],{},[94,137,138,141],{},[109,139,140],{},"AI-pilled hobbyist, no intent to commercialize",[109,142,143],{},"No, but welcome to go nuts on the free tier",[35,145,146],{},[147,148],"img",{"alt":149,"src":150},"Whether a team qualifies as the ICP","\u002Fdiagrams\u002Ficp-qualifies.svg",[45,152,154],{"id":153},"scale-is-not-the-qualifier","Scale is not the qualifier",[35,156,157,158,163],{},"The old instinct was to qualify on stage: high-growth startups. The qualifier is temperament, not headcount. A four-person seed team and a platform team inside an enterprise both qualify if they ship with agents and want agents watching production. What still disqualifies is unchanged in the ",[159,160,162],"a",{"href":161},"\u002Foverview#anti-personas","anti-personas",": procurement-led buying, dashboard-staring, legacy datacenter estates, non-GitHub teams.",[45,165,167],{"id":166},"how-the-icp-maps-to-the-personas","How the ICP maps to the personas",[35,169,170,171,175],{},"The ICP describes which teams; the personas describe who inside them. All four personas already share the trait (",[159,172,174],{"href":173},"\u002Foverview#what-all-personas-share","what all personas share","): they use an AI coding agent daily. AI-pilledness is the cut across every persona, at every scale:",[50,177,178,183,188,193],{},[53,179,180,182],{},[159,181,13],{"href":14}," is an AI-pilled team of one with intent to commercialize. The hobbyist version of Pete, building for fun with no commercial intent, is the free-tier \"no\" row above.",[53,184,185,187],{},[159,186,17],{"href":18}," is the AI-pilled team's heaviest user and its informal tooling gatekeeper.",[53,189,190,192],{},[159,191,21],{"href":22}," is the buyer who made her team AI-pilled on purpose and buys leverage instead of headcount.",[53,194,195,197],{},[159,196,25],{"href":26}," is the proof that \"any scale\" reaches into the enterprise: an AI-pilled platform team inside a large org qualifies even though the procurement-led version of the same org does not.",[45,199,201],{"id":200},"what-this-changes","What this changes",[35,203,204],{},"Nothing about the motion: bottom-up, self-serve, win developers one at a time. What it sharpens is qualification and messaging. Lead with the agent-native surface (MCP, the one-prompt setup, autofix through the coding agent the team already uses), spend in the channels where AI-pilled teams already are (coding-agent communities, MCP directories, build-in-public circles), and stop qualifying on growth stage or company size.",{"title":206,"searchDepth":207,"depth":208,"links":209},"",1,2,[210,211,212,213,214,215],{"id":47,"depth":208,"text":48},{"id":67,"depth":208,"text":68},{"id":85,"depth":208,"text":86},{"id":153,"depth":208,"text":154},{"id":166,"depth":208,"text":167},{"id":200,"depth":208,"text":201},"icp","The ideal customer is a software team that is happy using AI-first tools, at any scale. Not teams building AI products; teams that build with AI.","md",{},{"title":9},null,{"title":30,"description":217},"HCvek0g5EYnT97SMcoTFw_2sH-xOVG10FGFRCYegs8k",[225,227],{"title":5,"path":6,"stem":7,"description":226,"children":-1},"How the persona set was derived, what every persona shares, the journey they follow, and how plans and channels segment them.",{"title":13,"path":14,"stem":15,"description":228,"children":-1},"Solo builder on Cloudflare or Vercel who is their own on-call and finds out about outages from customers.",1790523225097]