Glean

“I mean, if I bundle all of the cloud, cursor, codecs, it is one of the fastest growing parts and definitely faster growing than the UI of Glean, which is still by a large margin, a very high daily engagement driver.”

“The key thing is MCP, as much independence as it brings, it's a very runtime fetch of information. You are bound by the latency or you are bound by the search APIs under the hood provided by these themes. So it's a very different paradigm when you rely on High…”

“The worst thing that you can do Is to get a skill from the internet to say, hey, give me a call analysis skill and then apply it to all these things.”

“Well, I think open source models are going to dominate AI inferencing. You know, you'll see in the next two years, we'll shift to where's almost no open source to where's going to be almost all open source.”

“Today the way to think about Glean is that first, it's a super set of JetGPD, Cloud, Gemini, All of those combined into one product experience.”

“We actually get a lot of credit for being the first enterprise AI company in the world. The first ones to actually bring RAG into the enterprise. The first ones to build conceptual semantic search.”

“If we look at our experience with as we go and prospect the, I think we would hear this answer more often that, well, like, you know, we are a Microsoft customer and we already have, you know, we're getting co-pilot. And so, therefore, like, it doesn't make se…”

“Now it's probably about almost a hundred percent. Like, nobody's actually, like, writing the initial code, you know, by hand anymore.”

“Well, hopefully, you know, 5000. We're gonna grow.”

“There's a power law, like, you know, in our company, and also at all of our customers, you will see some people who spend 10,000 dollars or 15,000 dollars in tokens every month, and then you have others who are spending 20 dollars.”

“So first, actually, we never actually went out to race you know, except for our first round of the company, you know, we always had somebody come in, and it was a relationship that got built over some time, and kind of became the de facto, like, you know, that…”

“I would say, like, our series C probably felt the most I guess you could say the most expensive, because we barely had any business, like, definitely, like, you know, sub two or three million dollars, maybe five million dollars, I don't remember exactly, but t…”

“I've always personally, like my style has been a little bit too disciplined to be the right strategy anymore. I get that feedback from my team that, you know, we are trying to be conservative. We're trying to make sure that our capital goes a long way. And in …”

“We are absolutely in a land grab, like, you know, no question. Like every single company in the world wants a product like ours today. And either we get in today or it's going to be like 10 times harder to actually get in the future.”

“I think the analytic world is getting reshaped already where you can see people like Snowflake or Glean or Databricks. All these people boast enterprise data lakes where you can bring the data and run LLMs against it and get you much more synthesized analytics…”

“There's some other companies solving this major enterprise level, other levels like a Glean, for example, Notion AI. They're like search plus context plus an agent layer, chat layer on top. If you want to get locked into that provider, a little bit of a black …”

“At many companies, which there are clients of ours, like Scale AI, Rippling, Glean, and many others, as you scale up, The problem is exponentially.”

“At one point we had a serious acquisition offer that we were considering. It was a big acquisition offer. We would have all made out very well.”

“Glean's an amazing company, and I have a lot of respect for Arvin, but it's so horizontal. Like it's a very powerful chatbot, and it allows people to build some agentic applications or systems of agents on top of them, but really the deep cross-functional cros…”

“Slack has done it most publicly. Slack is owned by Salesforce. They cut off access to Glean, where Glean can no longer access Slack data. And the reason is they don't want Glean to build on top of them. And then slowly suck out the value that Slack has.”

“Some of our fine tuning work, building, building models for a specific use case within our product, like, you know, didn't really pan out for us. And ultimately the choice was that, you know, we can go with already built models, whether they are small open sou…”

“It's fundamental, it's different, and the, and that's why, like, you know, I don't think, you know, we, this technology is going to fizzle out. And it's not like, you know, you don't have to be, like, a financial expert or, you know, like, sort of a deep think…”

“That I think is going to happen, yeah, that will happen in the next couple of years, and even Glean, you'll, you won't be wanting to type, you'll want to talk to it.”

“In, in Glean, we have this policy where we record every single meeting, internal meeting, external meeting if our customers allow because there's so much information, you know, in there.”

“I was working really closely with Arvind at Glean. It's actually the last incubation that we've done here.”

“Arvin is maybe the most genius product and technical mind that I've ever worked with. He definitely, I would say go to market is not native to him.”

“The advantage that Arvin had was that he was previously the co-founder of Rubrik. So he noticed this problem at Rubrik, left Rubrik to start Glean, and he basically built Glean for Rubrik, right? And the bet that he was going to make was like, rough and tumble…”

“Inside the KP portfolio, ok, are top eight companies. Let's take five exec roles across the top eight companies. Companies like Rippling and Glean, ok. 38 out of 40 of those roles, ok, those executives report to the CEO for the first time in their career.”

“Sam Altman once came out and said, if you're an investor in OpenAI and one of these five companies, including Glean, we don't want you as an investor.”

“Look at the revenue of Anthropic and OpenAI right now. These are billion dollar revenue scale businesses. Glean is several hundred million dollar revenue scale business.”

“If you think about his huge, huge winners, whether it's Figma, Glean, Rippling, they all have like a common through line of the, you know, it's B to B software, but it's almost like consumer like software that, that demands really high user love and engagement…”

“One of our largest customers. They have more than one billion documents inside their company. Now hear this, you know, when Alain and I, you know, when we were working on search, At Google, you know, in 2004, the entire internet was actually one billion docume…”

“Well, and then I think that the big thing our customers really want or where Dash fits in there versus Glean or some other companies is like, you don't have to spend six months and 50 grand to get started.”

“In the age of AI, you can't buy glean's unsellable, unacquirable, right? Lovable's unacquirable. Replets unacquirable.”

“Glean is now like a seven billion dollar company.”

“Nvidia earned, Nvidia alone at the chip player earned roughly forty billion dollars in data center revenue in Q one last quarter. So analyze that's about a 160. Let's say the total industry is 170, 180, maybe let's say 200. The infra layer is 20, thirty billio…”

“Yeah, we use Perplexity. We use Glean. We actually built some of our own AI, like a sales AI assistant.”

“Even if Dropbox had shipped a perfect, hear me out, even if Dropbox had pitched a perfect functionally equivalent product to Glean, it would mean that for their existing business customers, which is a smallish percentage of their total business, they would win…”

“The version, one of our product actually already used transformers for semantic, you know, matching”

“We started with this BERT model that Google had put in open domain, which was trained on all of the internet's, you know, data and knowledge. And we would then take those models and then for every customer of ours, we'd actually build custom embeddings, you kn…”

“One of our largest customers. They have more than one billion documents inside their company.”

“Businesses are actually a lot more, more interested in, not in that, but in actually thinking about how they can transform their company with AI, how they can take specific business processes, you know, where they're spending a lot of money and how, how do the…”

“Everybody has been trained over the last 20 years to actually type in, you know, one or two keywords, like Google has sort of taught us, you know, on what search can do. So with search, we never had a problem. Like, you know, we launched our product, we had, l…”

“In Rupert, we're an established market, like the budget, several dollars, and you had to actually replace an old technology with a new technology. Here we were in a market where we had no budgets. There was no concept of buying a search product in the enterpri…”

“We started to hear from businesses that, oh, I'm scared of good search. I don't want a good search product in my company because I have all these governance gaps. I have like, you know, sensitive information all over the place.”

“We cannot offer the product to one individual inside a company. Even one person, you know, their search needs require us to actually search over all the entire company's information for them. So it's expensive. You have to actually index, you know, all of your…”

“The more you look at priors, the more you're going to actually, likely you're going to actually ultimately kill your own idea.”

“People talk about hallucinations as a big problem with AI models. You know, we feel like, you know, a bigger problem for us is not even hallucinations. It's about Like, you know, most of the times you can't even, you know, find that information. Sometimes it's…”

“OpenAI famously saying, hey, if you're an investor in Glean, you don't get to be an investor in OpenAI, which would foreshadow they plan to play in that space.”

“We invested in Glean or I should say, I mean, it was more of a, we kind of incubated Glean. So we had a big role of like getting Glean off the ground.”

“We do this thing, portfolio review, and it's, like, every, I think every quarter. We go through all of our, or most of our investments and like glean does this thing where it will like summarize a lot of our board decks into like, okay, here's like the key met…”

“We barely see any application where customers are running agents in a fully unattended unsupervised, you know, setting.”

“We need to have a way within, like, you know, 30 minutes to know how well it's going to do on our product, right? I mean, and you can do those things. You can actually build the right, you know, evaluation frameworks, things like that.”

“And, you know, you look at a company like Glean that I know you you're in and is doing well, you know, you can create Glean for the rest of us. If a company commits to being on the Google stack and has all these things and it becomes a combination that no one …”

“It's not often I use a product and I'm like, this thing is like 10 times better than anything that's come before it. It's one of those for me.”

“Absolutely. We at Glean, you know, we have a, you know, and every company I've been a part of, like, I want AEs to be joining, expecting that they have to do outbound, and they're not going to have a BDR. Now, the reality is, is you're going to have a lot of h…”

“My view is that playbooks are really, it's like a fancy word for what is your strategy? What is your outbound messaging? Like, what is your plan? Like a play, so I guess, you know, it can be semantics a little bit, but what I view is sales is very simple. You …”

“At Slack, Stuart was very involved on figuring out how to get those first customers and making them successful. Arvin, the same thing at Glean”

“Yeah, a little, little north of that, like you could get you know, in that, that segment right now, we're well north of that, but when we were getting going early, early days, where even before I was there, that's even, that's what it would be.”

“It is, but I, on the sub-one thousand, we're getting it down to, you know, 90, 90 days. So it's closer to the four if you blend in that, like that below a thousand.”