创业公司的核心武器：专注与速度
对于初创公司而言，专注（Focus）和快速行动的能力（Ability to move fast）是仅有的两把核心武器。在企业级 AI 领域，策略的关键在于不要重复造轮子（Reinvent the wheel）。我们需要充分利用行业中已有的强大技术，而将自身的工程时间投入到那些别人尚未投入、但客户迫切需要的具体问题上。
客户在寻找的是问题解决方案（Solutions to problems），而不是单纯购买炫酷的技术。这种务实的导向使我们能够将工程资源聚焦在真正能提升效率的环节，比如将企业上下文（Enterprise context）融入 AI 模型中，弥补通用模型对企业内部知识缺失的短板。
Original English Source
For a startup, you have one weapon always which is that you have focus and you have the ability to move fast, and we have to sort of use those as our primary weapons to stay ahead. But I think like partly it's also strategy, like as I was saying, we don't want to reinvent the wheel here. We want to make use of all the great technologies that's available to us and then we focus on the rest where others are not wanting to spend time. Customers, they are looking for solutions to problems; they're not looking to buy great technology. It sort of really allows us to actually focus and dedicate our time, engineering time, on problems that others are not investing in.
技术策略：不做模型，利用模型
我们采取的策略是不去训练自己的基础大模型，而是利用（Leverage）谷歌、OpenAI、Anthropic 等公司构建的惊人技术。这种做法不仅高效，而且深受企业客户欢迎，因为他们更看重的是基于这些技术解决实际业务问题的能力。
我们的核心工作是将企业上下文（Enterprise context）与通用模型的能力结合起来。通用模型并不了解企业的运作方式，只有通过接入企业的内部数据和知识，AI 才能在企业场景下变得真正有效。作为一家纯粹的企业级 AI 公司（Enterprise AI company），我们没有旧产品的包袱，可以全神贯注于这一目标。
Original English Source
So I think that focus, that investment, and the speed and the agility, like making the right strategic choices where we don't, for example, have to train our own models, and we benefit from the industry's innovation—those are some of the approaches that will help us stay ahead in this market.
When you think about models, we have so many companies out there building these foundational language models, and they're all amazing and great. And instead of us actually going and making that same investment, we want to actually leverage these amazing technologies that companies like Google and OpenAI and Anthropic are building. And in fact, for our enterprise customers, they actually love the fact that we are not building models. Customers, they are looking for solutions to problems. They're not looking to buy great technology. So that's sort of like, you know, been the working model for us at Glean, which is partner well with whoever is building great technology, try to see how you can incorporate that technology in your product, and then we focus on the rest that others are not yet paying attention to.
解决企业级搜索的顽疾
企业搜索（Enterprise Search）在过去是一个 universally（普遍地）失败的类别，用户对此类产品存在严重的疲劳感。Glean 的核心挑战在于不仅要构建技术，还要通过高质量的体验（Google quality search experience）来改变企业对搜索产品的刻板印象。
在这个过程中，我曾经历过极度艰难的冷启动期，甚至在没有产品演示时，连陌生人的 30 分钟时间都难以争取。然而，我对自己想要解决的问题有极强的信念和定力（Conviction）。当我们在 Glean 的早期版本中证明了其对员工 productivity（生产力）的提升效果，甚至在安全团队试图关闭服务时遭到公司内部的“反抗”时，我们就知道我们构建出了真正有价值的东西。
Original English Source
Search as a product is quite hard to build. You have to bring a lot of data together in one place. Data is in different formats... you have to sort of build a deeper understanding of all of those different types of data. So it's a pretty complex piece of technology and doing a good job is super important because most search systems in the past in enterprise were systems that people didn't like... and we were building a product that there was a fatigue in that category in enterprises. Enterprises that tried buying search products in the past and they had all failed, in fact universally failed. We had to really battle that perception that enterprise search products are all really, really bad.
...My name is Arvind Jain. I'm the founder and CEO of Glean... Glean is an enterprise AI company... think of it as a more powerful version of chatGPT that's connected to all of your company's data and knowledge. So you can go to it and ask any questions or give it any task and Glean will use all of that enterprise context as well as the world's knowledge to answer those questions for you or complete those tasks.
...So I was already a founder of a successful company when I started Glean... we started to see our company started to struggle on the productivity front... employees complained the most about they couldn't find information within the company... So for me it was obvious... here's an opportunity to go help every single person in every single company in the world become more productive... I was super excited to actually go and build this product...
...But for me I had a surprisingly strong conviction in this. I knew how hard it is to find information at my work and how many hours I spent... I knew that people needed it but I knew that leaders were not used to buying it. But once we build a good product, ultimately the world will come to it. So for us we knew that we would only have one chance to succeed and we have to build a product with very high quality... We were willing to wait. We were willing to spend the time, make the investment, and only when we started to feel like well like you know yes you know I have a Google quality search experience is when we wanted to launch.
创始人的核心素养：信念
对于任何雄心勃勃的创始人来说，信念（Belief）和定力（Conviction）是第一要素。即使在创业过程中会遇到投资者的冷遇、招聘时的质疑，只要你确认你所解决的问题确实存在且影响广泛，你就必须保持信念。
不要成为那个扼杀自己创意的人（Kills your own idea）。当你因挫折、负面反馈或缺乏支持而想放弃时，请记住你当初思考这个问题的初衷，那种需求在世界上是客观存在的。
Original English Source
I think the number one thing for any aspiring founder is belief and conviction. You start with an idea because you thought about a problem and it exists. Now again, make sure that you know you talk to a good number of people so that you see that yes, you know, it's a problem that impacts a good number of people. But once you've done it, now it's your job to actually stay true to that idea. Like because, you know, you're going to talk to more people, you're going to talk to investors, you know, some investors will be sort of lukewarm on the idea, some employees that you're trying to hire may not believe in it as much as you do, but that's all okay. Like you got to sort of keep that belief in it because ultimately that problem you started thinking about for a good reason, and that reason still exists. Keep the conviction. Don't become the person who kills your own idea.