Frame It: Watch Glean build a sales capacity cockpit in minutes using Frames

At a glance

• Pigment's Ben Previeux sat down with Glean's Michael Miao to capture requirements for a live sales capacity model
• Together, they mapped requirements and then fed them to the Modeler Agent, which built a them a custom interface (Frame)
• The prototype could replace a manual, spreadsheet-based process that Michael’s team has to follow every time the board or executive team asks for analysis
• It provided Michael with a live, editable table of every AE, with their segment, start date, and quota - and more

Michael Miao is VP of Finance and BizOps at Glean. As a sales-led business, Glean's future growth is dictated by its sales capacity - and the atomic unit of its go-to-market engine is the AE.

Michael met with Pigment to get a sneak peek at Frames, a new feature that lets an AI agent turn any idea into a custom, interactive interface that works inside Pigment.

The challenge

To stay on top of sales capacity, Glean's finance team needs:

• A roster of every AE, with their segment, manager, quota, ramp time, and hire date
• A live view of aggregate quota capacity for the rest of the year
• A comparison of plan versus forecast - in total and by segment - to spot gaps
• The ability to simulate future hiring: what if I add 20 AEs this quarter and 20 next?

Right now, that lives in a spreadsheet that has to be manually updated every time someone joins, leaves, gets promoted, or changes teams.

"Every time we want to do an analysis and show it to either our board or the executive team, my team has to scramble and stitch things together."

Michael sat down for a whiteboarding session with Ben Previeux, Head of Product and AI Strategy at Pigment, where they captured all the requirements.

The results

A short while later, this is what they were looking at: a fully-functioning dashboard that satisfied all Michael’s requirements.

The Frame is packed with features:

Live AE roster

An editable table of every AE with their segment, start date, and quota. Changing a quota updates the rollups live. 

Connected to Pigment, the roster plugs straight into Glean's systems, so promotions, departures, and new hires update automatically.

Plan vs. forecast by segment

KPIs at the top, with plan versus forecast broken down by segment - Strategic, Enterprise, Commercial, and Corporate - so Michael can see exactly where his gaps are.

Hiring simulation

A quarter-by-quarter simulator for adding future AEs by segment. Adding three Strategic hires in Q3 showed no in-quarter impact - because of ramp time - but the effect appeared immediately in Q4. 

Ramp months and quota per AE are adjustable, and the forecast recalculates in real time.

What this means for Glean

Frames is going to be an enormous time-saver for Michael.

“It just saves us a ton of time, from having to do all this manually… It’s really really exciting.”

Learn more about Frames here.