A Product Market Fit Show | Startup Podcast for Founders WebSummit Panel w/ Founders of Glean ($5B) and Huntress ($2B): What it takes to hit $100M ARR
Jun 12, 2025
Arvind Jain, founder of Glean, built an AI-powered enterprise search tool after leaving a unicorn, raising $15M without early revenue. Kyle Hanslovan, founder of Huntress, transformed from an NSA hacker to leading a cybersecurity firm, overcoming relentless rejections and financial struggles. They discuss how chasing perfection can hinder progress and share insights on fundraising. The conversation highlights the importance of rapid market entry and adapting to feedback to achieve product-market fit, offering invaluable lessons for aspiring founders.
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Leaving Unicorn to Solve Search
- Arvind Jain left a $3 billion unicorn, Rubrik, to solve internal company search productivity issues.
- He started Glean after discovering no existing product could solve the knowledge finding problem in large enterprises.
Sleeping in Car to Secure Customers
- Kyle Hanslovan maxed out credit cards and slept in his car to attend a key IT providers' show.
- This risky bet helped Huntress land initial customers and start a growth flywheel.
When To Ignore Lean Startup
- Building a big team and raising good funding early enabled Glean to quickly capture market leadership.
- Being first in a new AI enterprise market justified a land grab approach over extensive early customer validation.