Young Kim

Young Kim from Loop Capital Markets asked about Gloo's investment strategy for its Gloo 360 business, focusing on sales headcount growth and service delivery capabilities. He also inquired if the long sales cycle for Gloo 360 would lead to a back-end loaded booking linearity for 2026 and whether Gloo is encountering any AI capacity issues in the market.

Answer

Head of Technology Pat Gelsinger detailed investments in Gloo 360 across three dimensions: ramping up sales capacity with proven candidates, integrating customer talent for delivery, and developing targeted capabilities in SaaS, security, IT, and AI/agentic services. He clarified that, contrary to expectations, Gloo 360 is seeing accelerated deal closure and pipeline growth, leading to anticipated quarter-by-quarter revenue and EBITDA improvements, not back-end loaded linearity. Regarding AI capacity, Pat stated Gloo is not currently experiencing issues but is actively planning for sufficient capacity in 2026 and beyond to serve the ecosystem as a values-aligned provider.