Logan Tucker

Imagine being a founder at a failing AI startup right now. You raised $10M to $50M two years ago when VCs were spreading bets across teams. The product you pitched isn't selling. Pivot. Pivot. Pivot. Sales VPs come and go. Hungry AEs leave after 9 months. The board sits in every QBR and won't move the number. New offsite, new energy, same cycle repeats for a 3rd and 4th time. Now the team has turned over, the market knows, and good sellers aren’t interested. You know it's over. You stay because you owe it to the investors. This is happening all over right now. I’ve met leaders in this exact position, but nobody posts about this part of founding in tech.

Manny, my @Muse sidekick, is locked in and jamming away. Almost feel bad for anyone not taking full advantage of these AI tools right now. Could you even function without?

Just slightly lower numbers 😆, but hear ya that it’s fun to see a spike! Have to start somewhere, right?

Liking these dark @Lions uniforms. That metallic blue helmet is sharp too. Good look at home.

My Grok @bot team is in @X messages now. Can DM any of them right in-app or switch over to the Grok Bot app. Came shortly after Grok Bots moved into the @grok app too. Can see value in my bots being everywhere. Seems like a natural update, but also kind of odd. I can't decide whether I like it or would rather keep things separate. We'll see after a few weeks.

Just at home, reading with my rabbit 🐇 This is the goalie content we need, best interview in hockey right now.

Grok @bot feels lightyears ahead of Muse. Can’t even have a voice conversation. Where does Muse stand out? What am I missing?

Anyone finding good use cases for X numbers? Not sure I see the purpose. Prove me wrong…

Just heard this was the first Hoosiers win at the Big House since 1967! 13-6 in OT isn’t pretty, given the expected mismatch, but we'll take it. 7-1. Football school now, obviously 🏈

Had an absolute WEEK, and finally sitting down for a minute. Golf day in East Lansing, partner presentation in Grand Rapids, hockey, school field trip, and even an unexpected (false alarm) hospital visit with my (very) pregnant wife. Time to transition into the weekend for kid hockey games and final pre-baby house prep. Loving every day of this crazy life!!

Always fun when a prospect asks for pricing on a second call. When we barely know the requirements. Best case scenario, you share ‘how we price’ information at a high level and move to use case qualification and pain / value quantification. Worst case is ugly. Rep sends it the same afternoon because they don't want to seem difficult. Now there's a number sitting in an inbox with nothing attached to it. Procurement anchors on it. Your champion walks into the budget meeting and can't explain why it's worth it. The deal stalls and the reason in salesforce notes say “budget/timing”. Most enterprise deals lost on pricing didn't actually lose there. They lost on a number nobody inside the account had agreed to defend. And a process not grounded in any kind of value realization story. What's worked for me is sharing considerations for pricing like seats, consumption, implementation, ongoing support, etc. This satisfies the ask and allows serious buyers to start thinking through logistics. Directional pricing goes out once tied to quantified value that my champion and I have agreed on through discovery and stakeholder interviews, and we can work to get there quickly if they’re being pressed. We work backwards together. Whose budget is this coming from? What does it replace? Who has to stand up and defend it when finance pushes back? Answer those first and the price is the last line of a business case your champion helped write. If you don’t have someone to help you stall and work up to this point, there’s no deal anyways.

You took the AE seat because the comp plan looked great and leadership sold a vision. Six months in, the pitch isn’t landing and you still can't explain the problem or value statements without checking notes. Discovery calls feel like reading a script. Buyers can tell and your pipeline is thin. I've been that rep. Every time I sold something I wasn't genuinely curious about, I missed and eventually moved on. And every time I was curious, it showed up in each meeting. At Jive Software, sold social intranets just as social media hit the workplace. Fun conversations. At Sprinklr, knew the space cold, joined a few years pre-IPO, and got to experience that milestone. At Automation Anywhere, started learning AI while working with GM, Abbott, and Cardinal Health on seven-figure transformation projects. Now at Glean, I get to nerd out every day on tokenomics, AI sprawl, security, and how work actually gets done. Topics I enjoy and follow. Curiosity isn't optional in enterprise sales. Buyers listen for it and expect it. If you're on the wrong side of that feeling, there are plenty of seats out there. Find what drives you.

I haven't opened Claude in over a month. Not on my phone, not online, not even Cowork on the desktop. I've been using Glean for everything at work. Supporting more than 35 models and auto-routing to the best models for each task, workflows I used to juggle between AI tools all live in one place. Along with my skills, agents, and automation routines. Personally, I use ChatGPT as my daily driver, along with Grok Bot and Muse as my agent assistants. I've also talked with several enterprise leaders looking for alternatives to Claude due to security and contract language concerns. Is Anthropic no longer the cool kid at the party?

Longest rebuild in NHL history. Larkin is a solid two-way player and will be missed here. Hopefully this is a start to getting back on track. #LGRW

Cottage is closed up and ready for the cold. Time for hockey, paddle, pumpkins, skiing, snow, football, chili, sweatshirts, and everything else that comes with. Good to touch some grass, sand, and water this weekend before getting back to work. Happy football Sunday 🏈

Hoosiers! We’re a football school, obviously.