How Icertis unified enterprise context and controls token spend with Glean
Introduction
Icertis is the AI-native platform that turns contracts into measurable business impact. At its core is Vera, the complete contract AI layer that understands business and industry context, connecting agreements, data, and systems to power autonomous enterprises with contract intelligence.
Icertis is building towards human-controlled systems of agents that negotiate favorable agreements, address regulatory risk in real time, and trigger downstream business actions based on what's agreed to and codified in contracts. With purpose-built AI that draws on context from millions of agreements, Icertis helps organizations move from static records and isolated insights to continuous improvement and tangible results.
Before Glean
Before Glean, internal AI used by the Icertis go-to-market team was scattered across multiple tools in the company: Cursor, Figma, Claude, ChatGPT, and more. The result was an annual multi-million-dollar AI spend, with function owners struggling to justify the business outcomes.
Icertis started looking for something different—realizing that nearly every system was adding its own built-in AI and creating cost inefficiencies. They needed a horizontal, system-agnostic AI platform that could connect to those systems, pull in the valuable data already living there, and turn it into meaningful outcomes, while also standardizing the company's AI approach and cutting token costs.
That’s why they turned to Glean.
With Glean
Token spend brought under control
When Glean connected to Icertis’ systems, it did more than just bring data together—it made it readily available for all their tools to leverage. Glean indexed that data, keeping it fresh on a day-in, day-out basis by tracking more than 80 signals, from how often a file gets opened to whether it has been updated recently.
Instead of pulling from an entire dataset every time someone looks something up, the way it typically works with MCP connectors, Glean runs the query against already-indexed, already-fresh data. This led to a 30-35% increase in token efficiency and better outcomes for Icertis.
Account planning in days—not months
With their customer base including more than one third of the Fortune 100, many are parent companies with a high number of BUs, that all would benefit from thoughtful, strategic account planning to best support.
Before Glean, Icertis' account planning process took months. Account teams weren’t often able to conduct the amount of deep research they wanted to. With Glean compressing the workflow, today account teams are able to get an initial output in one day. Now, teams can focus their efforts on refinement and execution.
Agents and skills that accelerate workflows
With Glean, Icertis built more than 40 agents during the pilot program alone. From generating a business case for a new account to turning a 500-question RFP into a fast, structured response, Icertis created agents to compress work that used to take weeks or months into just hours or minutes.
Built to support Icertis’s account-planning process, this agent brings together the knowledge, context, and strategic intelligence teams need to create thoughtful, executive-ready account plans. Work that once took months of gathering information, connecting the dots, aligning stakeholders, and translating insights into priorities can now be completed in weeks with Glean—giving teams a more comprehensive view of the account, enabling sharper prioritization, and accelerating the path from strategic planning to coordinated action.
Icertis built this agent to support its enterprise-heavy sales motion. The agent connects years of Salesforce and Highspot data with web search to generate a tailored business case for expanding into a given account or industry vertical. This agent is scaling significantly across Icertis, with business cases generated for most existing Icertis accounts and potential prospects.
One of the first skills built using Glean at Icertis, Customer 360 pulls together Salesforce, Gong, and ServiceNow data for any named customer, surfacing renewal stages and other account context with a single prompt. Users can get a complete picture of a customer sourced from across all of Icertis's systems in just minutes.
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