Glide is updating its free and trial plans, promoting a discounted $1000/year Agency Plan for Certified Experts, and shifting focus toward internal-use business customers.

A new Experts Accelerator and “Get Featured” challenge are launching soon. Sales and Solutions teams emphasized better lead qualification, clearer customer education, and close collaboration with Experts for most implementations.

Experts are encouraged to specialize, build POCs, partner with Solutions on enterprise deals, and re-engage past clients to drive growth in 2026.

Glide Updates

Glide Plan Changes (Effective October 31)

• New teams on Free plans can no longer publish apps and will be prompted to upgrade if they try.

• Free trials for the Business plan are reduced from 30 days to 14 days.

• The changes aim to better qualify customers for Glide.

• Business plan trials initiated through the agency plan for clients will remain 30 days.

Black Friday sale on annual Agency Plan subscriptions

• The Agency Plan is exclusive to Certified Experts, serving as a development sandbox for internal use and experimentation.

• It includes unlimited published apps, 50 editors, 50 users, business integrations, SQL data sources, extended business trials, and priority support.

• An annual subscription is offered for $1000 for the next four weeks, applicable to new plans or renewals.

• To renew or get a new plan, reach out via the Experts Hub app or experts@glide.com.

Strategic Customer Focus

• Glide is focusing on customers who use the platform internally to improve processes, productivity, and involve teammates in building solutions.

• Experts play a crucial role in attracting, converting, and activating these customers by implementing Glide solutions, not just building apps.

• The market for custom business solutions is much larger than simple app requests. Experts should identify and own a niche (industry, focus area, geography) to become go-to Experts.

• Revenue share and referral commissions reward Experts for bringing new customers to Glide.

New Experts Accelerator Program

• Will focus on development skills to building a practice as a Glide Expert.

• Will cover marketing, converting leads, securing long-term retainers, and expanding clients' use of Glide.

• Top-performing Glide experts and agencies will contribute to the content.

• The program will be available on-demand, likely within the new Experts Hub app.

• Completing the accelerator content will help optimize Experts Directory listings.

• Launch is aimed for early in the new year, with more details in upcoming syncs.

New Challenge: Get Featured

• Following the Get Certified Challenge, our new challenge aims to feature more Experts in Glide's content.

• Opportunities include stories on the Glide blog, expertise in articles, references in other content, and showcases on the updated Experts Program landing page.

• Opt in via the PartnerStack dashboard by choosing your preference (Zoom Q&A, survey, or opt-out).

• The challenge will run for the next couple of weeks and potentially continue.

Sales Team Insights

Sales Team Introductions

• Zach Anderson: BDR

• Matt Boucher: Account Executive

• Cam Barrett: Account Executive

• Stephen Howie: Solutions Team

• Evan Furniss: Solutions Team

• Katie Harkins: VP of Sales

BDR Qualification Process

• Responds quickly and personalizes outreach to inbound inquiries.

• Assesses customer fit by looking at title (senior vs. lower level), company size (startup vs. large enterprise), and stated problem.

• Identifies if the customer is already using Glide and for how long.

• Asks clarifying questions via email if the inquiry is unclear before booking a call.

• For qualified leads (e.g., senior manager from a large company seeking a CRM), documentation is sent, and a call is scheduled with an Account Executive quickly.

• Uses multi-threaded communication (LinkedIn, phone calls) to ensure engagement.

Common Customer Problems

• Customers are often frustrated with current processes or legacy tools that lack customization and automation.

• Glide excels at building custom solutions for defined processes, offering quicker and more cost-efficient outcomes.

Common Misconceptions about Glide

• Customers often perceive Glide as either a simple app builder or a full custom code replacement; the reality is it's in the middle.

• A common misconception is that Glide automatically solves every workflow problem out-of-the-box without needing data, processes, or design work.

• Another misconception is around performance at scale, where the UI is assumed to be the bottleneck, rather than underlying data structure or logic.

• Reframing involves educating customers on Glide's capabilities, such as integrations with APIs, Make, Zapier, BigTables, PostgreSQL, and Salesforce.

• It is important to probe into the "why" behind customer requests to understand underlying problems.

Solutions Team (Evan & Stephen)

• The Solutions team (Evan and Stephen) ensures enterprise customers succeed on Glide by making their onboarding frictionless.

• They act as sales engineers, joining early sales calls to answer technical questions, validate fit, and shape initial solutions for large clients.

• They may perform initial builds or proofs of concept (POCs) to demonstrate Glide with customer data, then train the customer or agency partner.

• Post-launch, they act as customer success/technical partners, identifying expansion opportunities.

• The Solutions team focuses on a narrow slice of high-value enterprise work due to size, complexity, or strategic importance.

• They are not an internal agency and do not compete with Xxperts; their work is complementary, focusing on supporting sales for complex deals, scoping projects for handoff to agencies, and handling a small number of strategic builds (e.g., for product risk, sensitivity, scale, or potential new product features).

• Experts and agencies are expected to handle the majority of implementation work across the Glide customer base.

Surprises for a Former Expert Joining Glide (Stephen)

• The sheer number of active Glide customers (hundreds of thousands) presents a huge opportunity for Experts to help them gain more value.

• Many customers use only a fraction of Glide's capabilities (e.g., 1% of features).

• A relatively small proportion of Experts actively bring new customers to Glide; there is a significant opportunity for Experts to build their own go-to-market activities.

Sales and Experts Collaboration (Katie)

• New features like data backups, team-level SSO, Salesforce, and QuickBooks integrations enable partnerships with larger companies to solve multi-departmental problems.

• Anticipates more use cases opening up in 2026.

Q&A and Best Practices

Credit for Client Upgrades

• Experts must register business or enterprise deals through the PartnerStack dashboard to receive commissions.

Lead Generation

• Glide generates leads from its YouTube channel, LLMs, social channels, and organic search, with hundreds of thousands of monthly visitors to glideapps.com.

• The "Hire Glide Expert" section receives heavy traffic.

• Experts should optimize their directory listings with information on industries served, booking links, and media to attract leads.

• Glide provides opportunities for Experts to get in front of customers but cannot force engagement.

Co-Sell Motion with Solutions Team

• Experts are encouraged to reach out to the Solutions team via Expert Slack or the Experts Hub for technical backup during their sales cycles.

• The Solutions team can reaffirm platform capabilities and answer technical questions.

• They also consider Expert feedback for product requests, aligning them with customer needs.

Partner Go-to-Market Approach

• While partners can make Glide more sticky, it's not suitable for every customer.

• Enterprise sales cycles are long and complex, requiring thorough due diligence, requirement gathering, and scoping by the Solutions team before potential handoff to an agency.

• The Solutions team aims to handle initial technical complexities so Experts don't have to.

• Encouraging multiple internal builders across departments often drives the most adoption for enterprise customers.

Pro Tips for Client Qualification and Scoping

• Larger builds are often more complex than initially perceived (e.g., multiple QuickBooks instances, different approvers in various geographies).

• Multiple conversations and reflection are needed to fully understand requirements.

• Building proof-of-concept (POC) apps can impress customers, get them "hooked" on Glide, and reveal unconsidered requirements, leading to fairer pricing.

• Experts should not be afraid to invest time in scoping to avoid being pressured into low initial estimates.

Successful Sales and Partner Collaboration

• BW Interiors, a London-based refurbishment company, partnered with V88.

• They run 24 Glide apps for various use cases (intranet, equipment, project management, operations/maintenance).

• Success stemmed from the ongoing creation of apps that quickly solved real business problems, making Glide the connective tissue between their data sets.

Feedback for Improving Pitch/Discovery

• Would like to hear from Experts about what drives their clients to choose no-code solutions like Glide over traditional software.

• Wants to know common objections Experts face when pitching Glide.

Customer Definition of Success

• Success is subjective but often described as having one source of truth for operations, replacing scattered systems or informal tracking.

• For leadership, success means visibility into daily operations.

• Teams no longer rely on "tribal knowledge" or disconnected tools.

• Glide enables consistent systems, tracked dashboards, predictable processes, and faster decision-making.

• Glide thrives in scenarios where data is scattered, or many users are in the field (e.g., supermarkets tracking inventory).

Reviving Stalled Deals

• Consistent follow-up with relevant information (e.g., case studies for specific use cases) is crucial.

• Multi-channel touchpoints (LinkedIn, phone calls) are important as emails can be missed.

• Patience and perseverance are key, as large solutions can take months to close.

Explaining Expert Value to Customers

• We highlight Glide's global presence and refers to the Experts Directory daily.

• Mentions Experts' certifications (AI, Business Software, Intelligent Automation).

• Emphasizes the ability to find Experts by language, time zone, specializations, data sources, industries, or review count.

• Cites Eva's success with propertymanagement.com, scaling from 0 to 100 clients in under five months by creating a niche and using Glide.

Thoughts heading into 2026

• Anticipate an awesome year of growth.

• Focus on expansion by integrating into other systems and building an ecosystem beyond single use cases.

• Nurture existing accounts and plant seeds for future opportunities, as deals can take time to materialize.

• Re-engage with previous clients to identify expansion opportunities, especially for those on non-business plans who could benefit from upgrading.

• Emphasize patience and perseverance in closing large deals.

Action items

• Reach out via the Experts Hub or experts@glide.com to inquire about the $1000 annual Agency Plan subscription if interested.

• Optimize Experts Directory listings with detailed information on industries served, booking links, and media.

• Participate in the Get Featured Challenge by answering the question on the PartnerStack dashboard.

• Reach out to the Solutions team via Expert Slack or the Experts Hub for technical backup during sales cycles for enterprise leads.

• Invest time in scoping projects and building proof-of-concept apps to fully understand client requirements and justify pricing.

• Provide feedback to Matt (Account Executive) on what drives clients to no-code solutions and common objections faced when pitching Glide.

• Re-engage with past clients to explore expansion opportunities for 2026.