Frontier Model Cost and Open-Weights Popularity is Driving Demand for Model Routing

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With the intense competition among frontier model companies, together with ever-increasing power of open-weight models like Kimi K3 and Qwen3.8-Max, model routing has become a key part of AI deployment. We’ve just seen Stripe buy OpenRouter for over $7B, but the trend is equally hot in enterprises.Glean, co-founded and led by ex-Google Distinguished Engineer Arvind Jain, specializes in bringing AI to large organizations. It was last valued at $7.2B after a $150M Series F fund raise last June. This year, it reached $300 million in annual recurring revenue (ARR) — a three-fold increase over 15 months.Part of Glean’s mission is to select which model to use for each task — or indeed if an LLM is even required.“A big goal of Glean is to avoid using LLMs for tasks where we don’t need them,” Jain told Latent Space. “Sometimes you’ll see queries in Glean where people are adding two numbers or multiplying two numbers. They could have used a calculator to do that.”But what Glean is mostly trying to do is bring what Jain calls “one really powerful personal co-worker” to enterprise employees. And that means being a kind of meta-harness for leading LLMs.Glean announced its third-generation Glean Assistant last September; these days, agents are a big part of Glean’s system.“You can think of Glean today as a superset of ChatGPT, Claude, Gemini, Grok,” Jain said. “All these different AI products that we’ve been using day to day, Glean combines the power of all of them into one experience.”With enterprises, bringing AI technology into an organization is just half the challenge. The other …

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