Landscape

Landscape is the part of ArcGlass Lens that maps the companies named in your recorded calls: the competitors customers weigh you against, the tools they already run, the integrations they want, adjacent players and partners. Each company is sized by how often it comes up, grouped by what it is to you, and backed by the quotes where it was said. It's competitive and ecosystem intelligence built from your own conversations, not from the web.

Key facts

• What it is: a map of the companies named in your calls, sorted into five categories: Competitor, Incumbent, Integration, Adjacent and Partner. Products and tools appear under the company that makes them.
• Built from: the meetings and calls ArcGlass analyzes, whether captured with ArcGlass Listen or imported from a connected source such as Zoom, Google Meet, Microsoft Teams, Gong, Fireflies, Fathom or Granola. Emails and chat messages are not used.
• Who it's for: product marketing, sales leaders and enablement, partnerships, and product teams who need to know which companies show up in their deals.
• Evidence: every mention quotes the transcript word for word. A mention whose quote can't be found in the transcript is thrown out.
• You decide what each company is to you. The AI suggests a category for every mention, and your team confirms or changes it. ArcGlass never changes a category a person set.
• Freshness: each call is read when ArcGlass analyzes it. A weekly pass tidies the map.
• Where: in the console's left navigation, under What you hear → Lens, then Landscape.

Not a web or news tracker

Landscape doesn't crawl websites, news or review sites. Every company on it was named in one of your own calls, or makes a product that was (AWS can appear when only Bedrock was named). The map shows the companies that actually come up in your deals, as often as they come up.

Questions it answers

• Which competitors come up most in our calls, and with how many customers?
• Which tools do our customers already run, which we have to replace or work alongside?
• Which integrations do customers ask for?
• Who else plays in our space, and who do we sell or deliver with?
• What should our team say when a particular company comes up?

How it works

1. Reads each call. When a call is analyzed, ArcGlass finds every external company, product or tool named in it. It skips the customer's own company and generic words like "the cloud" or "a database". A very long transcript is read up to its first 120,000 characters.
2. Decides whether the mention matters. A mention is substantive when the company is a real part of the conversation: evaluated, compared, integrated with, currently used, or discussed as a factor. A reference, such as a company named as an example or as one of someone's customers, is kept as a source but not counted. The same word used with a different meaning is discarded.
3. Checks every quote. Each mention must quote the transcript word for word, or it's dropped. Mentions the AI is less sure about are kept as sources but not counted.
4. Matches companies by name. Names match regardless of case and spacing, so "North Star" and "Northstar" are one company. Products are grouped under their vendor, for example Bedrock under AWS, up to two levels deep.
5. Describes each company. ArcGlass adds a website and a one-line description for companies the AI recognizes, and shows the company's website icon as its logo.
6. Suggests a category. Every mention carries the AI's guess at what the company is to you. Your team confirms it on the map. Once a week, each Unconfirmed company is filed under the category its substantive mentions suggested most often. A company with no such suggestion stays Unconfirmed. The map doesn't show whether a category was filed this way or set by a person.

The five categories

A company can sit in more than one category, for example a competitor that some customers also integrate with. It then appears in each of them. One of them is its main category, the label on its card. Once a product is grouped under its vendor, it counts under the vendor's categories.

The map

Landscape opens on a map of your companies:

• One region per category, labeled with the category and how many companies are in it, for example "Competitor · 9". Bigger regions hold companies that come up more often.
• One tile per company, sized by how often it was referenced, with its logo and name. Small tiles hide the name. Hovering a tile shows "Name · Category · referenced 12×".
• Category chips at the top: pick one or more to show only those categories. Clicking a region's label does the same.
• Search companies… finds a company by name.
• Time window: 7 days, 30 days, 90 days or All time (the default), in the Lens bar.

Hover a company to see its category, how often it was referenced, its reach and how many of its products came up, plus its description, the summary of what customers are saying, and up to six products. Unconfirmed companies are marked Needs tagging. Click the card to open the company's full card.

Tag a company

There are two ways to say what a company is to you:

• Drag its tile onto a category region. A dialog confirms it: "A company can sit in several buckets — pick all that fit." The category you dropped it on becomes its main one. Its other categories stay unless you untick them in the dialog.
• Open its card and use What is this company to you? to pick every category that fits, then save. The first one you pick becomes its main category.

Ignore hides a company that isn't relevant, such as a misread name, from the map and the list. Tagging, ignoring and writing an answer need edit access, which the Member, Manager and Organization Owner roles have.

The company card

See companies switches the map to a list of every company, with the busiest and most recent at the top. Open any company for its full card:

• Website, when ArcGlass knows it.
• What we're hearing: an AI summary of what's being said about the company across your calls. Click Generate to write one, or Regenerate to refresh it from the latest mentions.
• What is this company to you?: the category choice described above, and Ignore.
• Answer: how your team positions when this company comes up, written once and kept on the card.
• Products discussed: the company's products that came up, each with its own count.
• View sources: every quote where the company was named, with the meeting title and date, the category the AI suggested from that mention, and who said it: customer or internal when the transcript makes it clear, unknown otherwise.

How the numbers are calculated

• Referenced: how many substantive mentions the company and its products had in the time window. One call can add more than one.
• Reach: how many different customer accounts the company came up with in the time window. A call that isn't linked to an account counts as one on its own.
• Region size: the total references of the companies in it, so a busy category takes more of the map.
• What counts: only substantive mentions the AI is confident about. A company appears on the map and in the list only when it has at least one of those in the time window.
• View sources lists every mention of that company itself, from all time, including passing references and less-certain mentions.
• Time window: a call counts by its meeting date.

How it stays current

• As each call is analyzed: ArcGlass reads it for company mentions and adds them to the map. When a call introduces a new company, ArcGlass groups and describes it, and writes summaries for the busiest companies that don't have one yet.
• Once a week: a pass groups products under their vendors, fills in descriptions, files still-unconfirmed companies under their most-suggested category, and writes summaries for up to 15 of the busiest companies that have at least three substantive mentions and no summary yet.
• Summaries don't refresh on their own. Click Regenerate on a card to update one.

Getting started

• Calls are read once Landscape is turned on for your workspace. Lens is in every workspace by default, but ArcGlass reads calls for Landscape only after it's turned on for yours. If the map is empty, ask your ArcGlass contact to turn it on. ArcGlass can also read your recent calls from before, so you don't start from zero.
• Who can use it: anyone who can read conversations in your workspace can open Landscape and generate a summary. It's a workspace-wide view: its companies, counts and quotes cover every analyzed call. Tagging, Ignore and writing an answer need edit access.
• Start with Unconfirmed. The Lens front page shows how many companies are waiting to be confirmed. Sorting the busiest ones first makes every category count accurate.

What it doesn't do

• It reads calls only. Emails and chat messages aren't used.
• It counts mentions by anyone on the call. A company your own team names counts the same as one the customer names. Each source shows the side that said it when the transcript makes it clear.
• Names have to match. "Acme" and "Acme Inc" are separate companies, and the page can't merge, rename or ungroup companies yet.
• It doesn't score sentiment or group mentions into market themes.
• Sources don't link to the call. Each one shows the meeting title and date.
• Ignore can't be undone from the page.

Frequently asked questions

Glossary

• Mention: one time a company, product or tool was named in a call.
• Substantive mention: a mention where the company is a real part of the conversation. Only these count.
• Reference: a passing mention, such as an example. Shown as a source, not counted.
• Category: what a company is to you: Competitor, Incumbent, Integration, Adjacent or Partner.
• Unconfirmed: a company nobody has sorted into a category yet.
• Referenced: how many substantive mentions a company had in the time window.
• Reach: how many different customer accounts a company came up with.
• Answer: your team's agreed positioning for when a company comes up.
• Lens: the ArcGlass page that holds Landscape and Conversation types.

Related

• Conversation types: the other half of Lens, where each kind of call is read against its playbook.
• Product Signals: what customers ask for and what lands, from the same calls.
• Questions: the real questions customers ask, organized so you answer each once.
• Set up & onboarding: connect the sources Landscape reads.