To: Jordan Wan (CoFound)
From: Joe Braidwood & Dr. Jennifer Shannon
GLACIS is building the evidence layer for AI governance — cryptographic attestation infrastructure that turns runtime controls into independently verifiable proof. Our wedge isn't "better guardrails" (that's becoming table stakes). It's evidence-grade enforcement: portable receipts that third parties can verify without trusting our dashboard.
You nailed the core insight in our call: "the buyer doesn't even know how to evaluate" — and vendors have to control the narrative with proactive dossiers. That's exactly what we productize. Healthcare is our beachhead because digital health vendors are getting blocked by hospital security reviews, not because their AI is unsafe, but because they can't prove it's safe in a way procurement teams can verify.
Colorado AI Act — In Your Backyard
The most frontier AI regulation in the US becomes enforceable June 30, 2026. Your state's AG is about to have a lot of leverage. NIST AI RMF / ISO 42001 compliance creates an affirmative defense — we make that provable with cryptographic evidence. Every digital health company selling into Colorado-based health systems will need this.
Early Validation — All Inbound
Three design partners committed (nVoq, Prompt Opinion, PraxisPro). Credo AI's CEO (Forrester Wave leader) reached out directly — meeting at JPM to discuss integration. Mayo Clinic in active prospecting. Zero marketing spend.
We sell to the vendor who is blocked, not the hospital who is busy.
Hospital security teams are gatekeepers, but they're not the ones with urgent purchase intent. The pain sits with AI vendors trying to get through security review — losing deals, delaying deployments, burning cycles on manual audit responses.
Titles: VP Engineering, Head of Product, CCO, CEO
We're not selling to hospitals directly in Phase 1, but we need them to pull our evidence format into evaluation workflows. When a hospital says "we accept GLACIS attestation packs," vendors have to adopt us.
The play: Partner, don't sell. Get our evidence format accepted as a standard artifact in their security review process. This creates demand pull from vendors.
Insurers can't price AI risk because they lack actuarial data on what controls actually work. We provide the telemetry and evidence infrastructure that makes AI deployments insurable.
This is Phase 2. The prerequisite is production deployments generating real attestation data.
All Inbound — Zero Marketing Spend
Everything below came from organic discovery — LinkedIn content, HLTH networking, word of mouth. We haven't run a single campaign. The pull is real.
| Company | Status | Deal Structure | What We'd Prove |
|---|---|---|---|
| nVoq | LOA in legal review (2nd round) — signing this week/next | 90-day pilot → $25K ARR conversion | Evidence pack closes enterprise security review |
| Prompt Opinion | Tech kickoff scheduled January | Design partnership | AI governance for clinical decisions |
| Company | Status | What They Need |
|---|---|---|
| PraxisPro | Design partner, diligence underway | Evidence-grade AI governance for enterprise |
| Mayo Clinic | Platform CIO conversation | AI governance framework for clinical AI |
We're confident enough to offer: No deployable evidence pack? Full refund. Design partners can pilot with zero downside — if we can't produce verifiable attestation artifacts that pass their customer's security review, they pay nothing.
If we can produce independently verifiable evidence that a vendor's AI controls executed correctly, we can collapse the security review timeline from months to days — and that's worth $50-100K/year to a digital health company losing deals to procurement friction.
Price: $50-100K/year per enterprise
Path: 10 customers × $75K = $750K ARR
Motion: Vendor blocked → we deploy → they close deal → they pay us
Price: $25-50K/year + health system co-investment
Path: 20 vendors × $40K = $800K ARR
Motion: Health system accepts format → vendors come to us
Convert & Ship
Scale Contracts
Regulatory Tailwind
Series A Positioning
The Flight Recorder Concept: Treating AI monitoring as a cryptographically constrained, tamper-evident flight recorder — evidence stays local, only commitments export, and third parties can verify without seeing sensitive data.
Filed with Fenwick & West, November 2025
The patents protect the verification layer, not just the enforcement layer. Competitors can build guardrails. They can build monitoring. But producing cryptographic evidence that a third party can verify without trusting the vendor dashboard — and turning that into insurable, parametric trigger events — that's our protected territory.
Model risk management attestation for regulators
AI underwriting controls with parametric triggers
Safety envelope verification for robotics and vehicles
Procurement compliance for Fortune 500 AI adoption
The patent portfolio explicitly covers insurance integration, positioning us for the $50B+ AI liability insurance market as it emerges.
The AI governance market segments into three layers:
Runtime Security
Pre-inference filters, prompt injection defense
Monitoring
What happened, post-hoc analysis
Evidence/Attestation
Verifiable proof for third parties
Most vendors play in layers 1-2. Layer 3 is the gap.
"We turn runtime controls into independently verifiable evidence that closes audits and procurement — portable receipts a third party can check without trusting the vendor dashboard."
Third-party verifiable evidence. Closes procurement. Security teams verify in 2 minutes.
"Better guardrails" (feature war) • "More monitoring" (WhyLabs lesson) • "Governance platform" (Credo's game)
Rather than competing head-on with guardrail vendors, we position as the evidence layer that plugs into the ecosystem:
This makes us infrastructure, not just another vendor in the stack.
Timeline to Series A: 18-24 months with demonstrated revenue and evidence format adoption.
Your Oscar and ZocDoc background means you've lived the buyer-side pain. Three healthcare unicorns in portfolio. You know which digital health companies are hitting procurement walls right now — and you mentioned two CTOs you'd intro us to.
You immediately saw the reg tech / insurance enabler angle. Our patents explicitly cover parametric triggers for AI liability insurance. We're applying to Lloyd's Lab. This is infrastructure for the $50B+ AI insurance market as it emerges.
Portfolio Fit
Your Seattle companies (including Friday Harbor) and broader healthcare portfolio are exactly the ICP we're targeting. We'd love to explore whether any are facing the procurement friction we solve — and whether there's a path to design partnership or pilot.