Latest / The Official SaaStr Podcast: SaaS | Founders | Investors / AI and the Future of Enterprise: A SaaStr Deep Dive with Marc Benioff

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AI and the Future of Enterprise: A SaaStr Deep Dive with Marc Benioff · The Official SaaStr Podcast: SaaS | Founders | Investors

• 0:00
  I'm the last generation of CEOs to say,
• 0:03
  maybe you are too,
• 0:04
  that we only had human employees.
• 0:07
  SPEAKER_00: Even now, I work with agents every day to make Salesforce better.
• 0:11
  SPEAKER_00: And I train my employees to do that too.
• 0:13
  I created this V2 mom process when I was at Oracle and have
• 0:17
  used that to guide
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  SPEAKER_00: Salesforce for many years.
• 0:20
  SPEAKER_00: And now for almost three years, when I write a V2 mom,
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  SPEAKER_00: One, I always have a Salesforce executive with me.
• 0:28
  SPEAKER_00: And two, I now have an agent with me as well.
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  So that idea that it's the three of us working together,
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  I like having an AI partner.
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  SPEAKER_00: I think it helps expand my own consciousness.
• 0:40
  SPEAKER_00: It gives me a little more enlightenment myself.
• 0:43
  SPEAKER_01: Hey, everybody at Sastr.
• 0:45
  SPEAKER_01: We have a treat today after 12 years of Sastr content,
• 0:49
  SPEAKER_01: 10,000 posts,
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  SPEAKER_01: 2,000 Sastr annual sessions.
• 0:53
  SPEAKER_01: I added over 100,000 LinkedIn posts,
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  SPEAKER_01: almost 1,000 podcasts,
• 0:56
  SPEAKER_01: especially the ones that Harry Stebbins did for us in the other days.
• 0:58
  SPEAKER_01: He's done a lot with Mark.
• 1:00
  SPEAKER_01: We have the OG,
• 1:01
  SPEAKER_01: we have Mark Benioff today to talk about a bunch of things,
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  SPEAKER_01: but I want to do a really practical discussion about AI and B2B,
• 1:08
  SPEAKER_01: the real stuff at the application level.
• 1:10
  SPEAKER_01: Mark, thank you so much for making time for your busy schedule.
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  I'm a huge fan and I'm so thrilled to be here with you and
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  looking forward to the discussion.
• 1:19
  Okay,
• 1:20
  before we get there,
• 1:20
  I want to talk about today and the future a bit.
• 1:23
  SPEAKER_01: But one thing, you're at 40 billion AR plus or minus.
• 1:26
  SPEAKER_01: I know AR isn't GAAP, but you're right about there, right?
• 1:29
  SPEAKER_00: I think we did give guidance at about 40.9 billion for this year.
• 1:33
  SPEAKER_00: Yeah.
• 1:34
  SPEAKER_00: I don't know, something like 12 or 13 or 14 billion in cash flow.
• 1:37
  SPEAKER_00: How does it feel?
• 1:40
  SPEAKER_00: Feels exactly like day one.
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  SPEAKER_00: You don't think about those things.
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  SPEAKER_00: It's like completely irrelevant.
• 1:46
  SPEAKER_00: Those aren't the things that are important.
• 1:48
  SPEAKER_00: It is amazing, but those aren't the most important things.
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  SPEAKER_01: Once in a while, I think we almost forget to celebrate milestones, right?
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  SPEAKER_01: Because there's always another quarter, another year.
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  SPEAKER_01: But I don't know.
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  As someone who's been doing it for a while,
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  I do think it's pretty neat in its own way.
• 2:00
  SPEAKER_00: I'm not a celebration guy.
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  SPEAKER_00: That isn't how I... No, I don't really...
• 2:06
  SPEAKER_00: that are very important.
• 2:07
  SPEAKER_00: Like yesterday was an important moment.
• 2:09
  SPEAKER_00: We had an incredible Tableau user conference in San Diego.
• 2:15
  SPEAKER_00: We had 9,000 folks there.
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  SPEAKER_00: It was awesome.
• 2:18
  SPEAKER_00: And the thing about Tableau is it's a company that I always loved.
• 2:22
  SPEAKER_00: It's a product I always loved.
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  SPEAKER_00: I always loved the space.
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  SPEAKER_00: I always loved analytics.
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  SPEAKER_00: I always loved business intelligence.
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  SPEAKER_00: And then we were able to buy the company,
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  SPEAKER_00: which was a moment in time that we were able to do that.
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  And then we've been able to grow it really aggressively since
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  we bought it.
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  And then we introduced this new product yesterday,
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  which is basically a completely new product.
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  So inspired by the original founders of Tableau and the brand
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  and the name.
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  SPEAKER_00: but then delivering this amazing new platform,
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  SPEAKER_00: really,
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  that's all about apps and agents and AI and you and how it all
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  works together for our,
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  SPEAKER_00: we call our data fam,
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  SPEAKER_00: which is the community around Tableau.
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  SPEAKER_00: So that's a moment that I'm willing to celebrate.
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  SPEAKER_00: That's a good one.
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  SPEAKER_00: I couldn't believe it.
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  SPEAKER_00: I've been waiting for that because I've always loved the product,
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  but there were parts of the product that it didn't have that I
• 3:14
  always wanted.
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  And so that's exciting for me to be able to create the value
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  for the customers.
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  SPEAKER_00: And so I'm willing to celebrate that.
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  SPEAKER_01: Okay, congratulations.
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  SPEAKER_01: How long was it on, let's actually talk about M&A.
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  SPEAKER_01: It wasn't on my list, but it's so impressive what you've done with M&A.
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  How long was Tableau on your want list before you were able to
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  make the deal happen?
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  Oh,
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  forever,
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  because there's only certain brands that really are meaningful
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  in our industry.
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  SPEAKER_00: And that's one.
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  SPEAKER_00: And look, it's going to trade once.
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  SPEAKER_00: So you have to decide, is this going to be part of your solution?
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  And the way I've always looked at it is that idea of business
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  intelligence analytics,
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  SPEAKER_00: and even in the era of AI that we're in right now,
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  SPEAKER_00: you can see with this new agentic front end.
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  This vision of agentic analytics combined with the marketplace
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  of apps and the
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  SPEAKER_00: semantic layer,
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  SPEAKER_00: the ability to talk to Tableau in this incredible new way,
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  SPEAKER_00: it's just beautiful.
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  SPEAKER_00: And so I'm very excited about that.
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  SPEAKER_01: Yeah, AI just analytics...
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  SPEAKER_01: It's one of the most important things in enterprise software,
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  but it's been so limited to needing an analyst or someone that
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  can run it for you.
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  SPEAKER_00: A product that I loved, I used, I always, I admired.
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  SPEAKER_00: At times I was jealous of it.
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  And now it's been part of Salesforce,
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  I don't know,
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  for about seven years or something.
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  SPEAKER_00: But it takes a while after you buy the product to then...
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  SPEAKER_00: You're evolving the management team.
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  SPEAKER_00: You are really looking at what are all the different pieces that are,
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  SPEAKER_00: I would say,
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  SPEAKER_00: relevant for the customers.
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  SPEAKER_00: You have to understand the community.
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  SPEAKER_00: You have to understand why they are successful as a company.
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  SPEAKER_00: And look, let's put in that category Slack.
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  SPEAKER_00: We all use Slack.
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  SPEAKER_00: We've always been using Slack.
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  SPEAKER_00: Everyone loves Slack.
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  SPEAKER_00: Right now I'm on Slack.
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  SPEAKER_00: And so am I. And guess what?
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  SPEAKER_00: This moment.
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  SPEAKER_00: That is very important that we need to be able to
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  SPEAKER_00: Bring that same solution, but it's not the same old Slack.
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  We are incrementally taking the same playbook where it's all
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  about you and agents
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  SPEAKER_00: and Slack working together.
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  SPEAKER_00: And that's what's going to be cool.
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  It's already actually in there,
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  but it's incredible the fundamental direction of Slack with AI.
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  SPEAKER_00: Slack and AI, those are two ideas that were really made for each other.
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  SPEAKER_01: Yeah, for sure.
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  I'm excited because we all live in Slack and it should just do,
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  it should be my meta agent.
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  SPEAKER_01: It should be my meta agent for everyone at the company.
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  SPEAKER_01: Even if I don't,
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  SPEAKER_01: even if I'm not in Tableau,
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  SPEAKER_01: I'm not even in Salesforce,
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  SPEAKER_01: Slack should be my meta agent for all that data.
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  SPEAKER_01: Yeah.
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  And my vision is if you're in Slack,
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  you are in Tableau and you are in Salesforce.
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  SPEAKER_00: Yeah, exactly.
• 5:45
  SPEAKER_00: Right.
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  SPEAKER_00: There shouldn't be, it shouldn't be modal.
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  SPEAKER_00: That was something that I always learned from Steve Jobs.
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  But it's incredibly hard to execute because you're buying
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  something and you're
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  SPEAKER_00: acquiring something.
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  SPEAKER_00: It means that it's been built with a whole different approach.
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  SPEAKER_00: But this is possible.
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  SPEAKER_00: And I think the Tableau really got there yesterday.
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  And if you have a chance to look at the demos,
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  I think you'll be pretty impressed.
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  SPEAKER_01: I will do more and we will write it up.
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  SPEAKER_01: But M&A, so MuleSoft last quarter, 22% growth.
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  SPEAKER_01: after years after you bought it, right?
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  SPEAKER_01: Tableau 16, Slack.
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  SPEAKER_01: Everyone has their opinions on Slack because we all use it, right?
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  SPEAKER_01: Everyone's got an opinion.
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  SPEAKER_01: 17% after you bought it.
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  SPEAKER_01: In all seriousness...
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  SPEAKER_01: You're going to lose the,
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  SPEAKER_01: even if you had founders at these companies,
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  SPEAKER_01: you're going to lose the DNA.
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  SPEAKER_01: How do you bridge that gap?
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  SPEAKER_01: Because Salesforce is successful because you're running it.
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  SPEAKER_01: How do you bridge the founder DNA when you buy it?
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  SPEAKER_00: These are big revenue lines.
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  SPEAKER_00: These are not small.
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  SPEAKER_00: I mean, they're all billions.
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  SPEAKER_00: Yep.
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  SPEAKER_00: They're in the billions.
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  And so when you're,
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  there aren't that many software products in the billions.
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  SPEAKER_00: And these are,
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  SPEAKER_00: and I think that Slack had a huge year last year,
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  SPEAKER_00: not only because the product is great,
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  SPEAKER_00: competition let their guard down,
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  SPEAKER_00: I think,
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  SPEAKER_00: a little bit.
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  But number two is that we changed our distribution model for
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  Slack last year.
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  SPEAKER_00: Nobody really saw that,
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  SPEAKER_00: which is that we allow all of our sales force to sell it,
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  SPEAKER_00: get quota credit for it,
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  SPEAKER_00: to basically make it a peer product with the rest of our products.
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  SPEAKER_00: And it was amazing.
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  SPEAKER_00: a huge supercharge for the product.
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  SPEAKER_00: And I'll tell you why it's exciting,
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  SPEAKER_00: because up to that point,
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  SPEAKER_00: we were trying to keep it how it was,
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  SPEAKER_00: give them more reps,
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  SPEAKER_00: more of this,
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  SPEAKER_00: invest in it,
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  SPEAKER_00: run it as a separate company.
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  SPEAKER_00: But then eventually we just hit the button and said,
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  SPEAKER_00: you know what,
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  SPEAKER_00: this thing is amazing,
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  SPEAKER_00: but it needs to come together with our entire platforms.
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  SPEAKER_00: And you're going to see that incrementally,
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  SPEAKER_00: especially as we get to Dreamforce,
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  SPEAKER_00: how all the things that are critical with Slack are really...
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  SPEAKER_00: going to be deeply integrated with Salesforce as well.
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  SPEAKER_01: Yeah.
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  Is there,
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  and just,
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  is there in the deep enterprise is teams really even a competitor?
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  SPEAKER_01: Is this a social media fiction or is it a real competitor?
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  You can see the horrible things that Microsoft did to Slack
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  before we bought it.
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  SPEAKER_00: And that was pretty bad.
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  SPEAKER_00: Pretty bad, yeah.
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  SPEAKER_00: And they were running their playbook and did a lot of dark stuff.
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  And it's all got written up in an EU complaint that Slack made
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  before we bought them.
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  SPEAKER_00: And you never really know what Microsoft is going to do.
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  SPEAKER_00: But that was pretty nasty.
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  SPEAKER_00: And I really...
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  I don't really admire what Microsoft did with Slack and how
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  they used a lot of
• 8:27
  their assets to really try to attack them when Slack wasn't
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  really going up against Microsoft.
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  So to do these things,
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  I did not find them to be on the up and up,
• 8:38
  I would say.
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  SPEAKER_01: Yeah, it was an odd time.
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  SPEAKER_01: 2021 is like a generation before AI, right?
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  It's almost a different world where it seemed Slack and Zoom
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  probably seemed like
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  SPEAKER_01: these huge,
• 8:48
  SPEAKER_01: they were going to bring down Microsoft.
• 8:50
  SPEAKER_01: And it's ridiculous to think about that today.
• 8:51
  SPEAKER_01: You should support these applications.
• 8:53
  SPEAKER_01: But in 2021, they seemed like they were taking over the world.
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  SPEAKER_00: You can see that playbook being used.
• 8:58
  SPEAKER_00: We saw it on Netscape.
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  SPEAKER_00: We saw it on many things over time.
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  SPEAKER_00: And that playbook should get ripped up and thrown away.
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  SPEAKER_01: Yeah, yeah.
• 9:09
  There is an inherent aggressiveness in enterprise software,
• 9:12
  but there are limits as well.
• 9:13
  You can see it,
• 9:14
  by the way,
• 9:14
  getting played out right now between OpenAI and Microsoft.
• 9:19
  SPEAKER_00: It's a weird dynamic.
• 9:20
  We saw over the weekend this kind of really interesting
• 9:24
  presentation that Sarah Fryer,
• 9:25
  SPEAKER_00: who used to work at Salesforce,
• 9:26
  SPEAKER_00: and she's the CFO at OpenAI.
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  SPEAKER_00: I did, and they revealed their stack for the first time.
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  SPEAKER_00: Their data center, their apps, their APIs, all the different aspects of
• 9:37
  The future of OpenAI and the word Microsoft and Azure and
• 9:42
  Copilot weren't on the stack.
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  SPEAKER_00: And that was extremely interesting.
• 9:46
  And you can see how Microsoft is really starting to run a
• 9:51
  separate playbook against OpenAI.
• 9:53
  And it's a fascinating moment,
• 9:55
  I think,
• 9:55
  in the history of OpenAI because of that.
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  SPEAKER_01: Yeah, it's crazy.
• 10:00
  SPEAKER_01: It has.
• 10:01
  It's so funny to think about Microsoft taking pot shots at
• 10:03
  Slack because Azure is
• 10:05
  SPEAKER_01: so rejuvenated,
• 10:06
  SPEAKER_01: right?
• 10:06
  SPEAKER_01: And the world's changed 11 times since then.
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  SPEAKER_01: Keep it as competitive, but as open as you can.
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  SPEAKER_00: It's amazing, right?
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  SPEAKER_00: Isn't it?
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  SPEAKER_00: And I think that, you know, that's not how Microsoft thinks.
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  SPEAKER_00: Microsoft is a company that
• 10:18
  SPEAKER_00: wants to own it all, control it all.
• 10:20
  SPEAKER_00: If they see a hot company or a hot startup,
• 10:23
  SPEAKER_00: they ask themselves,
• 10:24
  SPEAKER_00: hey,
• 10:24
  SPEAKER_00: why is that not in our world?
• 10:26
  SPEAKER_00: And in the case of they,
• 10:28
  SPEAKER_00: usually they like to either try to feign an acquisition,
• 10:32
  SPEAKER_00: and then based on that,
• 10:33
  SPEAKER_00: they execute a playbook.
• 10:36
  Or in the case of open AI,
• 10:38
  a partnership is going to become a competition.
• 10:41
  SPEAKER_00: Yeah, no, for sure.
• 10:43
  SPEAKER_01: So related to that on AI, let me ask you a question.
• 10:45
  SPEAKER_01: I think maybe it was right after your last earnings call.
• 10:48
  SPEAKER_01: I've been watching you since the first class of AppExchange in 2006,
• 10:51
  SPEAKER_01: but I saw,
• 10:53
  SPEAKER_01: man,
• 10:53
  SPEAKER_01: I saw energy in you recently after,
• 10:55
  SPEAKER_01: I haven't seen it in years.
• 10:56
  SPEAKER_01: I feel like you're so rejuvenated when you talk about AI, right?
• 10:59
  SPEAKER_01: Is it like a refounding, a rebirth of enthusiasm for you?
• 11:03
  SPEAKER_01: It feels like it.
• 11:04
  SPEAKER_00: You're a hundred percent right.
• 11:05
  SPEAKER_00: I've never been so excited about Salesforce and
• 11:09
  Even here I'm in my office and I just did a product oxide with
• 11:12
  my top 35 product
• 11:13
  SPEAKER_00: leaders for three days.
• 11:15
  SPEAKER_00: And the opportunities ahead are just absolutely incredible.
• 11:19
  What is going to happen with software and the transformation of
• 11:21
  software at every
• 11:22
  SPEAKER_00: layer is going to be beyond our expectation,
• 11:26
  SPEAKER_00: beyond our imagination.
• 11:27
  SPEAKER_00: And you can start to see some of that playing out already.
• 11:30
  SPEAKER_00: You can see it in a lot of places.
• 11:31
  You can see it in the startup community,
• 11:33
  but you can also see what the customers too.
• 11:35
  SPEAKER_00: And yeah, I'm pretty jacked.
• 11:36
  SPEAKER_00: I just got back from two weeks in Asia.
• 11:39
  SPEAKER_00: And that got me really motivated.
• 11:41
  SPEAKER_00: Oh, yeah.
• 11:42
  SPEAKER_00: I mean,
• 11:42
  SPEAKER_00: it was really,
• 11:43
  SPEAKER_00: I was like in Bhutan,
• 11:45
  and the king of Bhutan is using Slack to manage their new
• 11:49
  mindfulness city.
• 11:50
  SPEAKER_00: So that's motivating to me.
• 11:52
  SPEAKER_00: Like,
• 11:52
  when I see the technology were being used in kind of creative
• 11:56
  and exciting new ways,
• 11:57
  SPEAKER_00: I get really excited.
• 11:59
  SPEAKER_00: motivated.
• 11:59
  SPEAKER_00: Even the hotel that I was staying at in Bangkok,
• 12:01
  SPEAKER_00: all of a sudden they had to roll out and say,
• 12:03
  SPEAKER_00: hey,
• 12:03
  SPEAKER_00: look,
• 12:04
  SPEAKER_00: we've been using Salesforce forever,
• 12:06
  SPEAKER_00: and here's how we use it in our hotel.
• 12:07
  SPEAKER_00: And then I got to Japan, where we've had just tremendous success.
• 12:11
  SPEAKER_00: We're the second largest software company in Japan.
• 12:13
  SPEAKER_00: We have a new
• 12:14
  SPEAKER_00: Salesforce Tower on the grounds of the Imperial Palace in Tokyo.
• 12:19
  SPEAKER_00: It's pretty awesome.
• 12:20
  And if you get to Japan,
• 12:22
  you got to let me know ahead of time because it's a sight to behold.
• 12:26
  SPEAKER_00: And the customer success is probably the highest we have in the world.
• 12:30
  SPEAKER_00: And some of these incredible Japanese companies,
• 12:32
  SPEAKER_00: what they've done with these platforms is just awesome.
• 12:36
  SPEAKER_01: Yeah, we were there in November for a couple of founders, Veg.
• 12:38
  SPEAKER_01: I can let you know next time.
• 12:40
  SPEAKER_01: It was great.
• 12:40
  SPEAKER_01: I'll tell you what's weird is when I met it with a lot of founders,
• 12:43
  SPEAKER_01: especially folks,
• 12:44
  SPEAKER_01: 100 millionaires,
• 12:45
  SPEAKER_01: a lot there,
• 12:45
  SPEAKER_01: right?
• 12:46
  SPEAKER_01: But the shrinking of the population is tough.
• 12:49
  SPEAKER_01: They're even worried about it in selling seats.
• 12:50
  They're like,
• 12:51
  listen,
• 12:51
  five years out,
• 12:52
  I'm going to see 20% seat contraction.
• 12:54
  SPEAKER_01: This is a worry at a private dinner.
• 12:56
  I'm literally seeing annual seat contraction because population
• 12:59
  is shrinking.
• 13:00
  SPEAKER_01: It's a crazy thing.
• 13:01
  SPEAKER_00: Yeah, that's true.
• 13:02
  SPEAKER_00: And we saw that,
• 13:04
  SPEAKER_00: actually,
• 13:04
  SPEAKER_00: I met with one of the largest companies in Japan,
• 13:08
  SPEAKER_00: meaning one of their C-level officers,
• 13:10
  and they have a goal to reduce the number of employees they
• 13:14
  have by 5% every year
• 13:16
  SPEAKER_00: and replace them with agents.
• 13:17
  SPEAKER_00: So that was...
• 13:20
  SPEAKER_00: Really a remarkable conversation.
• 13:21
  SPEAKER_00: But yeah, you're right.
• 13:22
  SPEAKER_00: It's very real.
• 13:23
  SPEAKER_00: The population changes.
• 13:25
  SPEAKER_00: It's very real in Japan.
• 13:26
  SPEAKER_01: Yeah,
• 13:26
  SPEAKER_01: I'd never heard founders as a group talking about seek contraction due to
• 13:31
  SPEAKER_01: population contraction.
• 13:33
  SPEAKER_01: Hopefully we're 20 years out here if it ever happens.
• 13:36
  So you said you just got 35 product leaders together,
• 13:38
  something like that.
• 13:39
  SPEAKER_01: There was, it just went out that Toby leaked...
• 13:42
  as some Shopify published his memo telling everyone to use AI immediately.
• 13:46
  SPEAKER_01: What's your version of that at Salesforce?
• 13:47
  SPEAKER_01: What are you telling folks to stay current and to be up to date on AI?
• 13:52
  SPEAKER_00: I'm pretty excited about AgentForce.
• 13:55
  SPEAKER_00: A year ago, AgentForce was just beginning to be an idea.
• 13:58
  SPEAKER_00: And today it's in the hands of so many customers who are implementing it,
• 14:02
  SPEAKER_00: way more than we could have expected at this point.
• 14:05
  SPEAKER_00: There's about 5,000 companies who are implementing AgentForce.
• 14:08
  SPEAKER_00: And I already see so many companies
• 14:11
  success stories and to see this product in these customers'
• 14:15
  hands at this kind of
• 14:15
  SPEAKER_00: very early and exciting stage.
• 14:18
  SPEAKER_00: And it's not with other products,
• 14:19
  SPEAKER_00: because usually you roll out a product,
• 14:21
  but then you're waiting a while for the customer to get value
• 14:24
  and start to show you
• 14:24
  SPEAKER_00: what they're building.
• 14:25
  SPEAKER_00: But in this case,
• 14:26
  SPEAKER_00: because it's getting birth from within the platform,
• 14:28
  SPEAKER_00: it makes it very easy for customers to play.
• 14:31
  SPEAKER_00: When I was in Asia,
• 14:32
  SPEAKER_00: I was with Singapore Airlines,
• 14:34
  SPEAKER_00: who's a huge customer of ours and has been for a long time.
• 14:37
  SPEAKER_00: Yeah.
• 14:38
  SPEAKER_00: And they...
• 14:39
  SPEAKER_00: Of course,
• 14:40
  they're running sales and service and Slack and marketing and
• 14:42
  all the things you expect.
• 14:43
  But the power of Singapore Airlines is that the CEO,
• 14:48
  his name is Go,
• 14:49
  by the way,
• 14:49
  so let's go.
• 14:50
  SPEAKER_00: Incredible visionary CEO.
• 14:53
  SPEAKER_00: And he's building an agentic layer over the airline.
• 14:56
  SPEAKER_00: And
• 14:57
  SPEAKER_00: That was very motivating because here within a year,
• 15:01
  we're going from idea to this point where these customers are
• 15:06
  able to deploy a huge
• 15:07
  SPEAKER_00: amount of value in a relatively short period of time.
• 15:10
  SPEAKER_01: Yeah.
• 15:11
  SPEAKER_01: So many folks talk about,
• 15:12
  we can talk about a little bit if we don't have time about AI
• 15:15
  for changing coding
• 15:16
  SPEAKER_01: and programming.
• 15:16
  SPEAKER_01: You talked about freezing hiring and engineering.
• 15:19
  I want to get to that,
• 15:19
  but most folks are not,
• 15:21
  don't have visibility into the contact center.
• 15:23
  SPEAKER_01: It's just as transformational in one year.
• 15:25
  SPEAKER_01: It's crazy.
• 15:26
  SPEAKER_01: The transformation, the contact center, isn't it?
• 15:28
  SPEAKER_01: Agent force is at the bleeding edge of it.
• 15:29
  SPEAKER_01: It's so fast.
• 15:31
  SPEAKER_01: Look at Salesforce.
• 15:32
  SPEAKER_00: Salesforce has helped at salesforce.com.
• 15:34
  SPEAKER_00: We have 9,000 support agents.
• 15:37
  We've already done more than a half a million of these
• 15:40
  interactions with customers and agents.
• 15:42
  SPEAKER_00: But that idea I think is pretty big and pretty incredible.
• 15:46
  SPEAKER_00: Yeah, it is.
• 15:48
  SPEAKER_01: Do you,
• 15:48
  SPEAKER_01: I know it's a,
• 15:49
  SPEAKER_01: I know it's maybe a complicated topic,
• 15:51
  SPEAKER_01: but I'm seeing,
• 15:52
  SPEAKER_01: I've invested early in a bunch of folks in the contact center,
• 15:55
  SPEAKER_01: Gorgias,
• 15:55
  which has 20,000 Shopify customers and talk desk in the
• 15:58
  Salesforce ecosystem.
• 15:59
  I'm seeing folks already reducing headcount there 30%,
• 16:03
  already 30% in a year.
• 16:03
  SPEAKER_01: It's crazy.
• 16:04
  SPEAKER_01: Yeah.
• 16:06
  SPEAKER_01: Any thoughts on that?
• 16:07
  SPEAKER_00: I'm thinking that I would like to try to do that myself.
• 16:11
  SPEAKER_00: And that's a big idea.
• 16:12
  I can deploy those resources to other parts of the company
• 16:14
  where I desperately need
• 16:15
  SPEAKER_00: more help and more capability.
• 16:17
  SPEAKER_00: And I encourage customers to really look at that.
• 16:20
  SPEAKER_00: That said,
• 16:22
  SPEAKER_00: customers,
• 16:22
  SPEAKER_00: especially large companies like ours,
• 16:24
  SPEAKER_00: the ability to do something like that in a material way,
• 16:27
  SPEAKER_00: it takes time.
• 16:29
  SPEAKER_00: It's that old phrase,
• 16:30
  people overestimate what you're going to do in a year and
• 16:33
  underestimate what you're
• 16:33
  SPEAKER_00: going to do in a decade.
• 16:36
  SPEAKER_00: And that is where we are with this as well,
• 16:38
  SPEAKER_00: which is that,
• 16:39
  SPEAKER_00: yes,
• 16:39
  SPEAKER_00: we can say this is what's going to happen to the contact center,
• 16:42
  SPEAKER_00: but we might be saying that a year from now or two years from now still.
• 16:46
  SPEAKER_00: And then incrementally, we'll have more examples.
• 16:48
  SPEAKER_00: Well,
• 16:48
  SPEAKER_00: pioneers,
• 16:49
  SPEAKER_00: people have done it,
• 16:50
  SPEAKER_00: but we're still at the beginning of a lot of these opportunities.
• 16:54
  SPEAKER_01: Yeah.
• 16:55
  SPEAKER_01: So we rolled out a little AI just on SaaS for itself.
• 16:57
  SPEAKER_01: We had 30,000 conversations in one month.
• 16:59
  SPEAKER_01: It's just pretty crazy.
• 17:01
  SPEAKER_01: And one of the things that surprised me,
• 17:02
  SPEAKER_01: I thought I knew about AI until I saw it on the other side.
• 17:06
  SPEAKER_01: What's really interesting is how people do things you wouldn't expect.
• 17:09
  SPEAKER_01: Do things you wouldn't expect, right?
• 17:11
  Like today,
• 17:11
  someone had a half an hour board discussion about how to work
• 17:14
  with their board.
• 17:15
  SPEAKER_01: They shared their board deck.
• 17:16
  SPEAKER_01: They reached out to me.
• 17:18
  SPEAKER_01: You wouldn't expect it, right?
• 17:20
  SPEAKER_01: Any things you've seen that are unexpected?
• 17:23
  I think some of the things that I've seen that are unexpected
• 17:26
  are also expected.
• 17:28
  And I think like with,
• 17:29
  and I like talking about some of these customer stories.
• 17:31
  SPEAKER_00: Yeah.
• 17:32
  SPEAKER_00: The Singapore Airlines story,
• 17:33
  SPEAKER_00: the Salesforce story,
• 17:34
  this idea that we're already done a half a million
• 17:37
  conversations as we kind of head
• 17:39
  SPEAKER_00: to Dreamforce,
• 17:40
  SPEAKER_00: I'm sure that we'll get into the millions.
• 17:42
  SPEAKER_00: Yep.
• 17:43
  SPEAKER_00: And then when I see like really solid customers of ours,
• 17:47
  SPEAKER_00: Lennar,
• 17:47
  SPEAKER_00: which is one of the largest home builders in the United States,
• 17:51
  SPEAKER_00: For years,
• 17:51
  they've had this vision that they've talked to us about of not
• 17:54
  just using our apps,
• 17:55
  SPEAKER_00: they use all of our apps and do all the customer work,
• 17:58
  SPEAKER_00: but how can they really provide more service to their customers?
• 18:01
  SPEAKER_00: How can they provide more revenue lines to their customers?
• 18:04
  SPEAKER_00: And that idea, that has become very real.
• 18:09
  SPEAKER_00: That's actually happening right now.
• 18:11
  That idea is going down,
• 18:13
  that this is going to be something that these customers are
• 18:18
  SPEAKER_00: are going to be served by these agents.
• 18:19
  And for Lennar,
• 18:21
  they have given us incredible revenue projections based on what
• 18:26
  they have found.
• 18:27
  And I think that is going to be something that we're going to
• 18:31
  see with a lot of customers.
• 18:32
  I think a lot of customers are going to all of a sudden start
• 18:35
  to experiment.
• 18:35
  SPEAKER_00: And I'll tell you the most exciting thing,
• 18:37
  SPEAKER_00: like,
• 18:37
  SPEAKER_00: since we're in the Lennar zone,
• 18:39
  SPEAKER_00: they called me originally a CEO.
• 18:41
  SPEAKER_00: Stuart is an incredible person.
• 18:43
  SPEAKER_00: Father was the founder of the company.
• 18:46
  SPEAKER_00: And he said, our guys went to Dreamforce.
• 18:49
  SPEAKER_00: They came back.
• 18:50
  SPEAKER_00: And we did a hackathon here on AgentForce.
• 18:53
  SPEAKER_00: And then we have these five use cases.
• 18:55
  SPEAKER_00: And if they deliver these five use cases,
• 18:57
  SPEAKER_00: you're going to dramatically impact the financials of this company.
• 19:01
  SPEAKER_00: And that is what is exciting for me.
• 19:04
  SPEAKER_00: That we're seeing customers say,
• 19:05
  SPEAKER_00: hey,
• 19:06
  how do I really use this technology in an exciting new way and
• 19:09
  then deliver that value?
• 19:10
  And that whole cycle from idea to innovation to actually
• 19:14
  delivery with Lenar,
• 19:15
  SPEAKER_00: because they're live now,
• 19:16
  SPEAKER_00: was about six months.
• 19:19
  SPEAKER_00: That's fast at that size.
• 19:20
  SPEAKER_00: That's fast.
• 19:21
  SPEAKER_00: And also, is that the end of their story?
• 19:24
  SPEAKER_00: No.
• 19:24
  SPEAKER_00: This is the beginning still of the story.
• 19:26
  Because when we think about what are companies going to be like
• 19:29
  that are going to
• 19:30
  SPEAKER_00: be agent first,
• 19:31
  what is an agent first Salesforce or an agent first Lenar or an
• 19:34
  agent first
• 19:35
  SPEAKER_00: Singapore Air?
• 19:36
  SPEAKER_00: It doesn't look like where we are today.
• 19:38
  I'm jealous of all those founders who are starting companies
• 19:40
  now because they're
• 19:41
  SPEAKER_00: going to be creating agent first companies.
• 19:43
  I'm the last generation of CEOs to say,
• 19:46
  maybe you are too,
• 19:47
  that we only had human employees.
• 19:50
  SPEAKER_00: Even now, I work with agents every day to make Salesforce better.
• 19:54
  SPEAKER_00: And I train my employees to do that, too.
• 19:56
  SPEAKER_00: I created this V2 Mom process when I was at Oracle,
• 20:00
  SPEAKER_00: and I've used that to guide Salesforce for many years.
• 20:03
  SPEAKER_00: And now for almost three years,
• 20:06
  SPEAKER_00: when I write a V2 Mom,
• 20:09
  SPEAKER_00: one,
• 20:09
  SPEAKER_00: I always have a Salesforce executive with me.
• 20:12
  SPEAKER_00: And two, I now have an agent with me as well.
• 20:15
  SPEAKER_00: Yeah.
• 20:15
  So that idea that it's the three of us working together and
• 20:19
  we'll ask that agent
• 20:21
  SPEAKER_00: really important key questions.
• 20:22
  SPEAKER_00: For example, hey, how is this competitive against these key competitors?
• 20:27
  SPEAKER_00: Or is this going to really expand our distribution capacity like we want?
• 20:32
  SPEAKER_00: Or is this what we want to have happen with our ecosystem?
• 20:35
  SPEAKER_00: And the answers are surprisingly important.
• 20:38
  SPEAKER_00: Awakening.
• 20:39
  SPEAKER_00: That is, all of a sudden say, whoa, I didn't think about that.
• 20:42
  SPEAKER_00: So I like having an AI partner.
• 20:44
  I think it helps expand my own consciousness,
• 20:47
  gives me a little more enlightenment myself.
• 20:50
  SPEAKER_00: So it's another tool in the tool chest.
• 20:52
  SPEAKER_00: And I think it's extremely important that founders use that.
• 20:56
  SPEAKER_01: Yeah, I didn't.
• 20:56
  You've been saying that for a while,
• 20:57
  the last generation with an all human team.
• 20:59
  SPEAKER_01: And I'll be honest, maybe until six months ago, I didn't fully get it.
• 21:02
  SPEAKER_01: Like I thought it was a great catchphrase,
• 21:04
  SPEAKER_01: but even with now we have our agent AI come to meetings.
• 21:08
  SPEAKER_01: And what I love about it is it also remembers everything.
• 21:11
  You don't actually remember what Mark Benioff said on that
• 21:13
  podcast two years ago,
• 21:15
  SPEAKER_01: but you know what?
• 21:16
  Your agent remembers it and can contextualize into what you're
• 21:19
  talking about today,
• 21:20
  right?
• 21:20
  SPEAKER_01: It's crazy, right?
• 21:22
  SPEAKER_01: I like going with the prime version of myself.
• 21:24
  The digital version of me just remembers stuff and connects it
• 21:27
  in the way I can't do it.
• 21:28
  SPEAKER_01: Like, it's crazy.
• 21:30
  SPEAKER_00: That's cool.
• 21:31
  SPEAKER_00: And I think that idea— It's crazy.
• 21:33
  SPEAKER_00: —that there is an agent around all the time, and we're not totally there.
• 21:37
  SPEAKER_00: Like, here we are on the podcast.
• 21:38
  SPEAKER_00: We don't have an agent talking with us.
• 21:39
  SPEAKER_01: I think in six months we will.
• 21:41
  SPEAKER_00: Okay,
• 21:41
  so that's—we're getting—it's like we're making these kind of
• 21:44
  incremental gains,
• 21:46
  SPEAKER_00: and I think that's a big thought.
• 21:47
  SPEAKER_00: Yes.
• 21:47
  SPEAKER_00: Okay.
• 21:48
  SPEAKER_00: Now, what question do you want to ask Mark Benioff about—
• 21:51
  And so this idea that we wrote a little tagline that I used at
• 21:55
  Dreamforce last year,
• 21:56
  SPEAKER_00: which was humans with agents working together to create customer success.
• 22:01
  SPEAKER_00: And I believe that.
• 22:03
  SPEAKER_00: I think that this is about us working well with agents together.
• 22:06
  SPEAKER_00: We're not at that point yet.
• 22:08
  Still,
• 22:09
  if you go to help.salesforce.com,
• 22:10
  we're still at the beginning of what that could be.
• 22:14
  SPEAKER_00: And I think that for a lot of our customers,
• 22:16
  SPEAKER_00: we're still at the beginning of what that agentic layer means.
• 22:20
  SPEAKER_00: And then over time, it can really expand.
• 22:22
  SPEAKER_00: Now, let's just say this also.
• 22:24
  The agentic layer is very important,
• 22:26
  but we still have human beings in our company.
• 22:28
  SPEAKER_00: I don't know about you.
• 22:31
  SPEAKER_00: A few less than a year ago, but yes.
• 22:33
  SPEAKER_01: We have a lot of people that we're hiring also.
• 22:36
  SPEAKER_01: 70,000, 100,000 at Salesforce, something like that.
• 22:37
  SPEAKER_00: I'm hiring.
• 22:38
  SPEAKER_00: Yeah, I'm hiring, and I have a lot.
• 22:40
  I'm hiring more in a lot of key areas because just demand
• 22:43
  levels are impressive.
• 22:44
  SPEAKER_00: Yeah.
• 22:46
  SPEAKER_00: I would say that at that point, applications are still important.
• 22:50
  SPEAKER_00: Like we mentioned that we're both using Slack.
• 22:53
  SPEAKER_00: Yeah.
• 22:53
  And I'm using Tableau,
• 22:55
  and I'm using our sales cloud and our service cloud,
• 22:58
  our marketing cloud.
• 22:59
  SPEAKER_00: And then we've got a lot.
• 23:01
  SPEAKER_00: I don't know if you've seen what we've done with field service,
• 23:03
  but I was on the phone yesterday with the CEO of a very large
• 23:08
  power utility.
• 23:09
  SPEAKER_00: We have two amazing ones in California.
• 23:11
  SPEAKER_00: Both of them are huge customers in Salesforce.
• 23:13
  SPEAKER_00: And...
• 23:14
  SPEAKER_00: Our field service app,
• 23:15
  SPEAKER_00: if you go to App Store and download it,
• 23:17
  SPEAKER_00: you'll see this amazing field service app.
• 23:20
  SPEAKER_00: These apps are still really important.
• 23:23
  SPEAKER_00: And in this case of fire mitigation,
• 23:25
  SPEAKER_00: especially in California,
• 23:27
  SPEAKER_00: it's really important that these folks are out there,
• 23:29
  SPEAKER_00: they're automated,
• 23:30
  SPEAKER_00: that we can do things to prevent wildfires.
• 23:35
  SPEAKER_00: Apps are still important.
• 23:36
  SPEAKER_00: Humans are still important in this case.
• 23:38
  SPEAKER_00: There aren't robots out there doing that yet.
• 23:41
  SPEAKER_00: Maybe there will be soon.
• 23:42
  SPEAKER_00: Agents can only go so far until you get into the natural world.
• 23:47
  So this is a big moment where we can say,
• 23:52
  wow,
• 23:52
  we're going to bring huge value.
• 23:54
  SPEAKER_00: So it's the apps are important.
• 23:57
  SPEAKER_00: The data is way more important than ever.
• 24:00
  SPEAKER_00: Because if you don't have the data,
• 24:01
  your agents are not going to perform with the level of accuracy
• 24:04
  and capability.
• 24:05
  SPEAKER_00: I'm wearing a shirt, my favorite customer, Disney.
• 24:08
  SPEAKER_00: Here's Mickey.
• 24:10
  SPEAKER_00: And I love to buy all of the stuff on Disney Store,
• 24:14
  SPEAKER_00: not because it runs on Salesforce,
• 24:15
  SPEAKER_00: but because I just love the brand,
• 24:17
  SPEAKER_00: love the products,
• 24:17
  SPEAKER_00: and go to the parks.
• 24:19
  SPEAKER_00: and the hotels and all that.
• 24:20
  SPEAKER_00: But we built this incredible agent that's incredibly fluid,
• 24:24
  SPEAKER_00: that's able to go through all of their products.
• 24:27
  SPEAKER_00: But they have done such a great job as a company, Disney.
• 24:30
  SPEAKER_00: They have so many products,
• 24:32
  no human could possibly understand all of the products and the
• 24:35
  combinations and the promotions.
• 24:37
  But the AI offers tremendous value at that point for the
• 24:41
  customer and for what they
• 24:43
  SPEAKER_00: call the cast member,
• 24:45
  SPEAKER_00: which is their employee.
• 24:46
  SPEAKER_00: And that is...
• 24:48
  SPEAKER_00: critical.
• 24:49
  And this idea now that the apps,
• 24:52
  the data,
• 24:53
  and the agent,
• 24:54
  these three layers together.
• 24:56
  SPEAKER_00: And for Salesforce, that's only one piece of code.
• 24:59
  SPEAKER_00: Like in that new version of Tableau I mentioned,
• 25:02
  you look at that and you take a look at what we did and you'll
• 25:04
  see on my Twitter feed,
• 25:06
  SPEAKER_00: I have a stack diagram of what we've done with our architecture and
• 25:10
  SPEAKER_00: And it's just not just some AI thing running out there in the wild.
• 25:15
  It's something that we're going to use in our company,
• 25:19
  create a better company.
• 25:20
  SPEAKER_00: And AI and agents are a key part of it.
• 25:22
  SPEAKER_00: But so is the data and so is the app.
• 25:26
  SPEAKER_00: Because it's about you and apps and agents all working together.
• 25:30
  SPEAKER_00: And that idea of these three critical layers.
• 25:33
  SPEAKER_00: And then like last week, I was on...
• 25:35
  SPEAKER_00: a Zoom with the CEO of an incredible robot company in San Jose,
• 25:40
  SPEAKER_00: and that fourth layer is going to be the robotic layer.
• 25:42
  SPEAKER_00: But it needs the other three layers to operate because the agents...
• 25:46
  SPEAKER_00: are going to get manifested into these robots.
• 25:48
  SPEAKER_00: So that will be a keep next step.
• 25:50
  SPEAKER_00: And we'll see that by Dreamforce, I'm sure.
• 25:52
  SPEAKER_00: I'm sure.
• 25:53
  SPEAKER_00: These four layers all have to work together.
• 25:55
  SPEAKER_00: But remember, it's one piece of code.
• 25:58
  SPEAKER_00: It's one piece of code for Salesforce.
• 26:00
  We sell it in different kinds of brands and flavors and this
• 26:03
  and that,
• 26:03
  so forth.
• 26:04
  SPEAKER_00: But it's still one piece of code.
• 26:06
  SPEAKER_00: And that...
• 26:07
  SPEAKER_00: is going to be incredibly important going forward for these customers,
• 26:10
  especially as they scale these implementations and make these
• 26:14
  enterprise-wide
• 26:15
  implementations that are going to be transformational for how
• 26:18
  they interoperate
• 26:19
  SPEAKER_00: with their employees,
• 26:20
  SPEAKER_00: their customers,
• 26:21
  SPEAKER_00: their partners.
• 26:22
  SPEAKER_01: I'll tell you, for what it's worth running our AI agent, what I learned
• 26:26
  SPEAKER_01: I didn't get this before,
• 26:28
  SPEAKER_01: was I actually think within 12 months,
• 26:30
  SPEAKER_01: this agent-human combination,
• 26:32
  SPEAKER_01: I think every single Zoom,
• 26:33
  SPEAKER_01: every single meeting,
• 26:34
  SPEAKER_01: every sales rep,
• 26:35
  SPEAKER_01: every cast member,
• 26:37
  SPEAKER_01: every person human should come with their AI.
• 26:41
  And I trained mine on 12 years of 10,000 pieces of content and
• 26:44
  all this stuff.
• 26:46
  It knows there is no excuse to show up to a sales meeting and
• 26:49
  not know whether this
• 26:50
  SPEAKER_01: integration works in Slack,
• 26:51
  SPEAKER_01: what the pricing is for 10.
• 26:53
  SPEAKER_01: There's just no excuse.
• 26:54
  SPEAKER_01: And we should be on a meeting together.
• 26:55
  SPEAKER_01: And if I don't know,
• 26:56
  SPEAKER_01: I should be able to say,
• 26:57
  SPEAKER_01: digital Mark,
• 26:58
  SPEAKER_01: remind me,
• 26:59
  how does this Slack plus Tableau integrate with a 1970s SAP implementation?
• 27:05
  SPEAKER_01: And you should have this, the answer.
• 27:08
  SPEAKER_01: Like that should be like 12 months because I can already do it on our AI.
• 27:11
  SPEAKER_01: It's crazy.
• 27:11
  SPEAKER_01: So everyone should come to that meeting like now.
• 27:14
  SPEAKER_01: Yeah.
• 27:14
  SPEAKER_00: A hundred percent.
• 27:15
  SPEAKER_00: That's the vision of the future, right?
• 27:17
  SPEAKER_00: Yeah.
• 27:17
  SPEAKER_00: It's about humans and agents working together.
• 27:19
  SPEAKER_00: Yeah.
• 27:20
  SPEAKER_00: And you just articulated it beautifully.
• 27:23
  SPEAKER_00: And look, you might be there, but most people are not.
• 27:26
  SPEAKER_01: No, no.
• 27:27
  SPEAKER_01: I wasn't even there until three weeks ago, but now I get it.
• 27:29
  SPEAKER_01: Now, now I get it.
• 27:30
  Cause I tried,
• 27:31
  we,
• 27:32
  Brian,
• 27:33
  I tried to used to talk to digital Brian Halligan.
• 27:35
  SPEAKER_01: He was early.
• 27:35
  It was pretty fun from HubSpot,
• 27:37
  but he,
• 27:37
  and he's great,
• 27:38
  but he trained it only so much.
• 27:39
  SPEAKER_01: Yeah.
• 27:40
  SPEAKER_01: That's great.
• 27:40
  SPEAKER_01: And he's like, I trained it.
• 27:41
  SPEAKER_01: I'm like, I'm going to try to train this to S level, S tier level.
• 27:44
  SPEAKER_01: And I trained it on everything.
• 27:46
  SPEAKER_01: And now I'm like,
• 27:47
  SPEAKER_01: if this guy just comes to Zoom,
• 27:49
  SPEAKER_01: then first of all,
• 27:50
  SPEAKER_01: he can answer all the questions at night and on weekends.
• 27:53
  SPEAKER_01: And he comes to every meeting.
• 27:54
  SPEAKER_01: There's no excuse.
• 27:55
  SPEAKER_01: There's literally no excuse to not know every corner case at Salesforce.
• 27:59
  SPEAKER_01: There's no excuse to not know how every custom tab, every workflow.
• 28:04
  SPEAKER_00: It's a huge vision for the future.
• 28:06
  SPEAKER_00: Yeah.
• 28:07
  SPEAKER_00: I think it's soon.
• 28:08
  SPEAKER_00: It's pioneering.
• 28:09
  SPEAKER_00: Yeah.
• 28:10
  SPEAKER_01: All right.
• 28:11
  SPEAKER_01: One people talk about all over social media.
• 28:13
  I don't think they know what they're talking about is where the
• 28:15
  money comes from AI.
• 28:16
  SPEAKER_01: What are you seeing at budgets?
• 28:18
  SPEAKER_01: Is there really an AI budget at Lenar and Singapore?
• 28:21
  SPEAKER_01: Are they repositioning budgets?
• 28:22
  SPEAKER_01: Are they stealing it from old boring stuff?
• 28:24
  SPEAKER_01: Like where's the money?
• 28:25
  SPEAKER_01: Where's the incremental money really coming from in your experience?
• 28:28
  SPEAKER_00: I think you have two things going on.
• 28:30
  SPEAKER_00: First of all,
• 28:31
  we just talked about how excited AI is and how it's going to
• 28:34
  change these companies
• 28:35
  SPEAKER_00: and transform them and transform these employees.
• 28:38
  But for the vast majority of companies who have been playing
• 28:41
  around with these
• 28:42
  SPEAKER_00: models and tools over the last,
• 28:44
  SPEAKER_00: call it,
• 28:45
  SPEAKER_00: three years or four years of generative AI,
• 28:48
  SPEAKER_00: they've mostly failed.
• 28:49
  You don't have that many great stories of how AI has
• 28:54
  transformed these companies.
• 28:55
  SPEAKER_00: That's one of the reasons why Agent Force is as exciting as it is,
• 28:59
  SPEAKER_00: because it's practical,
• 29:01
  SPEAKER_00: it's specific,
• 29:02
  SPEAKER_00: it's tactical.
• 29:03
  It gives them clear action plan on exactly how to go ahead and
• 29:08
  execute the AI
• 29:09
  SPEAKER_00: playbook for a company.
• 29:10
  SPEAKER_00: And in a lot of cases, you had a lot of just little...
• 29:14
  Science lab experiments,
• 29:16
  and those things did not work out for those customers.
• 29:20
  SPEAKER_00: So that is really step one.
• 29:22
  SPEAKER_00: I think everybody needs a win.
• 29:23
  SPEAKER_00: Everybody needs a help.salesforce.com.
• 29:26
  SPEAKER_00: To that point, even Salesforce, it's like we have all the technology.
• 29:30
  SPEAKER_00: We've done a million things.
• 29:31
  SPEAKER_00: We've got Einstein.
• 29:32
  SPEAKER_00: We do the predictions.
• 29:33
  SPEAKER_00: We do all this stuff.
• 29:34
  SPEAKER_00: Whoa, this is actually dramatically impacting my business process itself.
• 29:40
  SPEAKER_00: Okay.
• 29:40
  SPEAKER_00: Yeah.
• 29:41
  SPEAKER_00: So everybody needs a huge win.
• 29:43
  SPEAKER_00: That is really the next step.
• 29:46
  SPEAKER_01: Yeah.
• 29:47
  SPEAKER_01: And so just,
• 29:47
  SPEAKER_01: just,
• 29:48
  SPEAKER_01: you know,
• 29:48
  SPEAKER_01: I think everyone's got to be excited about AgentForce,
• 29:50
  SPEAKER_01: whether they're deploying it now or Dreamforce or a year,
• 29:53
  SPEAKER_01: everyone's,
• 29:53
  SPEAKER_01: and if I'm invested in the platform,
• 29:54
  SPEAKER_01: this has got to be on my top two or three initiatives,
• 29:56
  SPEAKER_01: right?
• 29:57
  SPEAKER_01: No question.
• 29:57
  SPEAKER_01: But where am I going to my CEO and asking for more budget?
• 30:01
  Is it take like,
• 30:02
  just,
• 30:02
  I just want from this sort of overall money,
• 30:05
  GDP going into software.
• 30:06
  SPEAKER_00: Are we freeing up more money?
• 30:08
  SPEAKER_00: No,
• 30:08
  SPEAKER_00: you're totally on it,
• 30:09
  but I think that it's going to resolve back into the line of
• 30:11
  business budgets.
• 30:13
  SPEAKER_00: And I think that this is just an extension of those line of businesses.
• 30:18
  SPEAKER_00: I think that where there was an AI budget, that was a mistake.
• 30:22
  And that where it should be is like you should be holding,
• 30:24
  at least this is what I do.
• 30:25
  SPEAKER_00: I should be holding our service team accountable.
• 30:28
  SPEAKER_00: Our sales team should be held accountable for that.
• 30:30
  SPEAKER_00: Yeah.
• 30:31
  SPEAKER_00: is where the budget should be.
• 30:33
  SPEAKER_00: It should be the line of business.
• 30:34
  Hey,
• 30:34
  you're going to need to get this much more efficient,
• 30:35
  this more productive.
• 30:37
  SPEAKER_00: You need to augment your employees.
• 30:38
  SPEAKER_00: You need a higher level of enablement.
• 30:40
  SPEAKER_00: You need more capacity.
• 30:42
  You need to be able to integrate your compensation plans into
• 30:45
  our strategic goals.
• 30:47
  SPEAKER_00: All of these things are going to be done with AI.
• 30:50
  SPEAKER_00: But should there be a separate AI budget?
• 30:52
  I think that could be an indication that you're not moving in
• 30:54
  the right direction.
• 30:56
  SPEAKER_00: Because if you have a completely separate AI budget,
• 30:58
  SPEAKER_00: you're probably not integrated at that level.
• 31:00
  SPEAKER_00: And I'll give you an example.
• 31:02
  SPEAKER_00: We work really closely with RBS Bank and Royal Bank of Scotland.
• 31:07
  SPEAKER_00: They're in Canada.
• 31:07
  SPEAKER_00: Incredible CEO, Dave McKay.
• 31:09
  SPEAKER_00: And they have an incredible AI team.
• 31:11
  SPEAKER_00: They have an incredible...
• 31:13
  SPEAKER_00: set of PhD researchers.
• 31:15
  SPEAKER_00: They come out of University of Waterloo in Canada.
• 31:17
  SPEAKER_00: They're incredible people.
• 31:19
  SPEAKER_00: And actually, they're very near those Shopify guys.
• 31:22
  SPEAKER_00: And this is a great bank, great institution, great customer.
• 31:26
  SPEAKER_00: And for a couple years, he keeps coming to see me.
• 31:29
  SPEAKER_00: I'm doing this with AI.
• 31:29
  SPEAKER_00: I'm doing that.
• 31:30
  SPEAKER_00: I want to do this.
• 31:31
  SPEAKER_00: I want to do that.
• 31:32
  SPEAKER_00: And I don't think he was getting the value that he really wanted.
• 31:35
  SPEAKER_00: And then
• 31:36
  SPEAKER_00: I was working with his wealth team,
• 31:39
  SPEAKER_00: which is actually based in the U.S.,
• 31:41
  SPEAKER_00: and all of a sudden we had some incredible success.
• 31:44
  SPEAKER_00: And that's where I was like,
• 31:45
  SPEAKER_00: hey,
• 31:46
  SPEAKER_00: you really need to look at,
• 31:46
  SPEAKER_00: this is the very tactical,
• 31:48
  SPEAKER_00: practical thing.
• 31:50
  SPEAKER_00: So we're going to make your wealth business a lot more successful.
• 31:54
  SPEAKER_00: And yes,
• 31:55
  we're going to convert your call center to not only service
• 31:58
  your customers,
• 31:59
  SPEAKER_00: but sell mortgages also.
• 32:00
  SPEAKER_00: That's going to be really important.
• 32:03
  SPEAKER_00: And this fundamental transformation,
• 32:05
  SPEAKER_00: I think in their consciousness,
• 32:06
  SPEAKER_00: they all of a sudden realized not only could they do all of these things,
• 32:10
  but they could start to think about things strategically for
• 32:12
  the future of their
• 32:13
  SPEAKER_00: bank that they were not able to think about before.
• 32:16
  And that this AI was going to really give them a capability
• 32:20
  that was not on their business plan.
• 32:23
  SPEAKER_00: This doesn't come out of an AI budget.
• 32:25
  This comes out of your line of business managers really having
• 32:28
  to think about what
• 32:29
  SPEAKER_00: is the future of their business.
• 32:31
  SPEAKER_00: And that is where you're going to have the best impact.
• 32:34
  SPEAKER_00: Not just having the two dozen world-class AI PhDs,
• 32:39
  SPEAKER_00: but hey,
• 32:40
  let's look at the apps and let's look at each app and then
• 32:43
  let's look at the
• 32:44
  SPEAKER_00: employees and let's look at productivity,
• 32:46
  SPEAKER_00: let's look at augmentation,
• 32:48
  SPEAKER_00: let's look at all of these areas.
• 32:49
  SPEAKER_00: And
• 32:50
  I think it's one of the reasons why Agent Force has been as
• 32:53
  successful as it has
• 32:54
  SPEAKER_00: been so early on.
• 32:56
  SPEAKER_00: And we're going to see some, continue to see a lot of great stories.
• 33:00
  SPEAKER_01: Yeah.
• 33:00
  SPEAKER_01: Wealth management really should be a space utterly changed by AI.
• 33:03
  It's such a weird space because there's big dollars with
• 33:07
  terrible service.
• 33:08
  SPEAKER_01: Like just, I want a mortgage.
• 33:10
  SPEAKER_01: I want a line of credit.
• 33:11
  I want to do,
• 33:12
  and like,
• 33:13
  it's 11 calls and someone gets back to you in two weeks.
• 33:15
  SPEAKER_01: This shouldn't be this hard for this amount.
• 33:17
  SPEAKER_00: Hey, we're still in that zone on healthcare.
• 33:20
  I like just had a full recovery from a proximal rupture of my
• 33:24
  Achilles last September.
• 33:26
  SPEAKER_00: And the number of phone calls I have to make and all of that, it's crazy.
• 33:31
  SPEAKER_00: And an agentic layer on medical center is really important.
• 33:34
  I just spent some time with the medical center that I work
• 33:37
  really closely with
• 33:38
  SPEAKER_00: showing them exactly what we can do,
• 33:40
  SPEAKER_00: how we can do it,
• 33:41
  SPEAKER_00: the immediate impact they can have,
• 33:44
  SPEAKER_00: and the huge productivity gains.
• 33:45
  SPEAKER_00: And I'll tell you why that's also important.
• 33:47
  SPEAKER_00: We talked about the Japan situation, but think about it like this.
• 33:51
  SPEAKER_00: Call any doctor or nurse or medical center you work with.
• 33:54
  SPEAKER_00: You'll hear that they're all pretty overloaded.
• 33:57
  SPEAKER_00: They're all pretty burnt out for some reason.
• 33:59
  SPEAKER_00: They never recovered mentally from that.
• 34:01
  SPEAKER_00: I don't know if I did myself, but the thing is that it's also because
• 34:07
  Patients are like,
• 34:08
  get their labs from there done,
• 34:10
  and they call their doctor right away.
• 34:12
  SPEAKER_00: Hey, this number is not exactly right.
• 34:14
  SPEAKER_00: What is going on with this number?
• 34:15
  SPEAKER_00: Doctors will talk about it on your visit.
• 34:17
  SPEAKER_00: But instead,
• 34:18
  there can be an agentic layer surrounding the medical center
• 34:21
  that kind of provides
• 34:22
  SPEAKER_00: that first level of care,
• 34:23
  SPEAKER_00: but also
• 34:25
  SPEAKER_00: It can not only do pre- and post-operative care,
• 34:27
  SPEAKER_00: pre- or post-procedure care,
• 34:29
  SPEAKER_00: but it can also do things like,
• 34:32
  SPEAKER_00: hey,
• 34:32
  SPEAKER_00: we know you're coming to the hospital.
• 34:34
  SPEAKER_00: You want to make sure you're doing this.
• 34:35
  SPEAKER_00: This is how you're going to get ready.
• 34:38
  SPEAKER_00: Today, I still get phone calls.
• 34:39
  And when I get some of these phone calls,
• 34:41
  I can tell these people who are making the calls.
• 34:44
  They're very high value people,
• 34:46
  super expensive,
• 34:47
  and it's not the best use of their time.
• 34:49
  It's not necessarily that the medical center is going to have
• 34:52
  less people a year from now.
• 34:54
  SPEAKER_00: It's more that the people are going to be used in a more value added way.
• 34:58
  SPEAKER_00: And I think that's also true in my help.salesforce.com as well.
• 35:02
  SPEAKER_00: Yeah.
• 35:03
  SPEAKER_01: So maybe before we're out of time,
• 35:04
  SPEAKER_01: and if we're out of time,
• 35:05
  SPEAKER_01: just let me know,
• 35:05
  SPEAKER_01: because this is great.
• 35:06
  SPEAKER_01: But maybe just two things that people talk a lot about,
• 35:10
  SPEAKER_01: like budgets,
• 35:10
  SPEAKER_01: but maybe they don't understand.
• 35:11
  SPEAKER_01: You talked about people, agents, data, and then robotics, right?
• 35:15
  SPEAKER_01: I might have gotten the four layers wrong, but that's roughly right.
• 35:18
  SPEAKER_01: Data,
• 35:18
  SPEAKER_01: data,
• 35:19
  SPEAKER_01: everyone on social media and in SF talking about,
• 35:23
  SPEAKER_01: I can disrupt everyone in the enterprise with my agent,
• 35:26
  SPEAKER_01: right?
• 35:27
  SPEAKER_01: But data, man, there's a lot of data in Salesforce.
• 35:30
  So talk about that at a meta level,
• 35:32
  because you've also invested in many of the best.
• 35:34
  SPEAKER_01: Who wins, the incumbents or the startups?
• 35:35
  SPEAKER_01: I know it's a goofy question, but what do you think about that?
• 35:38
  SPEAKER_01: Who wins, the incumbents or the startups?
• 35:39
  SPEAKER_00: I think there's a broad misunderstanding still of data.
• 35:42
  And I think that when I get to Dreamforce in October,
• 35:45
  I have to clear it up.
• 35:46
  SPEAKER_00: It's one of my strategic goals.
• 35:48
  And I think one way to think about that already is there's more
• 35:51
  data in Salesforce than ever.
• 35:52
  SPEAKER_00: And I'll make the case that,
• 35:54
  SPEAKER_00: yes,
• 35:54
  SPEAKER_00: it's about the apps,
• 35:55
  SPEAKER_00: it's about the data,
• 35:55
  SPEAKER_00: it's about the agents,
• 35:56
  SPEAKER_00: and it'll be about the robots.
• 35:57
  And at that data later,
• 35:59
  it's not just about the Salesforce data,
• 36:00
  which is 230 petabytes of data.
• 36:03
  SPEAKER_00: It's also about all the data we're federating to.
• 36:05
  Of course,
• 36:05
  Salesforce was a core investor in Snowflake,
• 36:08
  but we federate to data to Snowflake.
• 36:10
  And now there's a huge amount of Snowflake data that comes back
• 36:13
  to Salesforce
• 36:14
  SPEAKER_00: through our federation mechanisms as well.
• 36:17
  SPEAKER_00: So whether it's Databricks or Snowflake,
• 36:19
  SPEAKER_00: whether it's Shopify,
• 36:21
  SPEAKER_00: whether it's BigQuery,
• 36:23
  SPEAKER_00: whether it's S3,
• 36:25
  SPEAKER_00: all the places where you're storing data through your company,
• 36:28
  All of that needs to be one consistent data layer for that
• 36:32
  agent to be able to
• 36:33
  SPEAKER_00: really be as good as it can be.
• 36:36
  SPEAKER_00: And for that AI to be everything you want it to be.
• 36:39
  We can talk about individual AI like we did,
• 36:41
  which was,
• 36:42
  hey,
• 36:43
  are you remembering my meeting?
• 36:44
  SPEAKER_00: What is my next step?
• 36:45
  SPEAKER_00: But when we get to organizational AI,
• 36:47
  that means that that data layer has to be this federated data
• 36:51
  layer that is going
• 36:53
  SPEAKER_00: to have to then be fully interoperated with those apps and those agents.
• 36:57
  And all of it is going to have to be one seamless platform for
• 37:01
  these customers.
• 37:02
  SPEAKER_00: And that's where we're going.
• 37:03
  SPEAKER_00: I think that vision is a little different than where everybody else is,
• 37:06
  SPEAKER_00: which is everyone else is a little bit more on.
• 37:09
  And by the way,
• 37:09
  I think this is great for a lot of the startups to do this.
• 37:12
  SPEAKER_00: They're more like see a bear, shoot a bear.
• 37:14
  SPEAKER_00: Hey, I have an agent.
• 37:15
  SPEAKER_00: I'm going to take down this use case.
• 37:17
  SPEAKER_00: I think it's great.
• 37:18
  SPEAKER_00: But where we want to provide for our customers,
• 37:21
  SPEAKER_00: which are the largest and most important customers in the world,
• 37:24
  SPEAKER_00: enterprises and governments,
• 37:27
  SPEAKER_00: We want them to get their data together, number one.
• 37:29
  SPEAKER_00: Two, we want them to use this next generation of apps.
• 37:32
  Like we can see like Tableau Next that we showed yesterday and
• 37:36
  others that you'll
• 37:37
  SPEAKER_00: see continuing to get released from Salesforce.
• 37:39
  SPEAKER_00: And then three, we want them to deploy these agents at Skink.
• 37:43
  SPEAKER_00: And I think that is the right transformational motion
• 37:47
  SPEAKER_00: for our customers.
• 37:48
  SPEAKER_00: And that's where I've got my head around that idea.
• 37:51
  And that platform,
• 37:53
  that as a platform is different than what others are working on.
• 37:57
  SPEAKER_00: So that's what we think is going to happen.
• 37:59
  SPEAKER_00: And
• 38:00
  SPEAKER_00: I hope we're right.
• 38:01
  SPEAKER_00: I think you're right.
• 38:02
  SPEAKER_00: That's what I'm asking.
• 38:04
  SPEAKER_00: That's all we're doing.
• 38:05
  SPEAKER_00: And then when you're using Slack,
• 38:07
  it should be running on that platform where it's got your data
• 38:09
  cloud and it's got
• 38:10
  SPEAKER_00: your agents also running all together is one thing.
• 38:13
  SPEAKER_00: And like you said, it's a meta layer on all your agents.
• 38:16
  SPEAKER_00: And look, it's been an incredible 26 years of Salesforce.
• 38:20
  SPEAKER_00: When we started Salesforce,
• 38:23
  we could never have anticipated that we would have gotten to
• 38:25
  where we are.
• 38:26
  SPEAKER_00: And we're just still at the beginning.
• 38:27
  SPEAKER_00: Now we're in the 40 billions, like you said.
• 38:30
  SPEAKER_00: And as I think about the next layer,
• 38:32
  SPEAKER_00: what's possible now,
• 38:33
  SPEAKER_00: what wasn't possible even just a few years ago,
• 38:36
  SPEAKER_00: I guess the best decision we probably ever made was not that technology
• 38:40
  SPEAKER_00: architecture strategy.
• 38:42
  SPEAKER_00: It's that we took 1% of our equity,
• 38:44
  SPEAKER_00: 1% of our profit,
• 38:45
  and 1% of all of our employees' time 26 years ago and put it
• 38:49
  into a foundation.
• 38:50
  SPEAKER_00: We just had a board meeting for our foundation just last week.
• 38:53
  SPEAKER_00: And I'll tell you, the thing about that's exciting is
• 38:56
  SPEAKER_00: is that we've done 10 million hours of volunteerism.
• 38:59
  SPEAKER_00: We run 50,000 nonprofits and NGOs for free on our service.
• 39:03
  We've given away about a billion dollars to organizations all
• 39:07
  over the world,
• 39:08
  SPEAKER_00: but especially focused in K-12 education,
• 39:12
  SPEAKER_00: which is our focus area.
• 39:13
  And in our San Francisco and Oakland public schools,
• 39:16
  we've given over $150 million.
• 39:16
  SPEAKER_00: So this idea that we are...
• 39:21
  SPEAKER_00: built a company that's also,
• 39:23
  SPEAKER_00: we think,
• 39:23
  SPEAKER_00: is a platform for change in those areas,
• 39:26
  SPEAKER_00: as empowered and enabled through the foundation,
• 39:28
  SPEAKER_00: is extremely important.
• 39:29
  SPEAKER_00: And trying to hold those values together as we get bigger as a company,
• 39:34
  SPEAKER_00: this is a huge challenge.
• 39:35
  SPEAKER_00: No one really said it'd be
• 39:37
  SPEAKER_00: It's a huge challenge as you get bigger, but it is.
• 39:40
  And this is where people should be holding us accountable that
• 39:43
  whether it is in trust,
• 39:45
  SPEAKER_00: in customer success,
• 39:46
  SPEAKER_00: in innovation,
• 39:46
  SPEAKER_00: in equality,
• 39:48
  SPEAKER_00: in sustainability,
• 39:49
  SPEAKER_00: these core values of whose Salesforce is,
• 39:51
  SPEAKER_00: we're really trying to maintain
• 39:54
  these core values,
• 39:55
  and also deliver this next generation of our platform.
• 39:58
  And we want every customer to have this incredible value
• 40:02
  experience with AI.
• 40:04
  And that is what is really going to get me super motivated over
• 40:07
  the next couple of years.
• 40:09
  SPEAKER_01: And for folks,
• 40:09
  SPEAKER_01: because I know it's all documented,
• 40:11
  I think everyone really should check out Salesforce has a whole
• 40:14
  program to help you
• 40:14
  SPEAKER_01: implement 1-1-1,
• 40:16
  SPEAKER_01: right?
• 40:16
  SPEAKER_01: It's got a whole program.
• 40:17
  SPEAKER_00: Oh, yeah.
• 40:17
  SPEAKER_01: Pretty turnkey for you.
• 40:18
  SPEAKER_01: It's pretty turnkey.
• 40:19
  There's a whole nonprofit called pledge1percent.org that me and
• 40:22
  the founders of Atlassian,
• 40:23
  SPEAKER_00: who also then copied our 1-1-1 model,
• 40:25
  SPEAKER_00: who put together...
• 40:27
  And I'd recommend any founder to take a look at that because
• 40:30
  you might not think
• 40:30
  SPEAKER_00: about it today.
• 40:31
  SPEAKER_00: You're starting your company,
• 40:32
  SPEAKER_00: maybe you're a year in,
• 40:33
  SPEAKER_00: but 25 or 26 years later,
• 40:36
  SPEAKER_00: which a lot of people are like,
• 40:36
  SPEAKER_00: oh no,
• 40:37
  SPEAKER_00: I've already sold my company and we retired in Hawaii,
• 40:40
  SPEAKER_00: whatever.
• 40:41
  SPEAKER_00: Great, congratulations.
• 40:42
  SPEAKER_00: But here's the thing.
• 40:43
  SPEAKER_00: You kind of want to be able to look back and say,
• 40:45
  SPEAKER_00: hey,
• 40:45
  SPEAKER_00: I did it the right way with the right values.
• 40:48
  And you're not going to want to be like some of those other
• 40:50
  software companies that
• 40:51
  we mentioned who maybe operate with a whole different kind of
• 40:53
  set of values.
• 40:54
  SPEAKER_00: So you have to decide what kind of company you want to be.
• 40:57
  SPEAKER_01: Yeah, I think it's wonderful.
• 40:59
  SPEAKER_01: I remember...
• 41:00
  SPEAKER_01: I don't remember when you rolled it out,
• 41:01
  SPEAKER_01: but I remember when you back in the day thinking,
• 41:03
  SPEAKER_01: Mark,
• 41:03
  SPEAKER_01: that's nice.
• 41:03
  SPEAKER_01: But like Salesforce is worth like $2 billion at the time.
• 41:06
  SPEAKER_01: 1% is $20 million.
• 41:07
  SPEAKER_01: That's a lot.
• 41:08
  SPEAKER_01: But like now look where it's grown, right?
• 41:11
  SPEAKER_01: 1% of $300 billion or so, or $240 billion is quite an impact, right?
• 41:15
  SPEAKER_01: It is quite an impact.
• 41:16
  SPEAKER_01: It's been, and the people.
• 41:17
  SPEAKER_00: It's about the people too.
• 41:18
  SPEAKER_00: And also don't forget about your technology and how you can,
• 41:21
  SPEAKER_00: most of our podcast has been about technology.
• 41:23
  SPEAKER_00: You can impact all these organizations with your technology.
• 41:26
  So when you deliver a full package,
• 41:28
  that's where you're going to get the most power.
• 41:31
  SPEAKER_01: Yeah.
• 41:31
  SPEAKER_01: I just think for folks that haven't heard of 1.1 at all,
• 41:34
  we used to do a lot of promotion during the lockdown days of it
• 41:37
  with Byron Peter
• 41:37
  SPEAKER_01: and others.
• 41:38
  SPEAKER_00: Yeah.
• 41:38
  SPEAKER_00: Thanks so much.
• 41:39
  Because honestly,
• 41:41
  the pledge 1% in the team obviously started by Mark,
• 41:44
  but it's turnkey.
• 41:45
  SPEAKER_01: So if you're founders and you want to do something to help,
• 41:47
  SPEAKER_01: but you're overloaded,
• 41:48
  SPEAKER_01: you can get help here.
• 41:49
  SPEAKER_01: You can roll this out.
• 41:51
  pretty quickly and then down the road you've got this wonderful
• 41:54
  almost mini
• 41:55
  foundation that is at the edge of turnkey right it's at the
• 41:58
  edge of turnkey and
• 41:59
  it's pretty we want to have a great technology model yeah you
• 42:01
  want to have a great
• 42:02
  business model and you want to have a great philanthropic
• 42:05
  giving back model because
• 42:07
  at the end of the day you're going to look back at your company
• 42:10
  and say hey
• 42:12
  SPEAKER_00: Did I do it the right way?
• 42:13
  SPEAKER_00: Not just did I hit the technology home run that I was looking for,
• 42:17
  SPEAKER_00: but what kind of impact did you have across the board?
• 42:20
  SPEAKER_00: Yeah, it's wonderful.
• 42:22
  SPEAKER_01: All right, Mark, this is great.
• 42:24
  SPEAKER_01: Anything we hit,
• 42:24
  SPEAKER_01: anything coming up at Salesforce,
• 42:26
  SPEAKER_01: the next 12 months you're excited about,
• 42:27
  SPEAKER_01: we didn't talk about,
• 42:27
  SPEAKER_01: we talked about celebrating Tableau.
• 42:29
  SPEAKER_00: I'm not going to roll all those things out right now, but I've got a lot.
• 42:32
  SPEAKER_00: We've got a lot.
• 42:34
  SPEAKER_00: It's going to start and end with Agent Force,
• 42:36
  SPEAKER_00: you know that,
• 42:37
  SPEAKER_00: but there's going to be some other really incredible things and
• 42:40
  SPEAKER_00: Don't underestimate data cloud.
• 42:42
  SPEAKER_00: It's been our fastest growing product ever.
• 42:44
  SPEAKER_00: And the revenue levels are awesome.
• 42:47
  SPEAKER_00: We rolled out a lot of that already.
• 42:48
  SPEAKER_00: It's going to be our fastest multi-billion dollar product ever.
• 42:52
  SPEAKER_00: And then the fundamental regeneration of all these core apps.
• 42:55
  SPEAKER_00: Yeah.
• 42:56
  SPEAKER_00: And you're starting to see our template for that.
• 42:58
  SPEAKER_00: So there's a lot of cool stuff coming.
• 43:00
  And by Dreamforce,
• 43:02
  and I hope everyone will be there and building on our platform today,
• 43:06
  We're going to have an incredible vision for the future of the
• 43:09
  industry and for customers.
• 43:10
  SPEAKER_01: It's great.
• 43:11
  SPEAKER_01: It's exciting.
• 43:12
  SPEAKER_01: I'm excited for the next generation of AI Salesforce.
• 43:15
  SPEAKER_01: It's fun to see.
• 43:16
  SPEAKER_01: It's fun to be a little piece of the journey.
• 43:17
  SPEAKER_01: And Mark, congratulations.
• 43:19
  SPEAKER_01: Thanks for the time.
• 43:19
  SPEAKER_01: Thank you.
• 43:20
  SPEAKER_00: I really appreciate it.
• 43:21
  SPEAKER_00: Thanks for everything you're doing with Saster.
• 43:22
  SPEAKER_00: It makes a huge difference for the whole industry.
• 43:24
  Everybody really appreciates all the work and time and effort
• 43:27
  that you've put into it.
• 43:28
  SPEAKER_00: For sure.
• 43:29
  SPEAKER_00: You're the best.
• 43:30
  SPEAKER_00: Thanks, man.
• 43:30
  SPEAKER_00: Bye-bye now.
• 43:31
  SPEAKER_00: Appreciate the extra time.