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Welcome to Release Readiness Live.
It is important to watch Release
Readiness live so that you get
a snippet of the coming attractions
of the functionality.
That's coming from Salesforce.
We really focus on the features
that are going to be most useful
and impactful with release readiness.
Why have you got the great opportunity
to actually hear it from
the mouths of the people who spend
a lot of time thinking about what exactly
you all, as Salesforce developers
and admins, are actually wanting to see.
Your feedback is so important.
I think that's
one of the most amazing things
actually about the Salesforce
ecosystem is how involved
trailblazers
are with evolution of our products.
Is really about to start.
Let's get started.
And. See.
Welcome to
Release Readiness Live from San Francisco.
I'm Julian Bruce, director of developer
marketing at slack, and I am so honored
to bring Release Readiness live to you
because this is where we get to get nerdy
and cover all the new product innovations
coming your way in the next release.
But before we get into my Happy Nerd Zone,
I need to remind you to only make
purchasing decisions based on currently
available features and functionality.
Now with that covered,
I want to thank you.
Thank you so much for joining us today.
You spending the time with us, investing
your time with us to learn about what's
coming in summer 24 and also thank you
for all the feedback you provide us.
The feedback you provide us is
what helps our technology teams build
solutions centered around your experience.
Now we've got a great lineup of release
readiness content for you today.
Right now, we're kicking things off
with the latest innovations
from Sales Cloud and then Salesforce Flow.
Tomorrow, come on back for the developer
Preview and CRM analytics.
And then on Friday
we're going to wrap it up
with Service Cloud and our admin preview.
You can add
all the individual shows to your calendar.
Or you can just stay here and join us
for all three days.
We're going to spend the next hour
right now together in person
with our product managers
here in the studio,
who are going to be giving us live demos
highlighting the top sales
features coming in this Summer 24 release.
You're going to get to see all the latest
AI innovations and prompt builder
Copilot Einstein for sales,
and our new Salesforce
integrated solution, spiff,
just to name a few.
But it's not just about us here
in the studio, it's about you.
We want to answer your questions
about these new features,
so join us on the chat
right here on Salesforce Plus where
we've got product experts
standing by to give you answers.
And we're also going to be
taking your questions live here
and asking them
with our product managers in the studio.
Now let's get going.
First up we have Lizzie Peruzzi,
Senior Product Manager
here to share how you can manage your data
with the latest on forecasting,
including all the latest sales
analytics enhancements and more.
Lizzie, take it away.
Hello everyone.
Thank you so much for joining us.
I'm so excited
to share some of the new innovations
that you'll see from Sales
Analytics in Sales Cloud this release.
One of the great things I'm excited about
is that you can take more action
than ever from an intelligence view.
One thing that my team really believes
is that Salesforce is a place
where you discover new things,
and also where you can take action
and change your strategy
in order to support this.
We're enhancing our intelligence view so
you can update multiple records at once.
You can also take the same quick actions
that you would take
from a record page
right there in that intelligence view.
And overall, the goal here is to drive
efficiency.
This is coming from feedback from admins
like you,
who talk to users every day
about the simple things
that would make a big
difference in their lives.
Another great thing to keep an eye out for
in pipeline
inspection, you're going to see
not just your usual insights.
So, for example, your opportunity scores
or details about activities,
but now you're actually able
to leverage the buyer
relationship map
right from inside of pipeline inspection.
And what that means is that will be able
to identify detractors and an opportunity
right where you're selling.
Teams are using that information
every day.
This is going to help
people see the bigger picture
and really understand
what's likely to happen in their deals
so that they can deliver
a consistent forecast.
And speaking of forecasting,
there are also collaborative
forecasting enhancements coming your way,
whether that's the ability to group up
your forecast in a way that makes sense
to you, using Opportunity
or Opportunity product objects,
or exploring those group forecasts
and grouped different ways.
So what that means is that a manager could
easily pivot from a one on one meeting,
looking at a breakdown of a particular
sales reps business
to a more senior leadership meeting,
where they're looking at how different
business units have performed.
And finally, we've brought
all the goodness of sales analytics
right into copilot so you can have
a conversation with your forecast
and you can have a conversation
with your pipeline data.
This is a great chance for you to discover
these new features
and help your sales team understand how
they can help them every day with that.
Let's go to a demo and take a live
look at what this is going to look like.
Okay.
So here we find ourselves in Sales Cloud
taking a look at our contacts view.
And you'll notice
this is lit up as an intelligence for you.
You can tell from that big blue bar
along the top.
Now traditionally in an intelligence view,
sometimes you would have to navigate
into a specific record, be that a contact
or an account to get more details
on what's going on and to take action.
But now we've made this into a bulk action
center, where you can make sure
that every seller is on task
and getting things done quickly.
Let's take, for example, me stepping
into the role of an account executive.
Maybe I want to reach out to Frank, Roger
and my bestie Mark.
We're on a first name basis.
Now I want to make sure that
these key people that I'm keeping in touch
with are on a cadence,
so that I don't forget any of the follow
ups that I need to do,
where before I might have had to go in
and look at Marc's
profile to really understand
how to take that next action.
Now I can quickly add them to a cadence
right here from inside
of my intelligence view.
With a quick save.
Now I know that I won't forget
to follow up with Marc, Frank and Roger,
and I can stay focused on
what matters most progressing
the opportunities I'm working on.
Speaking of opportunities,
let's pivot over to pipeline inspection
and check out some of the new features.
So for those of you
who haven't turned pipeline inspection
on, I'd highly recommend it.
This is one of the things that admins
have told us their users love best.
it really helps them understand
what's changed in their pipeline
and get more information about things
they need to do.
For example,
I've got all these red clocks here.
That means that I need to follow up
with quite a few different opportunities.
I can also see some of the changes
that are relevant to me.
So here we're looking at our closed dates,
and I can see
that there are two opportunities that got
pushed out into the month of June.
Luckily, I've gotten some good news
that these opportunities
could be accelerated
by selecting each of them
and clicking the edit button.
I can choose to change the closing date.
Pulling these into the month of May.
And now we just take a moment
for that to save.
And what you can really think about here
is this could be not just two records, but
maybe quite a few different opportunities
that need to be updated at once.
It's really simple for people
to get that information saved quickly.
Now let's say that we want to drill
in a little bit more on this date
in that ink new business opportunity.
As we take a look at it,
you'll notice
we don't just have our normal insights
like our open service case,
but we're also getting details
on detractors on this deal.
So we actually have a detractor
in Janice from finance.
She's not the hugest fan of us,
but we're going to win her over.
And the way we're going to do
that is by getting a really good picture
of where she fits in her organization.
Right from pipeline inspection,
you can go to the buyer relationship map.
And here we can discover
who reports to Janice, who who's her
legal contact and more information
that we need to make a good decision.
So as you can imagine,
this saves a lot of time for users.
we've gotten a lot of feedback
that admins really felt that these types
of things needed to be more streamlined
and simple for people to find.
And so now when
they're used to pipeline inspection,
or maybe you turn it on for the first time
and they're thrilled,
now they're going to easily
find their way to all of this
other sales cloud goodness.
Now we've walked through some
of the different examples of what
you could do from intelligence views.
But let's imagine that
maybe you want to do it
all from the context of a conversation
using Einstein.
We can ask Einstein
a question, maybe about our forecast.
Like, for example, I'm wondering
whether Vince West, who reports to me,
is going to hit his number.
So I ask Einstein, is Vince
West likely to hit his number?
Now Einstein takes the time to comb
through a lot of different information.
He's pulling information
about our forecast, details
about who Vince West is,
and he's starting to calculate
what we can expect.
Now, you can see that as Vince
his manager,
I can tell
that there are a couple of opportunities
that are strategic for him to close up
the gap in his commit forecast.
Currently, a gap of 47 K, including
digging in a little bit deeper
on data net, which I was just looking at.
So let's ask Einstein to
tell us a little bit more.
Now Einstein is actually doing
even more work.
He's looking across our opportunity
related contacts.
He's found that
we have a few different deals
with data net, and he wants to make sure
he has the right one.
and normally if I were going to do this
research,
I would have to drill in to that data
net Inc opportunity and think through,
you know, looking at each contact,
looking at the activity timeline to try to
figure out what is most strategic
to do in this opportunity.
But instead of doing all of that
and spending the time now
in a few seconds,
Einstein has done that work for me.
So we can see in copilot
a breakdown of our key contacts,
activities, risks,
and some suggested next steps.
Now I'm
going to ask Einstein for one more favor.
I'm looking for
other similar opportunities to data net
that could help me close up my number
for this month.
So now Einstein is actually looking
at a lot of fields that different
opportunities have in common.
And what copilot is going to do
is start to figure out.
Here are some of the things that we could
look at that
are similar across other opportunities.
So here it's found
several other opportunities at data
net that are similar.
And it's identified some details of other
opportunities at related accounts.
So with that, not only have
we revolutionized the way that your users
can use an intelligence view
to get more done quickly, but Einstein
has also helped us do quite a lot of work
in sales cloud in record time.
I don't know what you think, Gillian,
but I feel like
this is going to save people
a lot of time. A huge time saver.
And there's nothing that salespeople
like more than saving time.
Same thing
from the admin perspective, too.
You really pointed out how on the admin
angle, it makes our lives a lot
easier to spend less time
setting things up for their end users.
So great job Lizzy.
Thank you for sharing that with us.
Now I know for sure.
Yeah.
Now, I bet you all have a ton of questions
about what you just saw.
I mean, gosh,
you don't have to see just a conversation
with Einstein to help
getting a lot of that information
served up very quickly.
So please remember to ask your questions
right here in the Salesforce Plus chat.
And we are going to go ahead and start
asking Lizzy some of your questions.
So all right
so we are going to start with forecast.
As you said one of the most
favorite features that we've got.
so what are some of the most common ways
to use forecast groups.
Oh so this one's really cool.
There's a lot that you can do with it
because it's based on an opportunity
or opportunity product pick list.
So if you think about it,
that means you could group based on
maybe particular kinds of products
that you want to focus your forecast on.
You could really dig into things
like the industry that,
an opportunity is focused on
for the account that's related.
Basically, anything that you can bring
to the opportunity
or the opportunity product
could be your way to slice and dice.
So I think that for a lot of customers,
what I've heard is this opens up
a bunch of possibilities for them on
how they think
about forecasting their business
and how they get that more granular view
for their CRO.
Well, and it also helps
teams kind of come together
with common strategies for specific
like you mentioned, maybe industries
or subsectors of those opportunities,
which is great.
Yeah, exactly. Industry.
maybe a deeper level in their product
hierarchy.
We've had product family support
for a while,
but getting deeper is actually something
that a lot of customers were asking for.
So, well, hey, they ask for it.
And what do we do?
We do a little bit of it.
okay.
Let's get with another question here.
So let's talk about intelligence views
for a second.
what kind of actions can we take
from intelligence views?
Oh, this is something
I actually forgot to mention in the demo,
so I'm really glad you asked.
you can take any of the actions
that you can take from the record page.
And so what that means you saw
some of the standard ones in my demo, but,
we've got
maybe some developers on the line too.
If not admins.
You guys can use your creativity.
If you know how to use flows,
you can build custom actions and have
all of your users taking those actions
from any of these intelligence views.
So think about just what kind of scale
you can get them for
any sort of customize process.
Build out a set of approvals.
Create maybe even an integration
with another system.
The possibilities are really endless.
So that's one of the things I like
best about it.
Well, and it kind of hints
on one of the ultimate value propositions
of why using Salesforce is great, right?
You have this out of box functionality
that teams like yours build
like intelligence views,
and then you can use these other tools
that we have across the platform,
like flow,
and really bring in the power of that
into this out of the box technology that,
you know, if you're using another system,
you might spend a lot of time
on kind of custom built. Yeah.
And that's what inspires me the most,
actually, is how our customers innovate
on top of the platform.
They think of such cool things,
and it inspires me every day
to be more innovative in what we build.
So it's it's all it all works
together, right?
Yeah, yeah.
It's, the circle of life around here.
That's excellent.
well, we have a comment from Salesforce
plus, Elizabeth on Salesforce Plus.
Really likes the relationship map.
Oh, great. I thought that was very cool.
I mean, you know, Lizzie Elizabeth, it's
this again.
Same family. Here you go.
Yeah, I, I hear that we're going to talk
a little bit more about the relationship
map later in the show.
So definitely look forward to that one.
But, one thing I really love
is that we're bringing it right
where people expect it to be. So,
there are a lot of people who are working
in pipeline inspection every day.
They know it is a place to find these
insights, and it's such a good feature.
Like,
we want that to be in front of people,
wherever they're
asking that type of questions
so they can discover it and learn more.
Well,
I mean, when it comes down to it, sales
or customer service, everything is about
the relationships, right?
And so understanding
how how they are all working together,
what's at play is really critical
to any piece of that process.
Yeah. okay.
We got another question for you.
let's see.
This is
a question from Angela on Salesforce.
Plus,
how do I turn on pipeline inspection?
Oh, yeah.
That's a pretty straightforward one.
So you can actually just go to normal,
set up.
you type in pipeline inspection
and there is a set up page there for you.
it's pretty straightforward.
I don't want to say
just the flip of a switch
because I don't want to overpromise, but,
it should walk you through it.
And, of course,
we have great documentation.
there's also a great trail
that you can take to learn more
about pipeline inspection.
If you're trying to learn how to set it up
and learn what it does.
Trailhead has all the great information
on all the things.
But yeah, like you said, one of the admin
favorite features, right?
Pipeline inspection, you turn it on
and it really gives your users
so much power to see what's going on.
That's really what I've seen.
And, I think what surprised me most is how
well the insights features work.
So, you know, it can be a little tricky
to figure out how do we grab, you know,
all sorts of different data and give you
an insight that's useful out of the box.
But I've gotten feedback from tons
of customers that they just turn it on,
and they're really surprised
by the quality of the information
that they're getting to their sellers.
So I would highly recommend.
I love it.
Okay.
Well, we're going to come back to
we've got a lot more questions coming in.
So you're in or out of this hot seat,
but you're not out of the hot seat bench.
The hot bench of the hot couch.
I'll stay here. I'll be here. Don't worry.
All right.
Well, we've got lots of more great sales
cloud goodness coming your way.
And now we're going to get into sales
performance management
with Oksana,
your director of product management.
She's here to show our newest innovation
step by sales force.
Spiff is designed to help
you get the most out of your incentive
compensation management programs.
Oksana, take it away.
All right. Nice to see you all, guys.
Have you heard about sales?
Cloud sales, performance management,
suite of tools?
Well, if you haven't.
I'm here today to talk to you about it.
When it comes to sales
performance management tools that we offer
as a product owner,
I truly believe it gives you unmatched
value in the marketplace
for your sales users.
It offers that unified experience
that you're looking for, from sales
planning to execution for you, our admins.
It solves that conundrum of data
connectivity and continuity.
Well, it is actually greatly
demonstrated in the sales performance
flywheel.
We kick it off with sales planning tool,
where your planners
can start their planning cycles early
on by carving territory, trees,
capacity and their quotas
as soon as they are planning wrapping up
your sales users can start deploying
detailed programs
to their preferred sales audience,
and that helps your sales users
your sales reps on the road
with execution.
Another great product, Sales
Maps, gives the reps on the road
a visibility into great details
and insights
when it comes to their visitations
of their accounts
and the data related to their travel
GIS demographic.
All sorts of great details around that.
Now, lastly, I want to talk to you
about our latest addition, Shopify.
Salesforce.
We just launched this brand new product,
our own automated incentive comp
management solution.
And today I'm going to offer you
a glimpse of that product in my demo.
But before I jump
into the demo,
I would love to talk to you.
Why it has been gaining so much popularity
amongst our customers.
First and foremost, commissions are hard
and unnecessarily complicated.
Even the most sophisticated enterprise
customers
use spreadsheets nowadays,
and that is part of the problem.
That is precisely why they should be
talking to us about their stuff.
I see them.
Businesses grow.
Spreadsheets don't scale.
All right, enough of me talking.
Let's cut to the chase
and take a look at the demo.
I'm going to put my sales rep
hat today and walk you through my day
in the life of middle
market sales
rep selling software and services.
I spent the most of my time in Salesforce
Portal
working on my territories, looking for
any sorts of account activities.
Probably bugging you, my Salesforce admin
with all sorts of questions.
I get my commission in the spreadsheet
at the end of the month,
and I never know how much I'm
getting paid, why I'm getting paid.
And what exactly is going into
that commission calculation?
All right.
So I'm going to sell some software
and services to next year.
Innovation.
The next year innovation.
Will be looking
into closing the deal by May 31st.
And I'm still evaluating.
All right.
So almost there.
Let's close this.
And oh wow.
Something new today.
This commission breakdown
appeared on my opportunity.
And it actually looks inside
of my my plan, which is my mid-market,
and shows me all of the components
that I'm getting paid on there.
And two right now. Well, let's fix it.
Well, scroll down to the product.
And add a couple of the lines.
I'll sell licenses
and anomaly detection services.
Let's give me a good boost
in the commission by offering
1000 licenses.
And voila!
Within three seconds or less,
my commission came back right on the deal.
And you know what's interesting?
I can see that
some of the components, like
multi-year,
has not come back with the kicker.
So I'm going to fix it.
I'm going to sell
two years worth of services.
Wow. That's a pretty good chunk of money
coming back.
That looks like my new boat.
Great.
Now I'm totally motivated
to hit my target.
And you know what?
I actually can see how close
I'm getting to that target as well.
What is my next percent year?
And how much I have closed so far?
Well, this is really powerful.
Now, while I can actually see it
as a snapshot
for my current deal or quote,
if I'm working in the cpq,
I could jump into the commission
breakdown itself.
That also give me visibility
into my monthly statement
or the history of my commission deals.
And this statement view
I can see all of my KPIs
that matter to sales rep.
I can even drill down into the deal
level itself and see more data.
And if
I'm interested in learning
how the commission gets calculated,
I can look at the trace view
and drill into individual components
and the calculation of the commission
itself.
Well,
this is a next level of transparency.
And if something looks off,
I can always create a ticket
to notify my companion.
Right within the same experience.
All right.
I'm going to take my sales rep hat off
and put my compound in head on.
Now I'm logging in as the commission admin
who runs the software
within the same similar
Salesforce experience.
I can see my control panel.
My integration health looks really great.
It got sync last night.
If something looks off,
I could always jump into statement
overview where I can see any errors
that happened during calculation period
and quickly resolve them.
Now my team
used the sales planning tool
and they planned hierarchies,
plans and assignments.
Therefore, when I go into my teams tab,
I can see all of the team assignments.
If I drill into the plans, my plans
now have assigned individuals,
and the quarter gives me a pretty good
overview of what the targets are for
my sales reps.
Now, folks, the first time in three years
I'm smiling when I'm closing the books.
Now, commission reconciliation
is fully automated.
Goodbye, spreadsheets.
Hello, spiff.
All right.
And that's a wrap for my demo.
But before I actually say goodbye,
I want to briefly touch
on the highlights of other SPM tools
for sales planning this summer.
We're simplifying configuration
by allowing you admins
dig deeper into data pipelines and crummy
data sets.
We also introducing
some geographic centers
to your territories
to ease out the territory.
Balancing for quota planning.
You can now change the quota targets
on the fly and adjust your formulas
for sales programs.
Your sales reps will enjoy the AI
based coaching
and for you admins, code change management
never has been easier.
Your deploy of the code from sandbox
to production can be one click away.
In the maps world, we improved
the scalability and user experience.
So you hit maps and the imagery
now render with the crisp resolution.
We also enhanced maps
with pretty cool GIS data sets.
All right. And this is it folks.
Thank you so much.
Julian,
what do you think about this brand new
commission automation product spiff.
I mean, it's pretty spiffy.
I'm just going to say that right now,
but that's amazing.
I mean,
what's so wonderful is, like you
said, it's
the first time in three years
as a comp admin.
I'm smiling
because now this is so much easier.
I just get a sense
that it's just really going to make it
so much easier for people to understand
what they're getting paid.
And then from the back end
to from an admin experience, really
making it easier for them to manage
and stay on top of the process,
taking away those spreadsheets.
Right? Absolutely.
And all of it in the very familiar
Salesforce portal experience.
Yeah. It's wonderful.
Well, I have to say, we've
got a lot of questions coming in for you.
And now, as a reminder,
if you've got a question for Oksana
about what you just saw,
I mean, I'm sure you thought it was spiffy
to make sure you ask it
right here in the Salesforce Plus chat.
And we're going to we're going to start
peppering you with some questions.
All right.
Because now you're in the hot seat.
So get ready. This is getting hot. So
okay so
we saw that Steph was in Salesforce.
But the question is
how soon will Smith Smith
really be fully native within Salesforce?
Yeah, that's a great question folks.
We're diligently working
to build a robust roadmap
where we're looking
at different components of the software
and what makes sense
to move into Salesforce right away.
Right now,
our infrastructure is the first step.
We are enabling space and high performance
and getting all of the great security
and the bonuses that high performance
offers.
The next step would be making
the components core native,
and we're looking forward to it.
But yes, great question.
It's part of our roadmap.
However, also
every time we talk about roadmap,
a reminder about our forward looking
statement, you know, so far, absolutely.
we got a lot of great
stuff that your teams are working on.
a question came in.
this is more about kind of the sales
planning experience.
What's behind the scene,
what power sales planning.
Yeah, sales
planning is a very powerful tool.
And right now it actually relies on data
pipelines.
That's the brand new integration that
we're rolling out the summer and the CRM
so the admins can craft the data sets,
deploy them to the pipeline.
And then the same way
we leverage that, data
from the pipeline itself
when working on the planning phase.
I love that, I love that.
Okay. So we're going to go back
to spiff again for a minute.
I mean, there's
just so many things to talk about.
all right.
So let's talk a little bit about spiff
and how it solves kind of complex logic.
Yes, absolutely.
The whole value prop for spiff
is to take you out of that spreadsheet
and give you scalability and solve
the complexity of your commission.
Now, before I jump into answering
the question, I want to kind of dig deeper
why the commission logic
or commissions or complex by nature?
the first reason is data
and the multitude of that data
coming from all directions,
multiple sources,
disjointed, sometimes unstructured.
And, the second reason why
it gets complex is this design itself.
So all of the conditional statements
that you put on top of that
disjointed data.
The first problem is solved by a very
innovative approach to data management.
Object oriented data management
allows you to treat those disjointed data
sets as independent objects.
And then when you come
into designing your commission,
you actually can join, map those objects
and apply very familiar Excel
logic finance language on top of it
in the tabular view.
So the learning curve to design
the commission is almost next to nothing.
Well and especially if you're experience
builder in Salesforce right I mean we
we literally program
in object oriented programing, right?
I mean, from a declarative standpoint
and from a programmatic standpoint.
And so I love that just made it so clear
why this all makes so much sense.
Yes. And ease of use is the number one
value that we're shooting for.
I love that.
okay, one more question before we move on,
because we've got even more great sales
cloud features to talk about.
you talked a little bit about, GIS data
enrichment that you've added to maps.
can you talk a little bit more
about what type of data you're using
for those insights? Absolutely.
So maps
now are going to be fully integrated
with the as we are leaving Atlas,
which is a very rich,
data repository with the data sets
that get contribution all over the world
from demographic
to market to weather to, traffic.
So all of this could be applied
and overlaid on top of your maps
to help you out with planning
and all of the on the road activities.
it's a lot.
It's a lot of amazing enhancements,
a lot of amazing power, all that data
and just love. It's bringing all the data.
Absolutely.
Lots of people
behind that building this awesome product.
That's great. Well, thank you so much,
Oksana and Lizzie. Don't worry.
We're not done with you yet either.
We're going to come back to both of you.
But first we are going to keep going
because we got more great sales
cloud innovations to talk about.
And to do that, we are going to throw it
next to Michael Koscheck,
director of Product Management.
And he is going to show you
the latest productivity enhancements
for sellers in summer 24.
Take it away, Michael.
Thanks, Jillian.
This release is packed
with productivity boosters for sellers.
I'll start us off with the sales cloud
everywhere.
Chrome extension, which helps sellers
work more effectively across email
and the web,
can be installed on any Chrome browser
and connected to your Salesforce org.
And we've made it
even better with this release.
Now, sellers can easily find matches
for their accounts,
and now also contacts
leads and person accounts
when browsing pages across the web
or if they don't already exist in CRM,
easily add them to the CRM system
with just a couple of clicks.
And you know, users often ask for custom
fields or picklist value, customizations.
And with Sales Cloud
everywhere, users can now self-serve
and customize the fields that show up
within their record view.
On a record page, pick
which fields show up
and in what order they appear
so they can sell even more effectively.
When working across email and the web.
And intelligence comes to you
in this release with Einstein Copilot
built in to Sales Cloud everywhere.
So you get all of the insights
and access to intelligence on your CRM
data from wherever you work.
Sellers
also use the Sales Cloud Everywhere
Chrome extension to log email and Gmail,
and also use email logging capabilities
with our outlook add in.
Logging email needs to be fast
and efficient, and we've made that
experience even simpler
with updated buttons and labels
so sellers know exactly where to click
as they're logging their emails manually.
We've continued to enhance
the seller experience across every
where sellers work within Salesforce.
The to Do list is a well-loved feature
for users to track the activities
that they have coming up for the day
and when they come back each day.
Now, with this release,
all of the sorting criteria and filters
that they've already set up
within the to do list
are right there and available for them,
so they can pick up where they left off
without needing to do any kind of
little configuration or set up on the
to do list before they can get going.
On the seller home,
there's some amazing enhancements.
sellers can track their quota
efficiently across the goals component.
And then also the sales
blazer component is new, helping sellers,
learn from leaders in the sales community
getting the best tips
and tricks to boost their game
so every seller can be a sales blazer.
And I
don't know of you as an admin, ever had
somebody come in and say, could you add
a custom field for me
so I can track this one special
attribute for,
a prospect that I'm working with?
Well, now it's as easy as adding
the labels component to your record page,
where sellers can organize their records
the way that they want, using labels
that are private to them,
making life easier for sellers
and admins as well.
Prospecting center is an exciting
new application coming for Sales Cloud,
which connects Data cloud
with a unified data across the customer.
360 pulling in marketing
and sales information.
So you have a unified view
of all of your prospects.
And using prospecting Center,
you can identify and prioritize
top accounts as a seller
and work with the target prospects
within those accounts,
using segmentation and scores that help
you reach out to the best prospects.
And you can add those prospects
to a cadence for follow up, as well
as when you log in on the seller home,
which has all of those other
amazing enhancements.
See which those top accounts are
and engage with them
based on their engagement score.
And I'd also like
to share with you some updates
that are coming on our Cadence Builder.
So as we shared in our last release,
Cadence Builder
2.0 is coming out
and now with this release supports
many of the key capabilities
that you're used to with Cadence
Builder Classic, including auto launched
and screen flows, being able to do
content creation on the fly and being able
to save these cadences in any folder.
now keep in mind that Cadence Builder
Classic is going to go EOL.
So beginning in spring 25,
Cadence Builder Classic
will only be able to work
with those existing classic cadences.
So now that we have the key capabilities
built in to a cadence
builder two, it's a good time to start
migrating your cadence over.
As we transition things progressively.
So, with that, I'd love to do
a walkthrough of all of this amazing stuff
and take you to the demo.
So I start my day as a seller,
working across the web, and Lauren Bailey
looks like a great prospect.
I've got sales cloud everywhere pulled up.
It's a chrome extension
that's been installed on my browser,
and I can click through to Lauren Bailey,
and I think I might actually like to work
with some different fields here.
Maybe I don't need to see the product
interest information, but I'd love to see
an indicator of activity.
And so just with a couple of clicks,
I'm easily able
to personalize the key fields
that show up here.
Now this is still based
on my org metadata, but I as an individual
seller, have tailored this
to the things that matter most for me.
Now, what's also exciting
is that I can get insights
for the very first time
anywhere that I work using Einstein.
So just in a couple of clicks,
I can ask Einstein to summarize the key
information about Lauren Bailey for me.
Einstein takes away
all the busy work of reviewing
all of the fields and related records
that might show up on this record page,
and it starts to synthesize it
into a unified view,
and then it turns that back
into a conversational response
that I can read,
summarizing everything that's really
important to know about Lauren Bailey.
So with that, in just a couple of clicks,
I can reach out to Lauren
Bailey with confidence
and can do a follow up step, for example,
of drafting an email
to reach out to Lauren Bailey.
Now, speaking of email,
I told you about some of the enhancements
coming to the email logging capabilities
built into our Gmail integration,
as well as the outlook add in.
So now if I need to pick the records
that are related to an email,
I can do that
just by clicking one single button.
But if I have a situation
where I've been able
to find through the system
some of these records automatically,
in this case
Shavon has been pulled up for me
automatically.
The Log Now button appears and I can click
that to log that email directly.
So that way I spend less time
hunting around
trying to find the right thing to click.
So let's dive in.
I start my day and I can use the
to do list, which as I mentioned,
has all of my sorting criteria
and filters built in.
In this case, I'm going to get started
based on the lead score,
and so I can focus on the prospects
that are most likely to convert
and turn into valuable opportunities.
If I decide to focus on something
else, change my filter criteria, or change
the sorting criteria, any changes
that I make are going to be saved for me.
So next time I start my session, I'm
working in the same workflow.
Now, I told you about some amazing stuff
in the cellar home here
and you can see that right here.
So the goals card here,
because I use spiff incentive compensation
management, I'm way ahead of my quota.
But this is pulling in my quota
information and my commit to forecast
to show how I'm progressing.
And if I needed to do additional work,
I'd see that right at the start of my day
on sell or home.
And if I needed any more help
on becoming an amazing seller.
The sales blazer
community is right there for me, and I see
some of the key tips from sales leaders
in the sales community
helping me
as a seller become a sales blazer.
I also have some amazing capabilities here
that help me organize my records better
and reach out to them in a manner
that helps me best so as an admin,
maybe you've added in this new component
that enables sellers
to organize their records with labels
so that I can come in here and say,
for example, that I want to group
all of my prospects
in high tech into a single label,
and I can apply that
to each of the records that I want.
I can definitely pick
any type of label that I want to create,
and these will be private to me
as a seller, so that my sales experience
is unique and tailored to me.
Now, I'd like to dive in here
and share with you a little bit
about Prospecting Center,
which is an exciting application
that brings together the unified data
across sales and marketing.
So I can start from the seller home
and dig in to see the list of prospects
that are pulled in. For me,
these prospects
are sorted based on an account score,
as well as a calculated fit
score and engagement score.
And I've got segments here
that have been pulled in from Data Cloud
that select the prospects
that I want to follow up with
for this particular account.
But before I dive in
and do any prospecting,
I wanted to show you the admin
a little bit of how easy it is to set up
prospecting center.
So as I mentioned, prospecting center
requires data cloud.
And we've made it really easy
to connect this all together
and spin up a data
cloud based application in Sales Cloud.
So a couple of things
that I'll call out here
as we help you select the unified profile
that pulls together the prospect
and account information of a unified
individual unified account, namely,
and then also the accounts scoring
and who has access to prospecting center.
So all of this is pulled
into a single setup page.
That's easy
for you to access, set up and configure.
So here's an example of the segments.
These are just regular data
cloud segments that have been set up.
And those are available to me
in prospecting center.
So let's take a look at it in action here
I'm going to pick one of these segments
that I want to work with.
This is going to pull in prospect matches
for the accounts that I have
in prospecting center.
So for example, for Zenith Cyber,
I have a number of prospects
that I wants to follow up on.
And so from Zenith Cyber,
I can use the actual side panel built
into the prospecting center
and find the prospects
that I want to potentially follow up on.
I'm going to go ahead
and add these to a cadence for follow up.
So these are the ones
perhaps that I want to follow up with.
But maybe Robert isn't the best prospect.
And so just in a couple of clicks,
I can pick the cadence that I wants
to reach out to and start the process
of selling to these prospects
who started at the top of the funnel
over in Marketing Cloud made it through
Data Cloud and are now in my hands
as a seller working within Sales Cloud.
So with Without Gillian,
what do you think of this
amazing new experience
that's coming to sellers to help sell
more productively with Data Cloud?
Well, it's everywhere, right?
It's amazing. Yeah,
productivity everywhere is the thing.
I love it.
Well, and I think what's wonderful is
you also showed the admin side of it.
Like how do you enable these features.
Because I'm sure
a lot of people watching are wondering
how do I start enabling these
for my users?
How do I start getting hands
on? So that's wonderful.
I especially just
I mean, I love that everywhere, sales
everywhere, it's just wonderful.
It's just right there in your Chrome
browser,
wherever you're working,
which is really makes it powerful.
It's so easy.
It's built right for sellers.
It's so easy, I love it well.
We like to make things easy
for our sellers.
We also want to make it easy
for people to ask you questions.
So as a reminder,
you can ask your questions right now
in the Salesforce Plus chat.
And now we've got Michael on the hot seat
to answer some of those questions.
Yeah. Bring them on. So let's go.
All right. All right.
So the first question I'm going to start
with is
about customers
record pages and sales cloud everywhere.
How can I do that.
That is a great question.
So the new capability that we released
help sellers personalize those pages.
But the page record details
are based on your org metadata.
So if you as an admin want to set it up
so that it's streamlined for the seller
from the get go,
then you can customize the page layout
and that's going to determine
the fields that show up
as well as the related lists that show up.
And then the key fields component
that's personalize
is based on the compact layout.
So you have all of these traditional
mechanisms to customize the record page.
But we've added in personalization
so that individual sellers
can tweak that a little bit
to work best for their workflow.
And maybe you have a very large sales
organization
and you can't customize it for everybody.
This helps sellers get started
more efficiently, even in an org
that might not have all of those
customizations in place already.
I can already hear people
saying, well, can I do that
on other parts of Salesforce too?
It's a good idea enabling your users
to really customize what they see.
I can,
yeah, I can I can already feel the idea,
exchange points and votes
coming in for that.
that's great.
Okay, so let's talk a little bit.
Speaking of labels, let's talk a little
bit more about labels versus topics.
What is the difference
there? Yeah, it's a great topic.
and so I love actually,
the new take that we have on this,
one of the key gaps that we had with,
topics was enabling sellers
to flexibly organize their own records
in a way that works best for them,
but doesn't affect anybody else
in the organization.
So topics is a similar capability that,
was built out in relation to chatter.
And that's public.
So basically everybody needs to work
from the same pool of labels.
And as we did our research into
the various options for meeting this need,
we identified that that personalization
and that ability for a seller to decide
how they want to organize their records
for themselves was a key gap
in sales cloud capabilities.
So we built out the labeling capability
and all you need to do as an admin is add
the labels component to the record page.
It works on account contact
case, lead opportunity,
a couple of other objects, as well.
That's great.
I mean, it's just so powerful
for like organizing all that data
that just applies to you, right?
You don't need everybody else
to know that you label
this as like my favorite one versus,
you know.
Yeah.
Or like,
people like golf, like personal details.
And that way folks aren't going back
to an admin and saying, hey, can you add
a field for like has dog is true?
You know, like
that was like that. I really like that.
I don't know if the cat people
might not like that field,
but it could be a request.
so we,
we wanted to be these other things
and pick list here.
Right.
Like cat dog multi-select maybe. Right.
Oh, don't don't do that.
Okay. Steve.
No is dying on the inside.
If he's listening to this.
okay.
So let's,
take a question actually from Salesforce.
Plus,
this is Amy, and she's also asking about,
private labels.
Are they including and reporting?
Can you report in private labels?
No. Not currently.
So that is one of the flip sides
is that when topics
you have reporting with labels
you don't have reporting.
But yeah, please share the feedback.
Engage in the community.
Let us know what you'd like
to see most out of this capability,
and we'll innovate based on your feedback.
All right, Amy, I'm sensing
that, Michael just said, go
post that idea exchange or send it to me,
and maybe love to hear about,
if we can get that prioritized. Okay.
we have time for
maybe just one more question
before we move on,
because we even have more to talk about.
so let's go ahead and take another
question here from, Salesforce plus.
Michael,
oh, that was a reporting question.
So Mark had the same question about labels
being available and reports.
And how about list views.
Can you use labels unless views.
So the labels don't currently
show up in list views.
that's definitely something
that is come up as, as a future roadmap
item for the labels capability.
I would again love to see that feedback
if you're excited to get this out to your,
sellers,
put it up on the ID exchange, the best way
to work with a list of records that are in
the label is you can click on
to the label, and then you see the records
that are related to that label.
But we don't yet
have labels in list views, but we'd love
to bring that to intelligence views,
hopefully in the not too distant
future. Yeah.
All right. Okay. So stay tuned.
I like a good, good idea.
So that was from Michael to Michael.
Thank you, Michael, for your question.
Okay. We're going to come back
to all of you in just a moment.
But we have one more section
we want to cover because guess what?
We've got more great sales
innovations happening for summer 24.
And to do that we are going to be joined
by Nomura Segall,
director of product management,
who's going to show us how to drive sales
with relationships,
selling Einstein Copilot and lots more.
Take it away, Nomura.
All right.
Thank you, everybody,
for staying on tune with us.
Let's see what's new with activity 360.
So continuing our theme for secure
authentication, we're after Google
Marketplace app GA and then only beta
for graph API back in February release.
We are back with yet again
advanced capabilities with graph API beta,
where all our customers who are looking to
migrate off of AWS can get go.
So starting June we are
teams can authenticate securely
to the email servers with the role
based access support from graph API,
where you can control
who gets authenticated
and what access is
for those specific users.
Easy will get access to.
And the best part is,
once you're ready to migrate
off, it's a single click migration.
Yes, you heard me right.
Single click migration
with minimal downtime.
So what are you waiting for?
Next up, I would
like to take this opportunity to introduce
relationship selling.
So relationship selling is all about using
the network of people to build
consensus, remove blockers
and build a clear path to close any deal.
The key is to know how people connect
beyond the simple,
straightforward lines of organizations
and flows.
And knowing all that is the key
to unlock the relationship.
Success.
Now, with relationship selling,
it is important to know how
the teams align,
and we play an important role in aligning
the account strategy's prospects
and visualizing the buyer groups.
Let's take a quick
look on all the features it entails.
Shelby.
So, first off, automatic contact creation.
So it creates,
as the name suggests, contacts
automatically
based on reps sales activities.
So you don't have to worry about manually
creating contacts in CRM anymore.
And automatic Contact
Enhancements empowers you to your teams
to automatically enhance and maintain
those contact details in CRM
with the power of Lem grounded
with, again, the reps sales activities
so you do not have to worry about
manually entering data in CRM anymore.
Next up, figuring out how they map
on the beautiful relationship map
which Lizzie just shared with you
all is the buyer relationship map.
So knowing that and knowing
who is the right contact at
what time is the key here?
And we also empower your sales teams
to have warm introduction.
If they haven't worked
with any of their key contacts before,
within the flow of work from accounts,
opportunities or wherever they are in CRM.
And next is the deal insights.
So no whatever impacts the most
your deals, such as a detractor has been
found, will be available to your teams
in the flow of work.
We a pipeline inspection, contact
intelligence side panel and more.
Now with that, with much further ado,
I would like to show you
a quick demo of how the relationship
selling looks like for you.
Now let's say
I'm the rep exchanging meetings
with Ursa major shoulder account,
and I didn't get a chance
to add all the contacts to Salesforce yet.
It's such a manual task,
and I'm done doing that
and validating all those details.
Now I'm seeing setting up a meeting
with an executive in the legal department,
John Adams,
and once the meeting is set up,
powered by automatic contact creation,
the contact will be automatically added
and created and assigned to the account.
Now, as soon as this new contact
is added in the CRM,
I can also see an update in the count
on the seller home page.
Just a quick refresh here for me.
And there you go.
Now, once John Adam is automatically
added to the CRM,
the details are also enriched
by automatic contact enhancement
logic powered by LSM,
which adds the standardized department
group a standardized seniority level.
Buyer attributes
such as decision maker champions
that reflect their potential influence
across deals and additional contact
information such as phone number,
title, address, and much more
so that you can always reach out to them.
Now, as I'm reviewing
these details, I'm wondering
how it looks like on the relationship map.
So let's take a look.
I see that this new contact,
John Adam, is also added
automatically to this account
relationship map.
Now I have a much better overview
of where this new contact
John Adam fit in my buying group.
Now let's switch gears
a little bit and talk
about another opportunity of mine.
Now, as I have a meeting
with Lauren tomorrow to discuss
Omega Inc's potential new opportunity.
I haven't really worked with
Lauren before, so let me go
to their accounts, relationship map
and learn a little bit more about Lauren
and what all details
are already populated for her.
And as I look up,
I notice that Lauren is at the director
level and has been recognized
as a technical expert in her product area.
I'm curious to learn more about her
as I see
a potential of her
becoming a champion for my deal.
I see one of my colleagues,
Emily, has worked with her before.
It's been a while.
I haven't had a chat with Emily.
It's a great chance for me to catch up
with her for coffee in Salesforce Tower.
I love their coffee,
so I'll just quickly shoot an email
to see if she can share her notes for her
interactions with Lauren, or just simply
get me an introduction with her.
And there you go.
And that's it.
Your teens can now approach
deal interactions with much more context
about the contact, ensuring long lasting
connections and effective communication.
Now let's go back and see what's new
with Einstein.
Conversational insights.
With angel conversation insights,
you can further accelerate time
to close with actionable insights.
Starting summer.
With generative insights,
you can see insights right on the calls
all about whatever happened to them
during the call, with the power of them
and next with Stand and Deliver.
You can empower
your sales teams to practice, improve,
and then share all by themselves
with the single attendee calls.
They can always be ready
for customer interactions.
And last and most importantly,
you can better collaborate
with across your teams by granting them
right permissions on the call collections
so you can collaborate
on important deals as you go.
Now let's talk about copilot.
I think it's been a theme across today's
presentation, like Lizzie and Michael,
my colleagues have shared before.
But there's much more of, cool actions
I would like to share.
So let's dive in.
So first off,
you can boost your sales productivity
by expediting the access to information
right in the flow of work from them
via emails, meeting, daily
briefing, and everywhere.
Next, you can also leverage AI to surface
critical data and suggest
actionable insights where contact
enhancements company detail enrichments.
Yeah, pricing forecasting
and also the similar deal insights
which Lizzie talked about.
And last with Chennai,
you can also proactively surface
whitespace areas to drive more revenue
with the help of autonomous agents.
Warm introductions, auto CRM updates
of all the cool Copilot features,
I would like to demo the two of
my favorite ones, which are cool is plan
and meeting follow up emails.
First, let me show you
how Sales Copilot help your teams create
a customized closed plan.
Now here's Gloria, our sales rep who's
working on a critical opportunity
with her account Salesforce.
Gloria has had a few email exchanges
with her customer,
and now she needs some guidance
on how to proceed.
So Gloria decides
to take help from Einstein
to help her create a customized,
closed plan for this deal.
Now, as I'm entering the detail,
I have to be very curious,
specifically mentioning the opportunity
I want to know the details of.
And Einstein now looks at the opportunity.
Contact product and email inside details
of that specific opportunity,
and creates a personalized tactical guide
to help her proceed with the deal.
And as you can see
now, Gloria has the specific steps
she can take to move this deal forward.
Next,
let's see how copilot can help your reps.
Draft meeting follow up emails.
Now here's Tricia,
a busy sales professional
who just wrapped up her call with her
customer, Bobby Gupta.
Now, Tricia knows
it's best to follow up with her customer
within 24 hours of the meeting
to be most effective.
So Trisha decides
to take help from Einstein
to help her quickly create
a personalized meeting.
Follow up.
Now, as you can see,
it's loading for me, live demos.
All right.
So as you can see,
as I entered the command for the copilot,
Einstein looks at the ECI call
summary data
that has all the information
about the customer impressions,
the summary of this call, next steps
from this call and using all that
information is grounding.
Einstein creates a personalized meeting
follow up email,
saving tons of time for Trisha
not to check and also review this email
so she can make changes if required before
sending it out to the customer.
Now, this has significantly reduced
the time it takes to write
personalized, contextual follow up emails,
boosting your sales productivity.
So resilient.
What is your favorite quote?
By that action,
I mean I just love being able
to have that conversation right there
in context to be able to understand, hey,
it's kind of like really helping
give that personalized guidance
on how to be more efficient
and do my job better.
Totally, totally.
And it's so easy, you think, and you type
and boom, you have a response.
You can name a problem
and the response is there. Yes.
Excellent. Okay.
So we have a ton of questions coming up.
So we don't have that much time.
So I'm going to go ahead and apologize
in advance.
All of you
who are asking questions in the Salesforce
Plus chat, we will not get to all of them.
But if you don't get your question
answered, please
remember to ask it
in the trailblazer community
because we will make sure
to follow up with you there.
Okay, Amita,
we're going to start with you.
let's talk
a little bit about relationship maps.
And, how can they be used with other
selling features like auto contact
creation and auto contact enhancements?
So these three features,
which I talked about
are totally optional with each other
that you can individually access and use.
If one feature fits your business
workflow, you can individually use them.
For instance, a relationship map by itself
can be a manual tool to envision
your buying groups.
You don't have to have contact
enhancements.
You don't have to have contact creation
individually.
That works for itself.
However, for auto population
enhancements can be consumed.
Okay, great, I love it.
Great contacts.
Okay, one more question. You know what?
We're going to get back to you
because we have a ton of questions
that are coming into the chat as well
for all of our other amazing
product managers are here. By the way,
what an amazing team.
Thank you all for being here.
I'm Sana,
I'm actually going to come to you
because we have a question from Kay about,
can Smith handle user based commissions?
Absolutely.
Smith offers you a multitude of options
when crafting your commission logic.
So you can use, credit allocation logic.
You can use a territory based logic.
it's the variety of scenarios
that you can implement.
again,
we do have a very robust designer tool
where you can not only code it up,
you can do their,
forecasting or, projections
of how it will work in the real world.
I love that. Okay. Great.
Thank you for answering that.
Lizzie. I'm coming to you.
It's been a while since we chatted.
Thanks for being patient on a couch.
No problem.
You've warmed every seat now. Yeah, yeah.
the question is from Karen on Salesforce.
Plus, can we please get configuration
on the fields
in the blue banner of the pipeline
inspection example?
Close date is based on award date.
How can we configure
a different date on opportunity?
Oh that's interesting.
I think I have heard that request
from customers before.
I would need to check with the rest of
my team on whether it's planned right now.
but I'd highly recommend
that we get that idea into idea exchange,
and, we'll make sure to evaluate it
and take it into our process.
Well, in general,
when it comes to customization
and especially pipeline
inspection, kind of how does your team or
how does the the overall kind of strategy
that we're thinking of, the Salesforce,
what level of controllability
when we get people there?
Yeah.
So I mean, the basis of our intelligence
views is that they're kind of like
a super charged list view.
And so if you think about,
you know, what fields do
I want to display in that table.
you have all the same list view controls
that you normally do.
They're just in a slightly
a different place.
So keep an eye out for those.
and then the thing that's really more
specific is the metrics along the top bar.
Those are a little bit
more locked down right now.
But we are getting some feedback
from customers like this
that maybe it would be nice to open
that up.
And it's certainly
something we'll consider. Excellent.
Well thank you.
So we like that insight of like
how the product team
is thinking about these features
and building out that functionality.
So yeah, absolutely.
the meat I'm going to come back to you.
And don't worry,
Michael, we're coming to you next.
all right.
The question is
how does contact enhancements
auto populate in the relationship map?
So auto contact
enhancements, has three new fields
which we are introducing
like standardize department group
standardize, seniority level,
which decides your look,
the contact's location on the map,
like where they need to go
and the value of those fields
are generated by LM grounded
with the sales reps activities
like emails for now.
Eventually we plan on expanding that
to voice calls, to integrating with ECI
and also letting you bring your own
vendors like if you have zoom info,
LinkedIn Sales Navigator,
you can bring that in if you have, data
clone licenses
and we can plug and play from there.
I love that great insight. Thank you.
All right,
Michael, we're going to come to you now.
okay.
So this is a question from Arena
in Salesforce class.
We saw sales Cloud everywhere on desktop.
Does it work on mobile? No not currently.
we are, pursuing a mobile strategy
as well.
I'd love to, get engagement
through the community.
If you're interested in learning
more about that, we can definitely chat.
But currently Sales Cloud everywhere
is, Salesforce Chrome extension.
You can find it on the Chrome
Web Store called Salesforce
and connect it to your org.
But definitely interested in chatting
with you about your mobile use cases.
I'm already having anxiety
about how much space
it's going to take on my screen
as a mobile device,
but that's I'm not a product designer,
so we live in the Salesforce
OSS mobile app and we're just working on
make it even better, I love it.
Thank you.
okay, I think we might have time
for a couple more questions here. So,
let's go back to Lizzie.
I'm coming back to you. All right.
let's talk a little bit about,
the functionality between classic cadence
builder and the new cadence Builder.
This is from Julie on Salesforce Plus.
Oh, you know, that's a good one.
But we've got such a big team
that I think there might be
a better qualified person to answer it.
Michael, did you want to speak?
Happy to take. Yeah. Take it.
This is why we have all of you
here, right? Yeah. Yeah, yeah.
So the,
the important thing to know is that,
the two cadence, builders
are with this release at parity, right?
So you can start the process of migrating,
but with the new cadence Builder,
we wanted to build it around
the idea of positive,
neutral negative tracks like the idea of
is this prospect
trending towards a conversion.
Is this prospect, interested
and ensuring that the follow ups
that happen are aligned with that?
And that was based on feedback
from customers that maybe the complex
branching cadences that, we imagined when,
defining the architecture of Cadence
Builder Classic weren't the most common.
And so the new Cadence builder makes it
easier to build these linear cadences
that get your prospect from point A
to point B as efficiently as possible.
But again, rest assured
that we're ensuring
that anything you might have built
within the current Cadence
builder can be shifted over into Cadence
Builder too, with this release.
I love it. Thank you for that.
Thank you for that.
Update on the cadence, the cadence
of Cadence Builder, if you will. So
okay.
I'm going to end
with kind of a more of a general question.
Now, there's been a ton of innovation with
Sales Cloud, especially over the last.
Gosh,
you think about a year and a half ago
when we first started
thinking about AI, period.
And now we are seeing
I literally everywhere in all of our
amazing products that you all share today.
I'd love to think,
you know, let's talk a little bit.
A couple releases down the line, like,
what is something that's on the horizon
that most excites you about the work
that you're doing with your teams?
The I'll start with you.
so we are doing a lot in the, data
prospecting, right?
like we are figuring out, like Michael
already shared, like the high level of
how the prospecting center is being built,
we are trying to explore the option of
taking that to a relationship
selling point of view, wherein
if you have a lead coming in
and you want to see, like, hey, how this
translates into existing contacts.
So that bridge between leads
to a contact is minimum.
And you don't have to rework
all your brain cells to figure out
who is this person
who's really interested in a product.
So we're just trying to figure that out.
Like, again, it's very high level, very,
very new and nascent.
Right now we're just exploring that idea.
That's good.
That's the kind of Intel I want I got.
So thank you for sharing that. Michael.
How about you?
Yeah a big theme for us is contextual,
right?
AI is great,
but you want it to be relevant to the work
that you're trying to do,
whether you're on a web page or an email,
you want the responses from copilot
to be grounded
in what you're actually working on
and helping you in that flow of work.
So that's a big theme.
I think when we follow up on that,
you can start thinking proactive.
So you don't necessarily need to tell
copilot what you're looking for,
but it uses that context to help bring you
the right insights in the flow of work.
So that's how we think about that theme.
Evolving, but definitely interested in
any feedback or input as people start
to apply these themes in their business,
almost reducing the friction
of having to create the perfect prompt.
Yeah, absolutely. Yeah.
I mean, I've I've learned
quite a few lessons about writing prompts
over the last year.
I will tell you that. Oksana,
how about you?
Oh gosh, where do I start?
There are so many opportunities for I
when it comes to the comp management.
I mean, you look at the biggest problem
that we're dealing with that our sellers
don't understand their commission plan.
They don't understand
why they're getting paid.
So think about this
idea of sales rep asking,
tell me what my comp plan is all about.
Decipher it for me.
Explain to me why I'm getting paid
this much at this point.
Look at the use case where the comp admin
now doesn't
actually have to know how to code,
they just use the natural language
to tell our software to write it for them,
to test it, for them, to deploy it
to their right group of individuals.
I mean, the sky's the limit.
And honestly, it's not that far away.
I well, if we saw some of that today.
Yeah. I mean where it's all coming folks.
I got that. Lizzie.
Yeah.
For me,
what I find really interesting about
AI is its relationship to human decision
making.
So, in forecasting product, for example,
there are all these people
trying to figure out what are we going
to do this quarter or this month?
And then you have
I kind of writing alongside
you saying, hey, here's
what I think is going to happen.
So what we've really been digging deep
into is what is that human process like?
What are the different scenarios
and details that you consider
when you figure out what to forecast?
And how can I kind of ride along
and help you with each of those decisions
along the way?
So I really see it as being complementary.
It's not AI or human decisions, it's
both of them together,
but peanut butter and jelly
kind of situation, which is always better.
Putting the two together
tastes better than just one buy them.
Yeah, unless you're allergic,
but I'm not allergic to A.I..
Yeah, well, that's good,
because you would be in the wrong place.
Yeah. Yeah, exactly.
Well,
thank you all so much for being here.
Thank you for all the work that your teams
do, really, to deliver this efficiency,
this productivity
for all of our Salesforce ecosystem.
It's it's a lot of work.
And I know it's hard,
but I think it's really important.
And it's wonderful to have you here
to share those innovations.
So thank you.
And for all of you
who did not get your questions, answers.
Believe me, I can see them.
There's a lot more.
don't worry,
we will make sure
that you can get your question answered,
but you got to pop it over
in the trailblazer community
because this chat is going to end.
But the trailblazer community lives on.
So we'll make sure you get an expert
answer
right there in the 12 is our community.
Make sure to ask it there.
And we've got lots more to cover.
This was the first of six shows
we've got for Release Readiness Live,
so we got more Summer 24 coming to you
live later today
with flow right here on Salesforce
plus in about an hour at 11 a.m.
PT, and then tomorrow will be back with
the Developer Preview and CRM analytics.
Thank you so much for tuning in, and
we'll catch you next time in the cloud.
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Sales Cloud Summer '24
Discover Spiff, a new Salesforce-integrated solution to help you reimagine incentives for sales teams. Plus, see how Einstein for Sales helps sales teams identify and prioritize prospects.
Starring
- Lizzy PerruzziSenior Product Manager, Forecasting, Salesforce
- Michael KuszczakDirector, Product Management, Salesforce
- Namita SehgalDirector, Product Management, Salesforce
- Oxana JurosevicDirector of Product Management, Salesforce
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