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What's up?
Hi, there.
Welcome.
Welcome to Release
Readiness Live.
We want to start off
by saying thank you.
Is RRL about to start?
Let's get it started.
RRL.
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.
I get to find out what's
new, what's coming.
It's exciting.
It's a way for me to see
not just read, not just
experience
through webinar,
but see a real
person talking
about what's important.
RRL.
We'd love to hear what
your questions are.
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 the evolution
of our products.
I love getting questions
during Release Readiness
Live.
Sometimes you never know
what you're going to get.
People could ask
potentially anything.
It really helps me think
about things as I'm
developing a feature.
With Release
Readiness Live,
you get the
great opportunity
to actually hear 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.
And also informs us how
we can improve the product
going forward.
RRL.
The reason why we
stick with Salesforce
is because we feel
like we are heard.
I feel like I'm
helping make decisions.
Hopefully, good
decisions that
will benefit all
admins, all developers,
all architects.
That's a good feeling.
I feel like we're
a part of something
greater together.
We'll see you next
time in the cloud.
RRL.
RRL.
Let's get started.
Welcome to Release
Readiness Live
from San Francisco.
I'm Gillian Bruce,
Principal Admin
Evangelist and
Salesforce super nerd,
which means I
am so honored
to bring Release
Readiness Live to you
today because this is
where we get nerdy.
And we cover the new
product innovations
coming your way in
the next release.
But before we get into
my happy nerd zone,
I need to make
sure to remind you
that you should only
make purchasing decisions
based on currently
existing features
and functionality.
Now, with that
out of the way,
I want to thank you so
much for joining us.
We're doing something
special together
in the studio live
from San Francisco.
And thank you for
being part of it.
Thank you for investing
your time with us today
to learn about what's
coming in winter '24.
And thank you for all the
feedback you provide us.
Your feedback 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.
Just a few weeks
ago at Dreamforce,
we kicked off admin
and developer Release
Readiness Live
at Dreamforce.
And today, we've got
sales and CRM analytics.
And tomorrow, we've
got service and flow
coming to you.
Now, we're going to spend
the next hour together
with our product
managers here
in person who
will be giving us
live demos highlighting
the top service sales
features in the
winter '24 release.
I'm excited about
all the features.
But we're going to be
covering knowledge,
Einstein first--
we're going to
be covering--
we're going to be
covering sales planning,
sales engagement, and
all the great sales
features coming to
you in winter '24.
But it's not just about
us here in the studio.
It's about you.
Release Readiness Live is
where you can get answers
to your questions about
the new features coming
to you in this release.
We've got a special
correspondent here
in the studio to help
ask your questions live.
Wassim, how can people
ask their questions.
Thank you, Gillian.
And what is up
sails blazers?
I'm Wassim from the
Salesforce Social Media
team.
And I'm here to help
you get all your burning
questions answered
about the new features
in the winter '24
release so you
can learn how to use them
and always be closing.
So what do you want to
ask our product experts
today?
There are three ways that
you can submit a question
and get an answer
live right now.
You can one, drop your
question in the Q&A
tab on Salesforce
Plus, two,
join the
conversation on X,
formerly known as
Twitter, and post
your question using
#SalesforceRRL, or three,
submit a question in
the release readiness
trailblazer community.
We'll be pulling questions
from all three sources.
And please don't be shy.
Ask away.
Chances are, if you have a
question about something,
somebody else does too.
And also, if you
have any memes, GIFs,
or photos from Dreamforce,
or just any excitement
that you want to
nerd out about,
about our new
product innovations,
I want to see those, too.
All right.
Now, I'm looking
forward to seeing
all your questions
sails blazers.
Over to you, Gillian.
Thank you so much, Wassim.
I'm looking forward
to what you all
have to say in the chat
in our new embedded chat
in Salesforce Plus.
Now, we're going
to kick things off
today with Ajay Shawh,
Senior Manager Product
Management to talk
about sales planning.
Take it away, Ajay.
Hey, y'all.
I am so excited to
be with you all today
to discuss our brand
new product offering
sales planning.
Well, sales planning
is really critical
to accelerate your
organization's success
by helping your sales
organizations prioritize
and focus.
Sales planning
helps you ask
the critical
questions like,
how should our
organization be
structured, what customer
segments should we
focus on, what are
the expectations
of our sellers,
and where are we
going to place our
big bets for the year.
And most
importantly, do we
have confidence
in the decisions
that we're making?
Sales planning is both
an art and a science.
Helping you set your goals
and find the optimal path
to achieve them.
Traditionally,
sales planning
is a task, a chore,
something organizations
dreaded.
It is slow making it
difficult to keep up
with the changing
business conditions
in the world around us.
It is clunky, a set
of manual processes
and fragmented data
make the whole process
feel disconnected.
But have no fear.
Sales planning is here.
And we have spent
a lot of time
building a new intuitive
and engaging sales
planning process that
automates and eliminates
a lot of the
tedious aspects
of the current sales
planning process.
Sales planning.
You also need to be fast.
When you see a new
opportunity in the field,
you need to be
able to react.
And so we've worked
to make sales
planning as agile as.
Possible
Changing sales planning
from a once-in-a-year
mindset to an ongoing
iterative approach.
We've also worked hard
to unify both your teams
and your technology
to allow them to focus
together on allocation,
segmentation,
and end-to-end
sales planning.
Let's jump into a demo
and see this all live.
So here, we are on the
sales planning home page.
We can see a series of
different sales plans,
some that are in progress,
some that are being
worked on, and even
future-looking sales
plans as well.
At the top level, we also
have a history component
to allow you to understand
who was working on sales
plans, who has
viewed them,
and how are they
being updated
within your organization
to make sure
that everybody has
access to the right sales
plans at the right time.
So let's go ahead
and create a plan.
We're immediately
presented
with a few options here.
If we're using enterprise
territory management,
we can bring in
those territories
to use the base
of our sales plan.
Or we can use our role
hierarchies or even
our manager hierarchy.
But let's switch
over to sales
plan that I already
have in progress.
I run our
go-to-market team.
I'm responsible for
territory segmentation,
allocation of our quota,
as well as assignment
of our different teams
to different regions.
And so at the
top level, we
have two different
objects here.
Our assignment objects.
These are the things that
we're going to sign out
and segment to our
different teams,
and these come directly
from sales force.
They can be both standard,
and custom objects,
and they pull in all
of the relevant fields
from your CRM.
Things like accounts,
contacts, leads,
and opportunities.
And then the second
object we have here
are allocation metrics.
These are, our KPIs
our dollars and cents
that need to be tracked.
I've set up two here
today, quota and budget.
And we can see in
this plan hierarchy
that we have two different
teams working together
today: our hardware
and our software team.
Today, we're going to
focus on our hardware US
team and our quota
and budget assignment.
Let's jump in and
see exactly how
we can do that.
So the plan's loading.
We're uploading
our hierarchy.
Grabbing our different
territory segmentations.
And here we go.
So at the top
level, we can
see that our hardware
US team is broken up
into four
different regions.
North, south,
east, and west.
And we have 748
accounts here
that have been unassigned.
Let's jump into our
assignment engine
and see how we can
quickly do that.
The assignment
overview page
gives you a quick
insights and visibility
into different
allocation metrics.
So we can see that our
accounts are unassigned,
but our territories have
already been carved.
I like to jump
into our map view
to start the
assignment process.
Here, we can
quickly visualize
all of our different
regions and segments,
our west, our north,
or south, and our east.
We could go ahead and
reassign the boundaries.
But today, this
looks pretty good.
But I want to go ahead
and assign some accounts
to our northeast
sales team.
So I can quickly go over
here, grab my Lasso tool,
and capture these
different accounts.
I can click Assign to.
Search from our
hardware US north team
and go ahead and
assign those out.
And just like that,
we've gone ahead
and carved our
territories a little bit
and assigned some
accounts to our team.
When I exit the
map view, we'll
see that our hardware
US north team now
has 287 accounts.
Now, our hardware
US north team
is also broken up into
three different customer
segments.
Our enterprise,
our mid-market,
and our small
business units.
Using the object
segmentation below,
we can quickly go ahead
and carve these accounts
as well.
So I'm going to go
ahead and click split.
We can split by any field.
But for today, we're
going to use the employee
field.
And we're going
to auto-generate
three ranges to match our
three different teams.
We could also do
this manually.
But auto-generate helps
me do this much faster
and split the records
appropriately.
So now, we can see
that we have three
different
segments, employers
range from 49 to 3,300,
6,000 to almost 10,000,
and so forth.
We could even split again.
But for right now, this
is a great split for us.
Let's go ahead
and assign this
to our small
business unit.
We can preview.
And we'll get
a sense of what
is going to change about
our account segmentation
and allocation.
This looks pretty good.
So let's go ahead
and click Apply.
Now we could go ahead and
do this a few more times
for the mid-market
and enterprise.
But for the
purposes of today,
let's go ahead and
assign an account owner
and make sure that our
team members are assigned
to the right territories.
So here, we can search
for any account owners
or assign users
to make sure
that they are corresponded
to the right territories
and regions.
For us, Ely East is our
sales representative.
And so we're going to
go ahead and save that.
And so what you just
saw was how easy
it is to segment
and allocate
your different CRM data
to different regions.
You also saw us quickly
assign an account owner
to make sure that
the right people have
the right access to
the right accounts.
So now, that
we've wrapped up
our account segmentation,
let's look at allocation.
So here we have two
different metrics:
quota and budget.
Let's go ahead and
reload the plan.
This is a live demo.
So just bear with us.
OK.
So we're going to
go ahead and do this
from the top-down
perspective.
So if I go back
to My Org, I
can see that we have a
quota of $10 million.
Let's go ahead
and see how we
can assign this
out quickly
to the entire
organization.
So clicking the
All Org, I can
grab all of my different
teams And I can allocate.
If I grab the
quota from here,
I'm going to grab
the entire target.
And we have a few
different ways
that we can distribute
the metrics.
We can do it evenly,
fixed, or in relation
to a field.
But our business
is pretty seasonal.
And we like to do it based
on a pure distribution.
So for us, we're going to
set 10% in Q1, 20% in Q2,
30% in Q3, and 40% in Q4.
Go ahead and save.
And then we can
preview it to make sure
that the right teams are
getting the right amount
of quota allocation.
And just like that, we
can go ahead and apply.
So now, that we've
updated our quota,
we've assigned
out our accounts.
We can go ahead and
publish this all back
to Salesforce.
With the click
of a button,
we can update our
account hierarchies,
our territory
models, or even
our territory types making
it really easy to bring
the data that we've
just iterated on back
into Salesforce for
use within our CRM.
Now, what you've
just seen is
how we can set up
a sales hierarchy,
how we can assign out
different accounts
and allocation
objects, and how
we can set up our
allocation metrics as
well, our KPIs for
use within our CRM.
Thank you so much.
That concludes our demo.
Thank you so much, Ajay.
I know that everyone
is very excited
to see all of these
amazing innovations
with sales planning.
Wassim, you're
actually in the chats.
You're seeing it.
What's going on?
All right.
The chat is lit right now.
We have a ton of questions
coming in about Ajay's
amazing demo.
One question I'm seeing
on Salesforce Plus
in the Q&A tab is, can I
allocate customer objects
with sales planning?
Yeah, absolutely.
We support both standard
and custom objects
and standard
custom fields.
So any data that you're
using within Salesforce
or even a supplemental
external CSV,
you can bring in to use
for your sales planning.
That's great.
So there's a lot of
excitement happening.
And I think one of the
first questions on top,
everybody's
mind in the chat
is, how do people get
access to sales planning?
Yeah.
So sales planning is a
brand-new capability.
What we showed today
is all brand new,
hot off the presses.
So I recommend
going to Trailhead
and looking at
some of the trails
that we have
available there.
We also have a sales
planning home page
with a bunch of
different demo videos
and content there
for you to use.
Great.
Great.
I got one more
question here
and then we're going to
go back to Wassim to check
in with the chat.
The question I
am seeing here
is, how does territory
planning work
within sales planning?
Yeah.
It's a great question.
And so what you saw
on the demo hopefully
was that map view,
which I think
is really,
really powerful.
And it allows you to
not only drag and drop
accounts to different
territories,
but it actually
allows you to segment
your territories
there as well.
And so something
that we've worked on
is really a territory
segmentation engine
able to rebalance as your
business changes as well.
Yeah.
The lassoing of the map
and to create territory.
That was pretty cool.
Yeah, I think it's
a great feature.
That's very,
very innovative,
OK, let's check
back in with Wassim.
Wassim, do you have
some more questions?
We got a ton of
questions in the Q&A tab
on Salesforce
Plus right now.
One question is
coming from Jennifer.
She's wondering
for the reporting
on queue members.
Will public groups
that are in the queue
be included in the report?
So today, once you
publish your sales plan,
all of the data goes
back into your CRM.
And so you can
understand who
has been assigned to
different territories
and regions, and
what accounts
they're assigned to.
And so when a sales rep
wakes up in the morning,
Ely East, for example,
would see those accounts
that are assigned to him.
From a reporting
standpoint,
it functioned just
like normal reports
and dashboards.
You can use the
same objects
that you use
in your reports
to generate those
reports and dashboards.
OK.
I love it.
It's all connected.
Got to bring it back
into the CRM experience,
right?
Yup.
That's the beauty of it.
OK.
So one more question
I have for you
and then we'll let you
out of the hot seat
momentarily so that we can
get to our next section.
Can I restrict who
can edit or see
my sales plans?
Yeah, absolutely.
So it's really important
that sales organizations
have the ability to
control who can view
or edit the sales plans.
And those change
over time, right?
Maybe you start with
a top-down approach
at the beginning,
and then it
becomes more collaborative
as you get closer
to that fiscal year.
And so we abide by all
the sharing rules set up
in Salesforce.
So you can really
easily control
who can view, edit, and
make iterative updates
to that as well.
All those existing
metadata frameworks
that help you
control the settings
of who can see what where
are all still applicable.
I love that.
One last thing
before I let you out
of the hot seat.
What was one
of the features
that you're most
looking forward
to seeing how people
use this release?
Yeah.
I think the publishing
back into Salesforce
is going to be really
interesting, right?
Making sure that there's
one process with one
pane of glass that
allows you to both set
your sales plan
and then act
upon it within
Salesforce will be great.
All right.
I know a lot of people
are looking forward
to that, too.
Thank you so much, Ajay.
All right.
We are going to keep the
sales blazer love going.
And we're going to get
into sales engagement
with Avi Shah, Director
of Product Management
take it away, Avi.
Thank you, Gillian.
Excited to be here
with all of you today.
So sales engagement
is our tool
to help sellers
sell faster,
connect better with
their customers, leverage
automation to
get time back,
and focus on what matters.
And I'm really excited
here today to share
with you what our
team has been working
on over the last
few months and some
of the innovation that
is coming to you really
quickly.
First and foremost,
we've continued
to invest in our contact
and intelligence views.
This release,
we've made it
really easy to take action
directly from these views
by adding email and
phone CTAs in context
into the list.
We've also made it easy
to save and bookmark
records for
future reference,
as well as made it easy
to find what matters
with dynamic activity
metrics and integrated
activity timelines.
Also, we've
continued to invest
in everyone's favorite
automated actions
builder.
We've made it more
powerful with Einstein
insights.
Now, it's possible for
sellers and managers
to not just create
triggers based off
of explicit fields
in CRM, but to do
so based off of insights
and content from calls,
emails, and meetings.
Now, we know that a
lot of our sellers
don't spend all of their
day inside of Salesforce.
So in the last
release, we started
by showing you guys
some of the enhancements
that we were going
to deliver inside
of the browser with
Sales Cloud everywhere
and Sales Cloud workspace.
We've done even
more in winter '24.
Sales Cloud everywhere
now lives directly
in your browser.
So you have no more
tabs or windows
that you have
to jump between.
It's embedded in context
in a right hand panel.
All users, not just
Google Workspace users
can stay logged in.
So you don't have to sign
in every single time you
launch it.
And we have
something really cool
called Dynamic
Record Matching, that
does its best to work
in the background
as you browse different
websites to try and match
information from your
CRM so that you always
have the full power of
Sales Cloud with you.
Sales Cloud
workspace, we've
made it really
easy for sellers
to create their own
custom workspaces.
So you're not just
limited to the four
out-of-the-box workspaces
that we've built for you,
you can now create and
save your own views
so you can always
find what matters.
We've also made it easy
to add data from related
objects to make these
views even more powerful
so you have the full
power of Customer 360.
And finally, AI has
been taking the world
by storm.
We announced sales
email last summer
or this summer.
But we've continued
to invest in it.
AI and generative
email is only
as good as the context
that our sellers
can provide.
But we don't want to put
the onus on our sellers
to write
expansive prompts.
So we've expanded
email types
so that you have even more
personalized and tailored
responses.
And we've started to
include product grounding
so that you can add
even more context
into your emails
and equip Einstein
with all of
the information
that he needs to write
something compelling.
But this isn't where
we want to end.
Open prompt is a really,
really powerful concept.
And we're working
really hard
to deliver that
to you all soon.
OK.
Let's see some of
this in action.
So with one click, I can
jump into my workspace.
And now I have easy
access to a lot
of my key records.
I can bulk edit or update.
Or as I mentioned,
now in winter '24,
I can create my brand
new workspace views.
So, in this case,
I've created
a list of deals that
represent my VIP deals.
If I want to add
additional context here,
all I need to do is
click on the filter.
And I can add any fields
from related objects.
So, in this case, I
want to add the account
information as well.
So I can have
a full picture
of each of these deals.
I'll add the
annual revenue
and let's say the
last modified date.
As soon as I save,
my workspace view
is updated, and all
of the opportunity
and related
account objects
are now editable
and viewable inline.
Awesome.
Last but not least, let's
check out sales email.
So sales email
makes it really easy
to send an email
from directly inside
of Salesforce.
But let's also make--
see how we can do this
directly from Outlook.
So if I'm in
Outlook, and I
want to email one
of my contacts,
Jeff, for example,
all I need to do
is populate the two
field in Outlook.
Then I can move over to
my Outlook integration,
hit draft with Einstein.
And you'll see the
new email types
that we've
defined for you.
I'm going to send a
check in email to Jeff.
So all I have to do
is click Check in.
I'm going to do
it one more time.
And now, I can add
my product context.
So let's say I want
to talk to Jeff
about starter kits.
Great.
Hit Continue.
Oh, here we go.
Live demo.
Super fun.
We've now drafted
two emails.
But the great part is
I can edit it really
quickly.
So I've got my email
set up for Jeff.
If I want to add
a scheduling link,
all I have to do is drop
a schedule link in here.
And now without
any writer's block,
I can draft
emails in seconds,
throw integrated
scheduling into it,
and move on with my day.
OK.
So that's some
of the innovation
that we have on
sales engagement.
Let's start
talking about what
we're doing on the
Einstein Conversation
Insights piece.
Einstein
Conversation Insights
help our sellers
sell smarter,
help them develop through
key coaching moments,
and ultimately help them
accelerate time to close.
And in winter '24, it was
a huge release for us.
We shipped Einstein
call summaries, which
are generative
call summaries that
parse the transcript and
create a generative call
summary on demand,
which includes
call sentiment, analysis,
and key next steps.
We've simplified
the sharing model.
So that you can share call
records with everyone,
not just people that
have ECI licenses.
So huge moment to
enable collaboration
with your team and
to enable everyone
to benefit from
transcripts
summaries and next steps.
We've also improved
our enhanced--
or enhanced our record
matching algorithm.
So now, when you
complete a video call,
it will automatically
find records
in your CRM that
are related,
and it will
attach to them.
And finally,
we've improved
our transcription engine.
We have now have a
state-of-the-art encoder
decoder engine matched on
a ton of pretraining data
so that our English
transcription quality is
of the highest quality.
Let's check out how
this works live.
So here we go.
I'm on my ECI home page.
And what you'll see is
the familiar home page.
So you have your
transcript here
on the right, you've
got your insights
on the left,
and then you've
got some participant
information over here
as well.
The first thing I want
to draw your attention to
is the summary.
So in this case, I haven't
generated a summary yet.
All I have is
the transcript.
In one click, I can click
create call summary.
And Einstein in a
matter of seconds
is going to parse
that transcript
and create a summary
for me so that I don't
have to read through
the entire call
word for word.
Now, I've got my customer
sentiment at the top,
I've got my call
summary in the middle,
and I've got
my next steps.
If for some
reason, I think
I want to add
some notes or I
think Einstein
missed something,
all I have to do
is click Edit,
and I can edit
this directly live.
You'll also notice
that up top, we've
got the related
record matching.
So without me
doing anything,
our algorithm went
in and figured out
that this call was related
to this Casper trade
add on business
opportunity.
In one click, I can jump
into the opportunity.
And I have access to the
call summary and insights
directly from that
activity timeline.
So it doesn't matter
where I'm viewing it.
ECI, I get the
benefit of ECI
from all the way
inside my CRM.
On the transcript,
our improved English
transcription engine
is making sure
that this transcript is
as accurate as possible.
It's pulling out insights
and associating them
with the right
individuals.
And no matter how
far down I go,
we've got a word-for-word
transcription here
for you.
And finally, sharing
has never been easier.
In one click, I can now
share calls with anyone
that I want on my team.
And I can do it by user,
I can do it by role,
I can do it by territory,
whatever makes sense.
The best part about
this is we are still
protecting your data.
So while users no longer
need ECI licenses to view
calls and call
summaries, they still
need access to
the records.
So if you want to
do link sharing
and you accidentally drop
this in a Slack channel,
only users that
have access
to these records
in Salesforce
will be able to view this.
Well, that's all
I got from my end.
Our team has been
working really hard
to bring some of
these things to light.
And we're excited to get
these into your hands
and hear your feedback.
Thank you so much, Avi.
That is super cool.
I have to be
honest to watch
those conversational
insights come right
within the context
of where you work.
Now, I'm sure that
all of you watching
are very excited as well.
Let's check in with Wassim
to see what questions
you're asking.
All right.
There are so
many questions
coming in on the
Salesforce Plus Q&A tab.
And I'm also looking on
X right now on formerly
known as Twitter.
And Rachel is
really excited.
She says that she
loves the changes that
are coming and
how this is going
to bring productivity
to your Workday.
She also called me out
for pronouncing GIF
incorrectly.
And you're right, Rachel,
I should know better.
But back to the
Salesforce Plus Q&A tab,
Janice is wondering,
Avi, is sales email
the same as inbox?
That's a great question.
So sales email is actually
not the same as inbox.
You can access sales email
without an inbox license.
So from within Salesforce,
from inside of your Gmail
or Outlook, all you need
is the Gmail or Outlook
integrations, and you have
access to sales email.
There you go.
I like it.
Great demo by the way.
That was really fun
to see all that.
Awesome.
Yeah, it's been
hard to work.
As you can tell,
there's a lot coming out
in this release.
So I've got more
questions for you
because now you're
in the hot seat
and Ajay is over there.
OK.
Does workspace support
custom objects?
It does.
So custom objects, we
know tons of our customers
are dependent on them.
And so we really
wanted to make sure
that we didn't just
focus on the four
standard objects, but
we also expanded this
to custom.
So you can build
custom workspaces
with standard objects
or custom objects.
That's good news for all
of us builders out there.
Lots of custom objects
being built all the time.
Custom objects,
custom fields.
All right.
I've got one more
question for you.
Then we're going to check
back in with Wassim.
Can I use
everywhere even if I
don't have a
Google account
and I'm an OATH 365 user?
You can.
So all you need is
a Salesforce account
and a Chrome browser
to use everywhere.
Once you've downloaded
the Chrome extension,
all you need to
do is just log
in with your
Salesforce account,
and it'll work regardless
of whether or not
you have a Google
Workspace account.
I love it OK, Wassim.
I see you.
I want to check
back in with you.
What is going
on in the chat?
We got questions for
days in the chat.
Tripty is wondering,
does Einstein drafts,
which are in there for
writing emails via Gmail?
Does AI write those or
do we have to write it
and store it?
No.
So those are
generative emails.
So Einstein is crafting
those emails on the spot.
Einstein is being grounded
with both the data
that's inside of
your CRM, as well as
with the additional
context that you provide
it based off of the
email type or the product
grounding to make sure
that any responses
that Einstein comes up
with are personalized
and tailored to
the situation.
But of course, if
you review a draft,
and you're not
100% satisfied,
you always have
the option to edit.
I think draft is
the key word there.
Because I think everything
that we're using Einstein
for, I think we
should always view it
as a draft, right?
100%.
We need that human touch.
No, absolutely.
Our sellers are
the experts.
And we want to make sure
that their voice and tone
is still coming
through in every email
that they send.
This is really just a tool
to expedite the process
and help them get over the
initial writer's block.
I love it.
I love it.
OK.
Well, we're going to have
more questions for you.
But we have one
more demo to get to.
So thank you so much.
Next, we've got Associate
Product Manager,
Sasha Colubova to cover
high-blind inspection,
forecasting, revenue
intelligence, core SFA,
and PRM.
It's a lot to get through.
So Sasha, take it away.
Awesome.
Thank you so
much, Gillian.
So let's dive right in
with pipe inspection.
Because like you said,
we have lots to cover.
So with the winter
'24 release,
you have a refresh
and modern look
and feel to your page.
You see who's involved
in the deal, which
is our new feature.
That allows
you to see what
internal users and
external contacts
are engaging with
your opportunities.
And you have more
inline edit capabilities
for checkboxes, and
other view types
that you can see here.
Now as for forecasting,
it is now easier than ever
to get set up with
just one click.
And once you're
set up, we're
excited for you to
experience another page
that has undergone some
refreshing to look more
modern.
And you have the
ability to access
pipeline inspections, deal
insights, and activity
all while staying within
your forecasting page.
And my favorite
feature, managers
are now able to apply
[INAUDIBLE] judgments
to inform more accurate
adjustments, which I will
show you in a little bit.
And revenue intelligence
has gotten even smarter
with new powerful
views, including
commit calculator,
forecast insights,
and product insights.
And of course, you can
now use external data
for your quotas.
All right.
So take a look at
some of the things
that I just showed.
But let's see
it in action.
Here I am on my
forecasting page.
And I can see that
everything from the KPIs,
you can see here,
the change signals.
And even the chart now
has a new and modern look.
And even how we invoke the
sidebar has now changed.
So let's take a look
at this universal view
specifically.
All right.
Looking into
the activities.
We see this new
indication to see
what contacts
and users are
involved with this
specific opportunity.
Open that up.
Perfect.
We see external contacts
and internal team members
who have associated
activities related
to this opportunity.
And these activities
are actually aggregated
by activity type.
So you can know
who's engaging where.
Nice.
Now, let's take a
look into our forecast
environment.
Here in the lower
half, we see
that west view that we saw
in pipeline inspection.
So you have the access
to those same change
signals, those same
opportunity scores.
And we can even open
up that same side panel
all while staying within
the forecasting page.
So sales managers can
use this information
in a side panel about
insights and activities
to inform their manager
judgments in case
their confidence
level about this deal
differs from one
of the deal owner.
So, for example,
in this case,
we're looking at this
associated Supply Co
deal which is in
the forecast stage.
But we're seeing
that it's actually
supposed to close today.
It's been stuck in
the state for quite
a while with some pushes.
And there's a
service case,
which is likely to
derail the opportunity.
So it makes
sense the manager
went ahead and mark
this deal as out
of their own commit.
Now, going back
up to the grid,
and walking into the
related commit box,
we see that all the deals
that the rep has already
closed.
And those that the
manager marked as in
are adding up to a number
that informs a much more
accurate adjustment
that the manager now
feels confident in.
And we can see that
they went ahead and made
this adjustment here.
Perfect.
But there's
actually many ways
to arrive to your commit.
So to see how pipeline
changes, can impact
my bottom line, I can
add the commit calculator
from revenue intelligence
into my forecasting page.
So now, I can see how my
pipeline is broken down
and I can see
what I need to do
to arrive to my goal.
So can add any
number I want here.
So I went ahead and
added 60 million.
And I can walk
into all the doors
in my commit category,
and subtract,
and remove some
of the ones that
don't feel confident in.
Now, looking to the
best case and pipeline
categories, we
see the deals
that are in these stages.
And I can go ahead and
add those into my commit
if I think that
they would make
good backfill for the
ones that I just removed.
And as I'm doing
this the graph
is updated in real time.
And now, I can even add a
number for all remaining
opportunities.
And here I like to use
the predicted win amount
to help me inform
this number.
So let's go ahead
and use that.
And I can even add a
number for pipeline deals
that we haven't
even generated yet,
but are likely to close
within this period.
And in this case,
I like to use
year-over-year data
for the same day
and the same period,
but last year so I
know what would be a
reasonable and accurate
number for us to
open and close
within the same period.
So let's go ahead
and enter that.
Awesome.
So now, I see the
gap in my business.
And I have a
better idea of what
I need to do to
close that gap
and arrive at my goal.
So we just saw that demo.
And I know that was a lot.
But there's
actually even more.
With so many exchange
points retired,
I know that many of
you might have been
waiting exactly for this.
So we delivered a
history component
that allows you
to surface changes
to your opportunity
teams and split entities
on both product and
opportunity levels.
So now, you can easily
see which records
were added, as you can see
here, updated or deleted.
And you can access
that information
by simply adding this
component to your layout.
And of course, we
listen to our customers
had to say about
opportunity product
splits and the dire need
to seek custom fields.
So now, you can do
exactly that and even
edit those custom
fields all while staying
within your component.
All right.
So now, we know
how we're helping
our sales managers
and leaders.
So let's take a look at
the new innovation coming
to Partner Relationship
Management.
With a winter '24
release, partners
are able to see their
deals with pipeline
inspections with
A view that we
looked at earlier.
And admins can configure
this experience
with Experience Builder
by simply dragging
and dropping the
necessary components.
And we're introducing
several out-of-the-box
reports and dashboards
for channel sales
and productivity.
And these can
significantly
kick-start analytics for
your channel managers
and partners.
And for our
admins out there,
you can learn
everything you
need to know
about PRM setup
on our unified
PRM setup page.
All right.
Just like that, we learned
about all the innovation
that's coming to pipeline
inspection, forecasting,
revenue intelligence,
core SFA, and partner
relationship management.
Thank you.
Thank you, Sasha.
That was a lot.
You covered a
lot in that demo.
I bet there are
people online who
are very much looking
forward to getting
their questions answered.
Wassim, what is
going on in the chat?
All right.
That was an amazing demo
you slayed that, Sasha.
And the chat is popping
off in Salesforce Plus.
We got a question for
you from Kimberly.
She's wondering,
does forecasting
utilize custom fields
to support planning?
That's a very
good question.
Custom fields, yes, you
can add custom fields
to your forecasting page.
So we can have
custom columns
in your forecasting grid.
And you can add
custom fields
to your opportunities,
and you can surface those
in the lower half of
the forecasting page
that you saw.
OK.
I like it.
We got a lot of questions.
So now, that you're all
up here in the hot seat.
We're going to do
a little potpourri
and rotated them around.
But before we
move on, Sasha, I
have one more
question for you
before we take all of
these other questions.
Do I need to do
anything to see
the refreshed version of
the pipeline inspection
UI?
No, actually,
very luckily,
you're able to see it
as winter '24 rolls out.
Your org is updated, you
see the refreshed view.
And we're excited for
you to try it out.
OK.
It just happens.
Yeah.
It just happens.
OK.
Wassim, I am going
to come back to you
because I know that we
have a lot of questions
coming in.
Give us your next one.
What's going on?
All right.
We do have a lot of
questions coming in.
This one is for Ajay.
The question is
coming from Nikki.
And she's wondering,
is it in the roadmap
to allow multiple
managers assigned
to the forecasting role?
I think that
question actually
might be for Sasha on
the forecasting side.
Oh.
Yes.
It's all right.
Can you give it to us
one more time, Wassim?
Is it in the
roadmap to allow
multiple managers assigned
to the forecasting role?
Good question.
Yes, we're always looking
to innovate more and add
to our roadmap, of course.
You, of course, can have
many managers assigned
as a forecasting manager.
So you can have multiple
managers as forecasting
managers and have access
to your forecasting pages
today actually.
Excellent.
Excellent.
Now, I want to remind you
all that are tuning in,
that if you don't
get your question
answered right now
during this broadcast,
please ask it in the
trailblazer community.
We will make sure we
get experts to answer
your questions
because I am
looking at all of the
questions coming in.
And there are a lot.
So good thing we
have some time here.
But I don't
think we're going
to be able to get
through all of them.
OK.
So this next question,
this is actually
going to be for you, Avi.
Oh, sorry.
Maybe it's not
for you, Avi.
I apologize.
Actually, this is for you.
So does this
work with Gmail
what you showed
the experience?
Yup, absolutely.
So sales email works with
your Outlook and Gmail
integrations.
So you don't need
an inbox license.
All you need is the
Gmail integration
and you can use it.
I like it.
OK.
OK.
I'm going to ask one
more, and then we're
going to toss it
back to Wassim.
OK.
So this is from Candy.
She asks, how does
sales planning
differ to territory
management and forecast?
Yeah.
It's a great question.
So sales planning is
really the next iteration
in our territory planning
product portfolio.
And so all the territory
planning capabilities
will eventually be
part of sales planning.
Today, they work
seamlessly together.
But what we have brought
into sales planning
is the ability to not
only segment territories,
but as I showed, your CRM
objects, your accounts,
your opportunities,
and do some of the more
top-down planning, as
well as your KPIs, things
like quota, and budget,
and anything else
you need to track as well.
OK.
I like it.
Wassim, I'm going
to come back to you
because I know
that you've got
more questions for us.
So what's next?
Oh, I got a whole lot
more questions for you.
This question is
coming from Scott
from Salesforce Plus.
He's wondering, is sales
planning a distinct SKU
or is it included
under Sales Cloud?
So SKUs are a
complicated question
that we may not want to
get to on this broadcast.
But I think the big
question is, how do
people get access to it?
And you talked about
getting ready for it
on Trailhead.
Is there anything
special they
need to do to
get access to it?
Is it they need
to [INAUDIBLE]??
No.
So because it's a
brand new product,
we actually have a
specialized internal team
that are experts in the
entire sales planning
process.
And so I recommend reach
out to your account team
and we can get connected
to the right folks who
have spent a lot of
time both building,
demoing, and
testing the product,
and really working
together to make sure
it fits your
business needs.
When in doubt, reach
out to the account team.
They can be answer those
specific questions.
It gets a little
complicated
when we try to do
that on the broadcast.
So we're going to do
that and keep ask.
So ask your question
to your account team.
That's the answer.
OK.
We are now going
to ask a question.
OK, actually, Sasha,
this is for you.
So how are leads and
opportunities scored?
Yeah, that's a
good question.
There's many factors
that go into the region
opportunities.
But the most important
piece there is we're
listening to the
fields on those leads
and opportunities.
So we're paying
attention to those.
And there can be even
custom or standard.
So we're tracking those,
it's historical data.
And though even listen
for related fields,
the standard
related fields.
And the data is updated.
So as you make
changes, as there's
changes occurring
to your deals,
that data will
also update.
But you can actually
use Einstein Discovery,
which is our revenue
intelligence product.
So that can help you
bring in external data
to also factor
into your scoring,
and it can help you have
a closer impact on what
is being scored.
I like that.
I like getting the
behind-the-scenes
of how it all works.
Yeah, it's very
interesting.
That's why we do
release ready to slide.
So thank you
for that Avi, I
think this is a
question for you.
There was a
question about,
can we restrict the
intelligence view
to just the sales
engagement app?
That's a great question.
So the intelligence
views are primarily--
they're on by default in
the sales engagement app.
In terms of
restricting it only
to the sales
engagement app,
I'll have to double-check
with the product
team on that.
So ask your question.
That was from-- let's
see who was that.
From I'm going
to call you out
because it was
a good question.
And now, I can't
find it on my thing.
I think that
was from Selep.
I lost it.
There's so many questions.
But yes, Oscar,
when we don't
get the actual
level of detail,
now, these are just
three product managers
representing the
entire breadth of all
the sales innovations,
which your teams
and teams and teams
at Salesforce.
So if you don't get the
exact answer you want,
ask it in the
trailblazer community
we will personally
make sure
that it gets answered.
OK.
We are going to ask
one more question here.
This is a question--
I think, this might
be for you, Ajay.
Can we assign
quota by accounts?
Yeah, absolutely.
So one way that we
can segment the quota
is in relation
to another field.
And so I didn't
show it today.
I showed you a
period distribution
based on seasonality.
But you can
definitely go and grab
different account data,
the different fields,
and make sure that
we're assigning quota
in relation to an account
value, or an account
field, or something
like that.
That's awesome.
OK.
I love it.
Wassim, I am
going to come back
to you because
you are seeing
these come in live.
Wassim, what is going on?
Do you have another
question for us?
Oh.
Yeah.
We got tons more questions
coming in the Q&A tab
on Salesforce Plus.
This next one is
coming from Muani.
He's wondering, is
revenue intelligence
included in Sales Cloud
unlimited edition?
OK.
So we're getting a lot
of questions about that.
And that's fine.
Really it's hard for us
to talk about exactly
what is included in
which conditions and what
because everyone's
got unique situations.
So for those
questions, we really
want you to check in
with your account team.
So sorry for punting
that a little bit.
But that's the way it
works on a live show.
But yeah, if you have any
questions about getting
access to these products,
please, please please
check in with
your account team.
And when in doubt,
ask the account team.
I think that's the
rule for today.
OK.
So we are going to have
another question here.
OK.
We have a question.
I saw a question here
about Nonprofit Success
Pack.
And I don't know
if we're going
be able to answer it.
But the question
is from Ruth.
Does everywhere work
with NPSP accounts?
Do we know that?
NPSP?
Nonprofit Success Pack.
Oh.
Yeah.
Everywhere should
work with any accounts
that you have
inside of your CRM.
So as long as you've
got access to--
you have a CRM
login and you
install the
everywhere extension,
it will search
through Salesforce
to find those accounts
as you search the web.
And it'll try and bring
those insights in context
for you.
I like it.
See, we have love for
our nonprofit folks, too.
Yeah, of course.
OK.
The next question
is, let's see.
Oh, Michael Mansoor
wants to know,
is that video call feature
which was very cool.
Is that available
for cases?
Yes.
So Einstein call insights
work for any video calls
inside of Salesforce.
And so as soon
as you have,
you do a video
call with ECI
enabled, regardless of
the context of that call,
the transcript, you can
turn that into a call
summary, and then the
related record matching
will look across your
CRM to find the related
records.
Excellent.
That's great.
I mean, it's great when
we build the technology.
It can work
across whatever
your use case is.
The advantage
of the platform.
OK.
I've got a question
for you, Sasha.
How do I enable
manager judgments
in my forecasting
environment?
Yeah, great question.
So you would go
to the Setup page.
And you would look
up forecast settings.
So the typical
place where you
would make any forecast
settings adjustments.
And then you
would scroll down,
there's an adjustments
and judgment section.
So there you see just a
quick simple one click
button to turn on
adjustments manager
judgments.
And then you need
to add the field
to your specific type.
So as you know,
there's forecasting
types which represent
different views
of your forecast.
And you might not
want that capability
on every type.
So what you do is you go
and you add this field
on every type that
you are interested
in seeing this.
So then the manager when
they go to their type
that they're interested in
on the forecasting page,
they can make that
in or out judgment
that you saw me
do in the demo.
And then when you hover
over your grid cells
like I did in
the demo as well,
you'll be able
to see those.
So as long as the field
is evident in the type,
then you start seeing
that information update.
Excellent.
Excellent.
Thank you for sharing.
OK.
We've got another
question here.
OK.
This is I think, Sasha,
this has come back
to you because people are
excited about forecasts.
All right.
Can forecast be used to
forecast the total sale
number, not just the
total deal amount?
Total sale number?
Yeah.
I'm not sure.
I wonder if
maybe like number
of sales instead of the
actual monetary value
of the deal.
That's interesting.
Yeah.
So we do have a way to
forecast on the quantity.
So yes, when you're
configuring each forecast
type, which you talked
about, basically,
you're able to select
either a quantity
or an amount.
So yes, if that's what
the question is asking,
then you would be able to
forecast on, let's say,
how many pencils
you sold versus how
much the total amount
of all those pencils is.
Well, you need to
sell a lot of pencils
to make that amount big.
Yes.
So we mentioned that
the three of you
are representing a very
big organization, a very
talented engineers,
and builders creating
this technology.
Now, I would like
to know just from.
And we'll start
with you, Ajay.
We talked a little
bit about what you're
most excited to see.
Can you give us
a little insight
into what makes you proud
to be part of this team,
and why you like
to be a product
manager at Salesforce?
Yeah, I think on our
team, so we really
work on the emerging
Sales Cloud products.
And it's really
exciting because we're
launching and tackling
entirely new segments
together that we haven't
previously explored.
And so sales planning
is one of those avenues,
where we're really kind
of moving to expand
the portfolio together.
And so our teams are
customer-obsessed.
They're talking to
people all the time
to understand where are
the biggest pain points,
and how do we solve those
with some new products
and offerings today.
Do you feel like you're
really doing new things
and making a difference?
Exactly.
I love that.
OK.
Well, Avi, I'm going to
continue on with you.
What's one of
the especially
looking forward to kind of
where the teams are going
and where the
technology is going?
I mean, you showed some
really incredible stuff
with Einstein.
What excites you about
what's next and coming up
in your product area?
Yeah.
I mean, I think
the thing that's
so fun about being in
product at Salesforce
is we have a commitment
to innovation.
We don't have a
commitment to our vision.
And what I mean by that
is as things change
in the market, as we
hear different things
from our community,
we're constantly
reacting to them.
So we have plans
that are a year,
or two years,
three years out.
But we're always looking
to switch things up
if there's a way for
us to deliver more
value to our customers.
Well, we did a lot of
that this year, right?
Absolutely.
I mean, nobody was talking
about AI nine months ago.
Totally.
Yeah.
No, it's been a fun ride.
And we're looking
to get this stuff
into the community's hands
and learn more about what
they want out of it.
That's great.
And Sasha, I
mean, you were all
talking about forecasting,
which is the future.
When you look into the
forecast of what you're
working on in
your product area,
what gets you
the most excited?
Yeah, I think it's the
generative capabilities.
I think there's
so much potential
in all the products that
I talked about today.
It's exciting
being in the rooms
with all those people,
super talented engineers,
and product managers,
and designers always
just thinking about how we
can support our customers
with this brand
new technology
that we're always just
constantly learning
about.
So I think that's the
environment that I'm
thriving in is the
constant learning,
but then also innovating
acting on those learnings
immediately.
I love that.
Yeah.
I mean, it's an
exciting place to be.
And your teams have
done so much work.
And congratulations
for all
the amazing
innovations you've
brought this release.
And delivering idea
exchange points, too.
I mean, you really do.
We depend on your
feedback, everyone.
It's real.
It's very real.
OK.
We're going to do
maybe one or two
more questions.
Just as a reminder, if
you have a question that
hasn't been
answered, please
make sure to ask it in
the trailblazer community.
We will make sure
that we get answers
from experts to your
specific questions
in there.
OK.
Let's see.
OK.
Well, this might be
a little detailed.
But I think let's talk
this is coming back
to you, Sasha.
You're popular today.
OK.
This is from
Jackie Cottrell.
Our forecasting
managers have
their own
individual targets.
And therefore, I can't
make them a forecast
manager as it
doesn't show them
their personal targets.
Is there a way
around this?
That's interesting.
Yeah, I would
suggest doing
as you said, having each
manager be a forecasting
manager.
And then I would
go into the quotas
page, and the
setup, and then
play around with that.
So as we're talking about
the specific targets
for each
forecasting manager,
you should be able to
set a different target
because quotas are
updated manually.
So they don't even
have to add up
if a manager wants
their reps to deliver
more than the manager is
actually responsible for.
So I think you should
be able to configure
it that way.
But if there's a
niche scenario there,
I would love for
them to reach out,
and we can sort that
out together as well.
Excellent.
Jackie, great question.
If that didn't
answer your question,
post it in the
trailblazer community.
OK.
We have one more
question here.
Let's see.
Oh, OK.
Person accounts one
of my favorite things.
All right.
Michelle is asking, when
some of these products
are demoed with contacts?
Does that also support
person accounts?
Anybody want to take this?
I can jump in.
I think, generally,
our rule of thumb
is that we like to support
the suite of objects
inside of Salesforce,
specifically
for the
intelligence views.
Those are
currently focused
on contacts and leads.
But we're constantly
looking for ways
to add more value
to our customers.
And so we'll keep it close
here to the community
and see where
we can do that.
I mean, everybody wants
all the technology
and all the things
understandably.
As I do, too.
As we all do.
We're going to work on it.
OK, great.
I think that there's
still more questions.
But we are going to be
running out of time here
in just a second.
So keep asking
your questions
in the trailblazer
community.
Make sure that
you're asking them
in that Release
Readiness group.
We will get them answered,
especially if you asked
one maybe in
Salesforce Plus
that you didn't ask in
the trailblazer community.
Put it there because
that will live on
beyond this broadcast.
I thank all of you so
much for all of the work
that you've done
and for being here
in person today,
in the studio.
It's been wonderful.
Thank you,
Wassim, for doing
the good work
of connecting us
with the community.
And we've got so much
more coming for you
here with winter '24.
We've got live shows
continuing this afternoon
with CRM analytics.
Well, I guess it's not
technically afternoon
because it's going to
be at 11:00 AM our time.
So it's like
pre-afternoon.
So we're going to
have CRM analytics
right here on Salesforce
Plus in just an hour.
And then tomorrow,
we're going to be back
with service and flow.
And of course,
you can watch
all of the Release
Readiness Live
shows, even admin and
developer from Dreamforce
on demand anytime right
here on Salesforce Plus.
Thank you so much
for tuning in.
This is the
first time we've
done this in a very long
time together in studio.
And it's been wonderful
to have you here.
Please keep the questions
coming in the trailblazer
community.
And we look
forward to seeing
you tune in to more
Release Readiness Live.
With that, I will
say goodbye for now,
and we'll catch you
next time in the cloud.
[MUSIC PLAYING]
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Sales Cloud Winter '24
Discover how Sales GPT unlocks data, automation and AI at scale using new features from the Winter '24 release.
Starring
- Avi ShahDirector, Product Management, Salesforce
- Ajay ShahSenior Product Manager, Salesforce
- Sasha GolubovaSenior Product Manager, Salesforce
- Gillian BruceSenior Director, Developer Marketing, Salesforce
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