Drive Growth with an Agentic Platform | Revenue Cloud Keynote, Dreamforce 2025

Good afternoon and welcome. I can't tell you how excited I am here to be here today. Feels like I've been waiting for months to have this moment and so excited to share it with all of you. Thank you to our customers, our partners, our friends and our colleagues. You are truly what makes this community strong and what I love. When I look across this room, it's full of connectors. You're connecting your products to your customers, your data, to your decisions and your people to outcomes. And we know that this is all about connecting to revenue. And I love revenue. If you don't know this, I've been at Salesforce for over 20 years. Starting in revenue recognition, then running revenue operations and now I have the best job yet, building product for all of us. But revenue is not just a number on a dashboard. It's a process. And no one team owns this process. This is truly a team sport. So when this process breaks down, every one of us feels it. And that's why it's so critical to get this right. Because it matters to every part of the business, including your shareholders. But the revenue game has changed. No longer is it simple. We used to be able to create a product, price it, sell it and basically forget about it. It was a one time transaction. These are evolving long term customer relationships and companies are struggling to keep up with all this change. They're trying to introduce new pricing models like consumption. It's not just the usage of the past. This is truly game changing and opening new markets, opening new channels and your buyers expectations are changing. But the real problem is this. This is the one process that touches everyone and should connect and unite your business. And it is the one process that creates the most pain. This is what we love to call, I like to call, I don't say, I love to call it this, but we call it the messy middle. This is the middle is disconnected systems, third party applications, point solutions, spreadsheets and manual processes. The worst part of all of this, the customer is not in the center of anything you're doing. This is not about a technology transformation. Of course technology, technology can do anything. This is about a revenue transformation. How do you connect with your customers and put your customers at the center of this transformation. They're looking for frictionless buying, flexible pricing and visibility everywhere. This is your moment to reinvent and rethink how you sell, what products you sell, how you want to monetize those products and go to market. You need a platform for full revenue lifecycle. A platform that connects your systems, connects your data and Connects your people. Of course, running across it, partnering with it, is all of your AI and intelligence. This is exactly why we built AgentForce Revenue Management. It's our new name. I love it, but this is truly the power of this platform. We built this not just as a standalone product. It's not another point solution. We built this right where your customers already are in your CRM with your sales cloud users, Agent Force sales users, with your Agent Force service users, your Agent Force marketers, and your Agent Force commerce users. We're all built together on the same trusted Salesforce platform. This is what makes this very special for all of us and all of our customers. And it all starts with a unified catalog. You want to be able to launch products quickly, change pricing when you need to, adjust it to tariffs. Perhaps you need to do this quickly and you want to do it one time and deploy everywhere. That's the beauty of a single catalog and a single pricing engine. Build once, deploy everywhere. It was your cpq. You're going to see some stuff today I'm super excited about. This is about being able to handle the most complex, quoting scenarios, complex transactions in the quickest time you've ever seen. And with contracts built into the flow of work. This is where you memorialize all your terms and, and all of your commitments that you've made to your customer.

Right?

And when you get to your orders, this is really where it goes from selling to now I got to process that order. How do I orchestrate everything that happens downstream? Orders is where you take those commitments and turn them into actions, making sure you deliver exactly what was sold, bill it exactly how it was supposed to be billed, recognize the revenue and pay the commissions. This is all orchestrated together in, in one place with total visibility for everybody at your company who's in your CRM and assets. Assets are the lifeblood of this product, right? This is where you get that elusive single view of the customer footprint. How many times have you gone into Salesforce trying to figure out what the heck do they own? Here it is. In one view on the assets you see the products, the services and the entitlements the customer have. It doesn't matter who you are, whether you're in sales, finance, customer support, you're looking at the same data. I don't know about you all. When I was running revenue operations, depending on what team you talk to, it was a different source of truth. This is truly a single source of truth for today. And we're all operating on the same numbers. And of course now you have to Invoice billing is taking your invoices and turning them into connected customer interactions because invoices are customer interactions and also why you have the 360 view. Everybody in your CRM, of course, if they have the right permissions, I should say can see an invoice. That's really important. If you're collecting, you want to see an opportunity. If you're selling, you want to see open invoices. This is critical data to have about your customer. This is not just a workflow automation platform. And I love automation. Anybody who's worked me for a long time knows I love automation. It's so much more. It's a composable platform. What does that mean? You can start anywhere on this journey. You can use any piece by itself or together and it's connected. We have customers starting with catalog and cpq. Some are starting with contracts, some are actually starting with billing because that's where the pain is. But they know wherever they start, it's connected on the journey when they want to connect everything together because it's composable. I can actually expose any component here to who I want, when I want and where I want to. But the most important thing about being on the trusted salesforce platform is of course agentforce, your revenue AI teammate working alongside you, making you smarter and go faster. And I'm excited to tell you in less than two years, we've only been GA for less than seven quarters. We have over 1,000 customers. Thank you to many in the room today you're going to hear from some of them. These are customers across all industries, all sizes, small business, all the way to enterprise and commercial. And around the globe, we are seeing just tremendous adoption and excitement. No matter where you are in the world. This is not just the customers you see here because it's composable. Our industry products are already embedding revenue cloud across their products. Whether you're in manufacturing cloud, whether you're in communications, media, energy, insurance, revenue, cloud is powering the engine across Salesforce is that we're very excited about this. But here's what's even more exciting. AgentForce, your team just got a whole lot bigger and a whole lot smarter. Agent force is now here working alongside every single team. These agents aren't replacing anybody. These are actually elevating every employee to do their job better, maybe do less of the things they don't like and do more of the things they wish they could do. But the agent's there is a teammate. They're not replacing people. So imagine this Imagine revenue agents activated across every part of the revenue life cycle. And this is just a little preview of what's available now and what's coming in the next ish release. But imagine these agents working alongside you as teammates. You're drafting quotes together, you're getting approvals, you're optimizing the price. You would actually go in and talk to your invoices. Please explain how did this consumption charge get calculated. These are things we're doing. You're going to see these ga now you're going to see them in our demos, which I'm really excited about. I love my tagline here. Agents automate humans lead and revenues flow. This is what we're doing together with agents. Now I'm excited to bring up our very first customer. Damon Venger, chief digital officer and chief digital and information officer from Kaseya. Please welcome Damon to the stage. You share our vision. You and I have talked a lot. So tell us Damon, tell us about Kaseya and what you're partnering with us.

So thank you for having me. So first I run revenue operations and it so have a unique role that really blends this. So I've had a ton of good conversations and late night ones with Meredith. But first, thank you guys all for coming. Big room and I know there's an overflow. There's also this. I think this is a first for me. There's a live stream of this. So I do write to knock off the nerves when I share that my hardest critics are at home watching probably the first time ever. So to let them know, hi guys, this is the proof that I do work at these events even if for just six or seven minutes. So for those that know what just happened, I'm sorry. For those that don't, you just be happy.

All right.

So Kaseya, huge partner with Salesforce. We are for those that don't know aside from being on the name on the heat arena down in Miami, we are IT and cybersecurity software services hardware company. We service the small and medium MSP market so hundreds of thousands of customers who then have millions of end customers. The uniqueness of our business which is where this comes in large and we'll get to a little is the volume high velocity business. High volume business. Over 30,000 subscription orders along with usage and complex type orders every single month. So big partner on a transformation journey now with rlm RCA agent force revenue.

I mean just go with it, Damon. Just go with it.

That's the hardest part and keeping that but we are already Live with all of the other products right currently. So we're leveraging what we can in current and future.

So you and I in our late night conversations have actually had this great vision together of what does agentic revenue look like. Maybe share a bit about what you're envisioning for Kaseya.

Yeah. So you hit a lot of it up there. We want to be the easiest company to do business with and in serving small and medium business and kind of that high volume. How to do that and how to transform that. This is sort of the key in the cornerstone all through the revenue life cycle. Not just clearly better products, better innovation, what we expect from Salesforce our customers expect from us. But how to take that revenue side and leverage these agents not to replace people but to enhance the selling process in a variety of ways. So enhancing the seller's process internally, enhancing the process for the customers as well as kind of the back office ops and then customer facing. We are doing all of that now with agent force in our current Salesforce environment prior to arm.

I know.

So because we couldn't really wait for it. So we're putting all of. Pretty much all of what you saw up there. We're leveraging some of the standard ones and building custom agents already as we're going through this journey. Internal external quoting agents, deal desk agents. We actually we created a deal desk agent and that's in the back end and immediately said why is it there? Let's put it up at front. Because if it can tell you and automatically score things for you and pull in conversations and from phone calls, emails and do it all in seconds and really tell you where things are at, why wait Put that in the seller's hands. We're doing external as well. So. So external agents, billing agents as well as trying to get to. So this will be coming. The ability to quote auto approve for customers. So now not just self help and data updates, but in the world where the quote is more complicated than just a SKU in an e commerce site, it can now be quoted with an agent auto approved based on what it is and all be done with the customer. So hitting it sort of from all.

Sides like I love it because you just went through everything that we've ever talked about and imagined. But something else that we've talked about a lot is, you know, some folks are approaching this as a phase two of a project. Let me think about agents after I get done with it. Why are you approaching this differently?

Because I'm impatient.

You are impatient. That's true.

Business value as quick as you can. We are, as I said on this transformation journey which some of those projects take too long and how can we get incremental value prior? So that's why we started building them ourselves inside of the current platform and getting some of the value immediately. Now limitations because of our implementation, but we're doing that at the same time. On the transformation, I did not want it to be a 6 to 12 month project without agent force and then say oh, now we need to add AI. Now we need to figure out how to really change things. So it's all running in parallel. So immediate, hopefully force multiplier as we get this out and going.

Awesome. Damon, thank you so much for being an incredible customer partner and really cannot wait to see this journey unfold with you. And thank you so much.

Thank you for having me.

Thank you.

Okay, so we've got an exciting rest of program ahead of you. Head for you. This is good. We're going to talk about the pillars of how you unite your team with agent force, revenue management and we're going to start with deal execution and for that we're going to bring our head of product, Arun Abachudani. Two stage and start with some demos. Not quite yet, but yes, this is a good part.

Here you go.

Thank you.

Thank you, Meredith. Folks, all of us want to simplify the complex. We want to make buying and selling easier. Let's start with the universal truth. Time is your most precious resource. But if all of us are being honest, we're struggling with complex tools. We spend hours trying to create quotes, we're chasing approvals that lost time, it's not just inefficient, it's lethal. And why is that? Because time kills deals. That loss of control, it impacts your revenue every day. Now when things are getting more complex with consumptions, with long term complex deals, it's going to get worse. The sad part is that the traditional CPQ tools fail you, whether it's for standard quotes or long term complex quotes. So what are we doing about it? Well, I have news for you. For your short term quotes, for your transactional quotes, meet the new improved quoting agent, your intelligent teammate that can create valid quotes for you. Whether it's for consumption pricing or for automated renewals. It helps your sellers create quotes in minutes, not hours. And what does that do? It allows them to pursue other opportunities, new opportunities. And for your long term complex deals, ones that you could start with an agent, but you're not going to solely hand it off to an agent. We're introducing dynamic deal management. It's your digital workspace to help you conquer complex contracts. So what does that allow you to do? You can stop fighting spreadsheets. You can actually have a single pane of glass with the enhanced quote line editor that gives you visibility across your court. Whether it's multi or RAM deals or large quote items, all there for you. With unprecedented control, you can see price propagation across nested groups, adjustment across nested groups, all without leaving the code screen. Now you can move at the speed of your customer and not be limited by the speed of your complex old systems. When it comes to price propagation and pricing, execution automation comes in play because now you can actually lock in future revenue with scheduled uplifts. And we know deals don't stop at signature. The living deals, you want the living deals to be accurate. With amendments, renewals, cancellations, all built in seamlessly, you can do exactly that. This isn't court management. It is dynamic deal management. It reduces friction, reduces errors, and gives you confidence, gives a seller's confidence to court. Then to help again with complex rules, we have the constraint based engine. The constraint based engine replaces your old bloated product rules. And by doing that with modern flexible constraints, it gives your agents the ability to quote with confidence again and improve deal velocity. Now, we're not doing that just on one channel. We're doing it across all channels, from partner to E commerce. And as Meredith said, we are API first. So you can sell across every channel, you can sell across every channel with the same product catalog, same pricing and same rules. And we have interoperability with B2B commerce as well, because they're leveraging revenue cloud capabilities to support simple and complex bundle configurations and subscriptions and bundled offers. Now, see all of that in action, I'd like to turn it over to my friend, David Beebe. David, awesome.

We'll take over here. Everyone ready for a live demo of some of this stuff. Now, as part of demo feedback, feel free to say things like, wow, how does he do it? That guy's on fire. I'll take any of those as we're coming through and my microphone just fell out. That's okay, we're good. Sorry, Tom. He's on fire. Let's dive in. Let me set the stage. I'm a direct sales rep and I'm helping my customer with the server that they're purchasing now as part of the proposal, what they've asked is for me to quote out the professional services rate. And I've never really done that before. And to be Totally honest with you, I'm not 100% sure exactly how it's priced. And isn't that always the deal? You don't want to leave money on the table, but you want to get the deal done with a good price for your customer and protect your margin all at the same time. Luckily, we have Agent Force. Instead of asking my colleagues for some potentially questionable discounting advice, no offense, Arun, we're going to ask Agent Force instead to tell me what is the average discount for professional services. In this instance it comes back with information based in my company's data that says it's about 5.5%. So what we're going to do is we're going to pop over and now instead of Agent Force helping me with information, I'm going to use Agent Force to help me transact. And so I already have my quote built. And we're not just talking some simple quote here, we've got a quote with one time products usage subscription and I'm even asking for a three year ramp of one of our consumption products. Then naturally I want to add in the discount for the professional services. Now don't tell my customer I'm asking for 2% because again we want to protect our margins. So everything here looks great, I've got the 2% added, the quote has been built and I could simply send it right from here and get that first mover advantage. However, my customer has some very specific needs for their server. So what we're going to do is we're going to pop over into Salesforce and I'm going to adjust some of the specifications based on what they need to build a world class data center. Now the old days of cpq, you'd be locked into linear rules. Pick a performance or pick a PCI port, pick a socket, pick a DIMM type or the socket, it doesn't matter because with our constraint based configurator, you tell it what you want. For this case, I want my customer to have the performance tier of server and we're going to come over and select a very specific gpu. By selecting that, it flies me into the unit itself, drops in the GPU and so I can get a good visual representation of everything that this is going to look like. So from updating my processor automatically based on the rules to giving me a great visual experience, revenue cloud brings it all to me. Now let's go back to my, I like to call this my deal canvas, right, where basically what we've done is we've now put together the quote with my products and my pricing and my quantities. I want to introduce you or I want to narrow your focus on a specific part of the presentation. However, we're going to take a look at this three year ramped deal. Now, you'll notice I'm not only ramping in quantity, but I'm also changing prices as we move along. So if I wanted to go and update a year or a quantity, I could simply do that. And you'll notice that segment based pricing is critical to win the business. In years one and two, I'm discounting really aggressively 50% to 25%. But in year three, not only are we not discounting, I'm actually building an uplift into the consumption product itself as opposed to 50 cent for the applicable rate, $1 for the applicable rate. Because we want to protect the margins in year three and make the deal make sense. These are the kinds of things that have been extraordinarily difficult to do in the past. And Agent Force Revenue Management helps me to do it all simply and all. Within a matter of minutes. I come up here, I call up my buddy, Agent Force. He's going to help me package up all of the details about the quote. We're going to get it sent off to our customer. This is the type of critical data and productivity that I've never had before. And I'm thrilled to have it now. Final step in the process is we're going to create our order. And we have been very hard at work when it comes to order management. But that's part of vignette number two. So, Arun, back to you.

Thank you. Give it up for David again. Now I want to bring up on stage Howard Brathwaite, a man who knows the importance of saving time. Howard, welcome.

Good to see you, Arun.

So Howard is the head of Global sales tools transformation B2B at Logitech. And I can say this, I'm pretty sure for everyone over here, all of us have used Logitech tools.

That's right.

Really exciting to have you here celebrating your recent go live with Rev. That's right. I'm sure that the audience would love to hear how you transform selling for B2B.

All right, so let me tell you a little bit first about Logitech. For those of you who don't know, our mission is pretty much simple. We extend human potential as you work in a digital space.

And.

And it's all about work and play. You know the mice, you know the keyboards. But we also do for B2B Enterprise, we do video conferencing. So my role is on the business side, the head of business transformation here with our good team, our partners in IT and also our SI partners. What we do is we reduce friction internally and externally for our go to market partners. We go to market via distributors and resellers.

Great. That's great. That's a great mission for you and a great vision as well. Could you share with our audience here any early results that you're seeing with revenue cloud?

Yes. So our transformation was rapid and I thought David said move quickly. I'm very impatient. So it folks or business partners will tell you that. We did pencils down on the scope in around December last year. We went live late summer after about two months. We've had incredible results already. 90% reduction in average quote cycle time. Think about that. We went from days to hours overnight. In addition, the other big win for us has been the real time analytics we've gotten out of Salesforce revenue cloud. We've now unleashed our finance department or category department with SKU level analytics on discounts and margins so that they can then keep us competitive in the marketplace. But more importantly, that information allows us to further streamline and automate the quoting cycle time.

That's amazing. That's amazing. Step. Talk about saving time. 90% savings in quote cycle time.

Well, that's how you win deals.

That's exactly.

You respond quickly. It's a competitive bid and we close it out and we're done.

And now as you look forward, how are you thinking about AI and agents in B2B sales?

So that stuff you just said, it is wow. We are very excited about AgentForce. We've been beta testing it. The good thing about it, we can see really good use cases on the CRM data. We're not a Slack shop, but we are very happy with the enterprise and strategic relationship between Google and Salesforce. So we see Agent Force. We've been beta testing it, working with our gchat or Gmail stuff. And then the other good thing is internally Our agent is LogicQ or proprietary agent. We've also seen that connected seamlessly into AgentForce. And then last but not least, our vendor partners or key strategic partners have all done their homework. So they themselves have bolted on to Agent Force. So for us it's. It's utopia. We want to have the day in the life very simple. For our sellers, it's AI, where you work and how you work.

That's awesome.

Yes.

Howard, thank you so much for being here. Thank you for insights. Give it up for Howard. Thank you Now I'd like to move to a team that's maybe forgotten sometimes, the operations team that is really critical. And to do that, I'd like to bring on stage our head of product marketing, Annie Wright. Annie.

All right, thank you, Arun. And thank you, Howard. One of the best parts of my job is I get to work with customers like Howard and Logitech and share their story on how they're enhancing their seller experience to help win more deals, like Howard just said. But not a lot of companies are like Howard's then Logitech. And when it comes to the end of the quarter and the sales team are giving each other high fives, maybe they're banging that gong on the sales floor. There's a team in the background, an operations team who is doing the work. They are making things happen. Many of you operators are out here in the audience today, and you truly are the unsung heroes who are driving revenue at your organizations. When sales teams are moving fast without the right guardrails or structure in place, it's really the operations team who gets stuck cleaning up the mess. And no matter whatever your best laid plans are, without the right structure, without the right controls and analytics, even the best laid plans are going to fall apart. Now imagine if your operations team had the insight and automation to get ahead. What if they had an agent teammate working alongside them, helping to elevate them, helping to help them be more proactive, so instead of always having to be reactive so they have the time and space to do what the business really needs. Introducing customer asset lifecycle Management. We have completely reinvented the way that you manage the entire customer lifecycle, right? In Salesforce, we have gone from contract based sales to asset based revenue where you can see through a single pane of glass everything your customer owns, how much they're paying for it, when it's up for renewal, how much they've consumed. And because it's all on the Salesforce platform, this isn't limited just to your sales reps or your sales operations team. This is your entire revenue team that Meredith talked about in the beginning. This is your customer success, your professional services, your support team, they all have the same view into what your customer's life cycle is. In our newest release, we have done even more. In this reinforced release. You can now extend subscriptions with amendments, keeping reporting clean and getting rid of that fake churn. You could now bake in inflation price uplifts directly into your contracts. So when it comes time for renewals, there's no negotiation conversation that Your renewal team needs to have. You could even transfer assets between accounts in Salesforce to manage even the most complex enterprise agreements. But we did not stop there. We now are unlocking all of that revenue insight with Tableau. Next for revenue management, we are giving you dashboards like ARR, Mr. Churn, pricing analytics, almost 100 different revenue KPIs out of the box. This is the type of insight that your operators need to make smart decisions. It's the type of control and structure that gives confidence to your board, your investors and your customers to see this in action. I'm going to hand it back over to David for the demo.

Let's jump back into our demo here and finish up our story. Now like Annie said, let's pass the baton from sales to order operations. Because I'm working on the same platform as my sales team. We see an example of the order here. Now this isn't just a copy of what was sold. This is a real living document of exactly how we're going to move from the sale to to the promise of delivery. So what I want to introduce to you as part of this is we see over on the left hand side all of the commercial products that were sold. So for example, we sold them the quantum bit database and then we see how it is broken down or decomposed into its assets and entitlements that ultimately need to be delivered. And once it's actually time for delivery, let's view our orchestration plan as part of our revenue orchestration. We scroll down and we're bringing many, many teams to the party here. So if we need to review an order or convert it to assets, you may recall that we were bringing our services team online to actually put a project together. Our professional services team, we see that information here. Every milestone, whether it's manual, automated, internal, external, all of it is represented and memorialized here. And remember that ramp deal where we were selling tokens over the three year period? We even see that memorialized here as well. So I know for a fact every single time or milestone something is supposed to go live. And, and even more importantly, we have all of this valuable insight to provide our customer to make sure that we're driving maximum customer success. This, my friends, is true. End to end Revenue management utilizing agent force Revenue management. So let's change roles one more time. I'm going to be Adam, our renewals manager. Now Adam is going to jump back into Slack and he's working also with Omega. So go with me on this one. Let's pretend it's a couple years out from the original sale and Adam is responsible for the renewal and so he's going to ask Agent Force, hey, does Omega have any overages that they've been incurring as part of the usage period that over the last couple of years? Because remember we had a usage product as part of the original sale. So he's going to ask that information to AgentForce. It's going to bring back any of the overages that have been incurred so that way he can take action and again make sure he's driving maximum customer success. This is the type of information that as a renewals manager we have to know everything. We've got to know the original sale, we've got to know the churns, we've got to know the upgrade, the downgrades, everything to make sure that I'm bringing that information into my customer's hands. So once that renewal quote gets built, Adam's going to jump over into Salesforce where he can go and make any additional tweaks as necessary. Right. So the thing, the thing that's important about this is because Agent Force Revenue Management is asset aware, any changes that are being made aren't going to conflict with the original sale. For example, the three year ramp, right. All of that history and all of that information is going to carry through all the way through any amendments and any renewals. You'll also notice that there is an uplift here in this case a CPI uplift to handle inflation that we've seen in the market. Now this uplift has been pre negotiated and pre agreed upon so no additional approvals necessary. So where does this all get us? Speaking of being asset aware, let's take a look at a completed account, in this case acme because all of this rich and valuable information that's been gained over time is now accessible right at my fingertips. And if I take a look, as Annie was talking about at our customer asset lifecycle management tool, I can see not only where did we start with this customer, what's the journey we've been on ever since? Again, it's all about not the single sale, but driving maximum customer value over a lifetime. Ultimately you heard about Tableau Next for Revenue Cloud. That's where this lands us, having all of that critical business information to make sure that we're making the original sale, that the amendments, the renewals and again driving maximum lifetime customer value through current margins, recurring revenue and all of the information the tab next brings to us. Again, as a user of AgentForce Revenue Management, I've Been thrilled to be able to drive my entire use case from beginning to end and I'm very excited to see where things are heading from this point. But before my colleague here shows anything else, Annie and Sandy, I think we are welcoming to the stage.

Yes, they'd like to invite up to the stage Sandy Vinegar, Paul CIO of coreweave. Sandy.

Thank you.

So Sandy, you can't go anywhere at Dreamforce without hearing a conversation about AI, and coreweave is really at the front of scaling AI for companies. Can you share a little bit about what coreweave does?

Absolutely. Well, it's a pleasure to be here. Nice to see the room full of folks who are interested in this topic. CoreWeave is the cloud platform that is purpose built for AI. So we provide our customers who are enterprises and some of the world's largest AI labs with the latest and greatest infrastructure and software services that they use to build out, design, deliver and deploy all of the great AI applications that I suspect many of you have used, are using and probably will continue to use with greater frequency as we move forward. The company has over 33 data centers and over 470 megawatts of active power that we're continuing to sort of invest and grow both domestically and internationally. And the company itself has been growing too. I get to work with a fantastic team and we all got to celebrate a pretty fun milestone. Earlier this year we had a pretty successful ipo and now we're putting all the pieces in place to sort of operate as a public company successfully.

Amazing. Well, so I imagine preparing for an ipo, there are a million different things that need to be done. Why for you was this quote to Cash Project such a priority?

Absolutely. It definitely feels like there's a never ending list of things to do when you go ipo, but really the critical component is when you operate as a public company. You need solid financials, you need predictability and accuracy in your revenue, your costs, and a whole host of other financial metrics that you are now on the hook to report to the street on every quarter. And corebave is a special company. We're very, very customer focused. What that meant though, is every deal was bespoke. We kind of tailored every deal to whatever that customer wanted at that point in time. And that created very much the messy middle that I think Meredith alluded to. It was the operations teams that were feeling the brunt of, okay, how do I take this deal that we just did? What does this mean in terms of when do I need to fulfill what when do I record what, where? And our revenue operations team, finance, operations, legal, it were all sort of mad scramble to try and get it right so that we can report numbers correctly. So as part of the IPO and even as part of planning for that, we knew that we needed to get into a much more disciplined and rigorous state when it comes to how the process works so that we can confidently report on our numbers and pass all the audits that you're not going to be subject to because that helps us earn trustworthy with our customers, our shareholders, our partners and our investors. And that's an important part of operating well as a public company.

Amazing.

Yeah. In fact, we had a good partner in PwC that we worked with, but it was a very large cross functional effort. I think my fellow CIOs will attest to the fact that these things are never easy. But really with a strong partnership and a real focus on getting to the outcomes, we're very happy with how it went. Awesome.

And you've been live for about three months now, correct? Can you share some of your initial results?

Absolutely. So we have been live for about that long. We're seeing, we're seeing some good results. I think the first one I would say is our standard deals, which I mentioned we had none of. We were really at 0% to start with. We're close to about 40% right now. And to be clear, my goal here is not to get to 100%. We continue to want to be sort of customer focused. There's certainly going to be cases where we need to meet them where they are. But as we grow more into sort of enterprise sales and more customers, I expect that percentage to continue to grow and we're starting to see some good results there. I would say deal velocity, which has been mentioned before, has also greatly improved. Again, when everything was bespoke and you had all these operations teams scrambling to get things right, we're starting to see things that at times used to take weeks to resolve on the back end were able to get done within hours and days in some cases. And that's been a big win for us. And I think the visibility for all the leaders and folks across the company that need to know what's going on, I think we save the company, I don't know, hundreds of thousands of emails and phone calls and slack messages and text messages to find out what's going on here, who has the next action, what do we need to do? I think just having it all in one place, having the dashboards, the reporting available to our leadership team and beyond has been a big time saver and a big productivity boost as well.

Amazing. Amazing. Well, thank you so much for being here, for sharing your story. Let's give Sandy a round of applause.

Thank you.

All right, so to bring us to our final step in the revenue journey and cover billing, I'd like to invite to this stage Sam Chung, our chief customer officer.

Thank you, Annie. It's so good to see you all. As Meredith mentioned, the systems and processes of the past weren't built to support today's growth. Opportunities that leverage new go to market models like subscription consumption and even outcome based offerings. And too often companies fail their revenue systems can't keep up with the pace of business. And so they cobble things together with spreadsheets and templates and endless swivel sharing between CRM and erp. But we all know that spreadsheets and templates are not a strategy. They are in fact a massive risk. And because billing is financial in nature, it requires strict controls. Every time you get it wrong, every error, every dispute, you delay access to the vital cash flow your business needs to invest and to grow. That's why this is not a back office problem. Better billing means faster access to cash. It means lower costs, and it means less risk of churn. Treating billing like an afterthought is a strategic mistake. It's actually one of the most important levers you have to grow your business. Once again, we are in another Wu Tang moment where cash really does rule everything around us. I know. Yes. Thank you. Thank you. And that's why we reimagined billing with AgentForce Revenue Management, invoicing, payments, collections, all in Salesforce, all on one common data model. And when your entire revenue team works in one unified platform, magic happens. You get access to your cash faster, you lower your costs, and you stay compliant. Billing is no longer an afterthought. It is a strategic growth accelerator. And with our Dreamforce release, we've brought to you self service billing and payments and billing portals to make it easy for your customers to make their payments faster. We've enhanced our capabilities around consumption now with tokenization and credits. And we've introduced our very first billing agent so that your customers can resolve their billing disputes faster. Now with an intelligent agent. Before I go any further, let's hand it off to Vance to see this all in action.

Perfect. Thank you, Sam. I'm going to make this demo as least taxing as possible. With that being said, Sam, you said that great invoicing means faster cash, less risk. Less cost. And that's a big reason why as part of AgentForce revenue management billing we wanted to increase our self service capabilities. Let's follow Joe, a customer of Quantum Bit who has received an invoice and he's logged into this experience built with an experience cloud out of the box with AgentForce revenue management billing. Now Joe here sees this invoice record and because this is not an email, he can actually click in, see any charges that he's being asked to pay, look into any greater levels of detail that he might need and look at some of these line items like this consumption based item that he is not entirely sure where this is coming from. Now this is consuming all of Joe's thoughts, but he doesn't have to do much because he's working on the Salesforce platform. All he needs to do is message one of the support team that is here to answer his questions on the power of Slack Connect. Now let's follow that billing specialist. Sydney here is helping Joe and she's getting a lot of these questions. You know, where is this charge coming from? In what period did it originate? Am I being charged in the overage? Is this amount right? Where is it coming from? Now instead of digging around in erp, instead of digging around in a siloed billing system off platform, all she needs to do is message her best friend billing agent. And the billing agent here looks at the single data model of billing on Salesforce. It gathers all of our answers and gives us a very clear explanation as to where this originated and what the answer is. And based on that, Sydney has all the answers that she needs in order to come back to what Joe and say that hey, your invoice came from just the base charges. There are no additional overages whatsoever. You can feel free to pay this invoice. Now Joe's back in that portal. And this portal isn't just here to tell him what he owes, it's here to help collect his money as well. At the touch of a button, Joe can hit pay and he's presented with our payment collection page again out of box. With this billing portal, Joe can enter new information, anything that quantumbit would accept in a payment method or he can use a payment method that he's already captured here. Either way, as soon as he hits pay, his payment is captured in a PCI compliant, secure and safe way and tied to the rest of his records on Salesforce. Now, Joe is a great customer and he pays on time, but that's not true of every customer. For those less happy Scenarios. Let's follow our collection specialist, Sydney. She has a console here that shows all collection plans that she's assigned to. And she's got one that's 90 days outstanding. In this one view, she can see where she's interacted with this customer before, if we've texted them, if we've called them up and based on that, know what her next steps are. But we never put information into revenue cloud just for the sake of visibility or just for information's sake. We put it in here to make it accessible. And because it's tied to the same account, same contacts, same records that the rest of the customer facing teams use to interact with our customers. This helps sales, this helps support best service our customers and make the experience seamless. Speaking of seamlessness, all of this information comes together in revenue management intelligence built on tableau. Next, all the information that originated from the sale, from the amounts that we charged, any insights that we need into our revenue at any point in the quote to cash life cycle are put right in one place for us to look into. Sam, with that, back to you.

All right, thank you, Vance. Okay, good job, Vance. So you guys have seen a lot of innovation today, and it's never been more important to make it easy for our customers and partners to get access to all this incredible innovation and to improve your time to value. And so for us, we're excited about our investments in customer success. We're doing that through the product. And one way that we're doing that is by introducing Salesforce Go for agent force revenue management. With Salesforce Go, you have access to user guides which include articles and videos to help you with your product catalog management, with pricing, and with transaction management. So we're really excited about this acceleration for you to go live as quickly as possible. But we're not just stopping in the product. We're also incredibly thrilled and proud of all the work that we've done to enable all of this brand new content on Trailhead. And we've also gone live with our consultant certification program earlier this month. And you all have an opportunity to take advantage of these amazing opportunities for enablement here at Dreamforce. All right, so we're coming towards the end, but the party doesn't have to start now. You can join us over the next few days at our roadmap sessions happening here in Dreamforce. Come to the campground, see some even more amazing demos with our experts, and use your agenda builder app on Dreamforce to curate the best experience for you for Dreamforce. And don't forget to join us when we talk about CPQ to RCA migrations both on Wednesday and on Thursday later this week. We're just so thankful that all of you have chosen to join us here today. Have a wonderful dreamforce. Enjoy the rest of your day.