Sales Keynote: Accelerate Sales with Trusted AI for Everyone | Dreamforce | Salesforce

Sam.

Please welcome EVP and GM Sales cloud, Salesforce kp.

Good morning, Dream Cloud. Good morning, good morning, good morning. How's everyone doing? Give it up, give it up for day two. All right. It is my incredible privilege and honor to welcome you all to the sales cloud keynote today. Thank you so much for joining us. And a special shout out to the thousands who have tuned in online. Thank you. We are very grateful you could join us. Now we've got an incredible show planned for you today. There are a lot of product jam packed product demos, there is tremendous amount of innovation to share and my favorite part is inspiring stories of grit and leadership of sales blazers across the world. All that is coming up very soon. But I want to start here, I want to start here by saying thank you. My team and I, we sincerely believe all our best ideas are not ours, they're yours. It's your feedback that becomes features. It's your energy that drives the innovation. And for all that and much more, thank you so very much for everything you do for us and for our product. Thank you very much. Now, whether you are a five person start startup that just landed your first customer or a fortune hundred with billions of revenue, you trust Sales cloud to be your growth platform. Thousands and thousands of customers of every size in every industry in every geo start with sales cloud. And that's why I'm really excited to share with you today that just this week. Earlier this week G2 named sales cloud number one CRM for SMB. And this week Gartner recognized us once again as a leader for the 17th year in a row in the Gartner Magic Quadrant SFA. Thank you for all your support in accomplishing that. Thank you. We've been together for 20 years and it all started with the cloud Metadata platform, Multi tenancy seamless upgrades, clicks not code game changer. All through this time we have focused our innovation on the core to always keep you ahead of what may come across every major technological inflection point. We kept you ahead. In 2016 we launched Einstein, the first wave of AI bringing predictive across the enterprise. Billions of predictions happening every day. And now we are at the cusp of yet another revolution of generative AI. You heard Mark yesterday talk about Einstein one platform and what we have done is rebuild reimagine sales cloud on Einstein one. So no more manual tests. How about an assistant that takes notes, that attends your meetings, writes your call summaries, writes your emails, creates your presentations. How about not just your system of record which is really, really critical. You got to have a single source of truth, but also plus your system of intelligence. Actionable insights on every screen across your CRM. And when customer facing interfaces are not analog and process centric, but they're personalized, they're digital, they're conversational. And when you can bring with one click your entire revenue team on a single page, on the same page with seamless flow of information to close deals fast. And then all this wealth, all this insight, all this intelligence, not just when you are in the CRM, but wherever you go. Maybe you are on Outlook, maybe you are on Gmail, maybe you are on LinkedIn. How about your CRM comes with you wherever you go. And that's what we have been up to. But we know there's one more thing you don't want. All of this in 10 different products, 10 different stories, 20 different MSAs, multiple UIs. You guys know what I'm talking about, right? How many know what I'm talking about? Yeah. Okay, great. Anybody wants that? No, Right, Exactly. You want a single trusted platform. You do. And we listened to you, we heard you. And that's why I'm really excited today to launch Einstein One Sales. Now, every sales blazer is an Einstein. There's a lot to unpack here. But what Einstein One for Sales is going to help you do is is digitize your buyer experience, simplify your seller experience, unify your tech stack and let you go faster. But let's go under the hood. Let's open this up and see what's in it. Now, it all starts with your core CRM, which you know and love and you have trusted for years. But I want to draw your attention to that blue bar out there. That is the key. It's your data and AI foundation. But let's focus on data. That foundation is the connecting steel thread across all aspects of your sales life cycle from web to close. And once you've got that steel thread that connected harmonized data flowing through your sales process, AI can light up opportunities of growth across the process. Let me give you a few examples. Buyer engagement. It all starts there. Now, with Einstein, you can engage your buyers in a whole new way, in a whole new way with a buyer assistant, self service, accelerate, top of the funnel. With Einstein, you click less, you close more. With sales engagement, powerful cadences, omnichannel engagement, prospecting tools built right in and raise the game of your team, your entire team, with collaboration and dynamic coaching and enablement built right in. And then because you have this data and AI foundation, you've got insights to Unlock revenue at every step of the way plus detect revenue leaks and fix them. Powerful analytics coming out from the platform. It's all embedded deeply inside the core. But don't keep all this restricted for your direct sales. You all have partner sales. How about we take data and AI to our partners. They are a critical part of your go to market and you need to take it to them. But don't stop there. Now let's do performance management with planning with revenue intelligence. You see what we are doing here? We are walking the day of an opportunity. This is everything you need. And then connect your back office with your front office with CPQ and billing. These are best of the breed capabilities but now they are native to your CRM. They are coming out of your CRM. But here's the most important part, they are connected to each other. That is really critical. So what we are going to do for the rest of this keynote is figure out use this fan and help you see how you can use Einstein one sales to accelerate pipeline supercharge seller productivity and unlock revenue. And like what I said, we are going to start with what matters the most. First, it's data. Better data, faster deals. And to help me do that, let's bring up on stage Senior Director of Product Marketing, Connie D.

Thank you, Cathan. Now, before we talk about anything else, we've got to talk about data. And it starts with your CRM data, leads, accounts, opportunity. Then you've got your external data like news and social media. Then you have a vast trove of sales activity data generated from your emails, your calls and even clicks on your website. And as sales leaders, we know that data is top of mind for all of you, but not because there's any shortage of it. You need it connected, you need it together all in one place. And you need it to be fueling the decisions that your team is making every day. That's why we built the data platform, that blue bar right there on the slide that Kathan just talked about. It automatically captures data across every interaction so that your reps don't have to do any manual entry. It then brings all that data together in one place and harmonizes it in real time to fuel intelligent apps. Imagine what that can unlock for your sales teams. You can forecast with confidence, get total visibility across your entire sales funnel and analyze all of your sales activities in a single place so you can better coach your reps. We're about to show you all this in action. And you're about to see how automated data capture unified activity reporting with Activity360 forecasting and even more come to life through the data platform. And better yet, everything you're about to see is GA today. Shout out to Dustin and Logan who are going to help me show you all of this goodness. So we know good selling is centered around the daily activities that move your deals forward. And with automated data capture, sales leaders get a complete view of all of those activities with a unified dashboard just like this one. Let's see how my team is doing. I can see accounts with most activity reps that are engaging most with their customers. I can also see most top neglected accounts as well as top deals at risk and even which executives that my team is engaging with. Now remember, no manual entry was required here. It was all automated for me to have all of this rich information at my fingertips. And with the Data foundation, you don't just get a unified view of your sales activities, you get data apps. And what is the number one data app that you and your teams use every single day? It's forecasting. Here, in a single view, I have all the data I need to track all my opportunities and get complete visibility into my forecast and pipeline. It's really easy to drill in by my team and see what's changed with the help of data signals. I can also custom slice and dice my forecast to match my sales process or revenue model. So for instance, here I can forecast by new business or renewals. I can also forecast from external sources like order data and consumption revenue. If I want a more visual view of my forecast, I just click on charts. Here I have easy visibility into how my forecast is trending compared to historicals and can easily track key forecasts and pipe metrics. All right, let's drill into a specific opportunity when we open the Deal Insights panel. I have all the data I need to know about this deal. And if you look closely enough, it's not all just from sales cloud. Some is from service cloud like number of service cases open. Others are from external sources like when a prospect has visited my pricing page. All thanks to Data Cloud. And when we click on the Activity tab, I get a quick rundown of upcoming and recent activities all related to this deal. All right, I have all this rich insight, all this rich data and what if I wanted to use it to play with what my forecast could look like? That's where the commit calculator can come in. Here I have a built in scratch pad that allows me to model different forecast scenarios. Now keep an eye on that top waterfall chart up there and let's explore what are some options. I can remove a few deals and then add in a few others. And you just saw in real time how my forecast would change. Typically, this exercise would have required manual import into a spreadsheet. It may be hours, maybe even days of analysis to get here. And we did it with just a few clicks, all on real time data. You just saw the power of a data platform. It's automated data capture, storage and harmonization of all of your data. It's unified activity reporting and insights in the flow of work. And its data apps like forecasting and pipeline inspection, all built into your CRM. And with the Data foundation, you're now ready to unlock AI for all of your sellers. So we're going to keep walking across the fan. And to tell you more about how to accelerate pipeline, I'm excited to welcome to the stage Senior Vice President of Product Management, Marianne Patel.

Thank you, Connie. Selling is a team sport and 81% of reps tell us that when you work together, you close more deals. Well, I have some exciting news. There is a new team member who wants to join your teams today to help you accelerate revenue. Now, Einstein, he may not be the life of the party at team events, but he is working for you 24, seven, even nights and weekends. Let's start at the top of the funnel. Every single person in this room, we all need much, much more pipeline, but building that at scale is incredibly expensive. You need automation. And Einstein is running autonomously so digital buyers get all of the information that they need fast. And sellers, you get that steady stream of amazing prospects right when you need it. And Einstein, he's working through your prospecting to do list one by one, filtering all the way from those leads down to scheduling meetings for you. But I'm a product person and I have an amazing product team. So to welcome Einstein to the team, let's see him in action. You're about to see how the buyer assistant and our brand new prospecting experience helps you accelerate pipeline. Shout out to our amazing demo drivers, Allie and Jordan. Thank you. Let's take Einstein for a spin. Einstein helps me scale every customer interaction and it starts with my website. Einstein's waiting right there, helping to deliver personalized, conversational one on one experiences. Customers can share what they're looking for and Einstein will talk back and say, hey, maybe here's a product you're interested in. Let's schedule a meeting. But what if they get interrupted and leave my website? You have spent an incredible amount of resources getting them right here. We don't want to Lose that lead. Einstein has you covered. The brand new prospecting experience is where I go to work with Einstein to get all of the best prospects that he has been working on for me. Since this is a new experience, I'm going to help you look at it. So starting from the top, we have some metrics about those prospects. Prospects. But I want you to look at the middle that customer fit and buying interest column. Einstein is doing the most important work for me. He's ranking my prospects and taking all of that data inside of my CRM and helping me. But what's more, he's using external sources like industry information, website engagement and so much more. So that when I look at that buyer fit score, I know that this product prospect is really using all of the factors that are important to me and I love that. This is built on data cloud. That means that this is not just the data that's within my CRM, it's external sources. And I can update and change these insights as I add more of those to make sure that everything that's important to me is reflected here. When I click on the prospect, I see that Einstein has curated all of the information that I need about them. You can see at the top I have engagement news, LinkedIn and intelligence. Einstein has saving me so many hours where I would have been digging for information across different sources. But I want to draw your attention to the middle of that panel right here. Einstein is showing me that this prospect came to my pricing page two days ago. Einstein sees what I cannot as a seller. He is bringing me all of this insight and this is critical information I would have completely lost without Einstein. Okay, what's more, I can also group all of these prospects by segments. I need help making sure I'm targeting the right prospects. And now I have an actionable list to reach out to. But I have a very, very busy week this week. I don't have time to reach out. Einstein has me covered by helping me scale and automate my outreach. I know all of my preferred channels for my prospects and I can go and say, hey, connect by email, connect by LinkedIn or, or in this case, I'm going to have Einstein call them. Yes, Einstein is going to call them on the phone. It will be amazing when I click add. Einstein is going to continue qualifying these prospects on my behalf so I have time to do other work. And that work happens inside of Slack and sales cloud is deeply embedded inside of Slack. I have deal rooms where I can collaborate with my teams, get all of the information that I need and with Canvas, I can share and organize that information seamlessly. When I click in, I can see that I've pulled in account details from Salesforce, but I can also see that Einstein has generated a complete account summary. So it's easy for every single person on my team to get up to speed in a glance. As I continue working, I see that I have a notification and when I click it, I can see that Einstein has already scheduled two of those meetings for me already that we were doing in the prospecting center. This is what I call actually unlocking productivity for me. Somebody else is doing my work and that is magical and amazing. So we're going to update this opportunity inside of sales cloud because a meeting's been scheduled, it's now in the qualification stage. And I love how Einstein has just helped me automate prospecting end to end without me needing to do anything. So what you just saw is the buyer assistant, that prospecting experience and slack helping you deliver all of these things together. And we're so excited to bring that prospecting experience to you very early next year in February. So please reach out, let us know how we're doing. But sellers keep paying attention because we're going to keep walking the fan. We want to bring AI where you are working to help supercharge your selling and to deliver that amazing experience. I want to welcome to the stage Vice president of User Experience, Kristen House.

Thanks, Marianne. Hi, everybody. So I've got the best job at sales cloud and that's because I'm part of the user experience design team. And our number one stakeholder, it's all of you. Now design is not just how something looks. Design is how it's built. And to build really great products, we've got to start with a vision. So here is our vision for sellers. How about no more data entry, no more manual tasks, no more relying on just your gut. How about a CRM that gives you superpowers, A CRM that works as hard as you do, A CRM that can help you get prepped for your meeting, prospect on your behalf and even write content for your emails and your call summaries. What you're going to see today are some ways that we're bringing that vision into product reality. So I'm going to show you Sales Cloud everywhere. I'm going to show you Einstein Copilot for sales and you're even going to get a sneak peek at our all new seller home. But instead of just kind of telling you about it, you want to see it. Okay, I'll show you. Let's go to the demo. All right, so how many of you all use LinkedIn? I know every day. Me too. Yes. But also, I click into sales cloud everywhere when I'm on the web. So I'm drinking my coffee, I'm reading my news, and I notice one of my customers just got a promotion.

Yay.

Hooray, Lauren. And I'm gonna ask Einstein Copilot to just update her details for me. Notice there is no manual entry here. This is happening without any effort.

Yay.

Yes. Right. All right.

You know what?

While I'm at it, I am going to also ask Einstein to get me caught up on this account. Tell me a little bit more with a summary. Looky there. I don't have to go read a ton of notes, you know, While Einstein was doing all this hard work for me, I remembered I needed to update some of the opportunities in this account. So I asked Einstein to open my workspace. Did you see that it opened in the browser as well? I'm still outside of CRM, so I'm just going to update the opportunity amount here and that change is saved back to my CRM and workspace solves my biggest pet peeve and maybe also yours. I can finally edit across record types and it saves back to CRM. That's worth it. That's worth applause. And I can also bring my CRM with me to Outlook. All right, so if you take a look at that right hand panel up there, that is relevant CRM data for the contact, the account, and the opportunity that's being referenced in that email right there, and it's here in my inbox. But I didn't come here to look at this email. I came to write a congratulations email to my contact who just got promoted. So let's open a brand new one. And I don't have to stand here and look at that blank page and that blinking cursor and wonder, what am I going to say? I'll ask Einstein to write that first draft for me. And with a more specific prompt, I can get the exact email that I wanted in seconds. This is game changing. Okay, that looks perfect. All I need to do is insert the email and it's ready to send. I love it. And I also love that I can bring all of this powerful technology CRM and my data with me wherever I work. But what about inside of sales cloud? This is my seller home. It's a complete view of my business. It shows me my goals, it shows me my to dos and. And it shows me insights about things that need my attention right this minute. I can see here that there's a new program to help me close big deals. And that's awesome because enablement can track my progress while I work. And with sales blazer content built right in, I know I'm learning from the best in the business. Speaking of business, let's get down to it. Let's click into contacts. Oh, my goodness. Is this my contact inspection page? That doesn't look like the old list view I'm used to. With data and intelligence and insights built right in, contact intelligence is a destination for getting real work done. And now I'm going to click into a specific contact, and I can see all kinds of intelligence and insights about our previous engagements, as well as information about when I should reach out to this contact and how, like, what's her best contact method? Okay, now I'm looking here, and I see this deal is really close to closing. I just had a couple of questions I need to follow up with. So I'm going to click into that call transcript.

Yes.

And over here, the call transcript of our last interaction. It's going to tell me every single detail of what we did when I spoke with her last. But instead of reading through that line by line by line, I'm just going to ask Einstein to write a summary. Can you believe this?

Right?

And as I'm looking at the summary, I see, yes, this customer asked me for a feature comparison, and I'm going to ask Einstein to do that for me, too. How easy. Oh, there it is. I just need to copy that now stick it in an email, and I'm done so fast. So there you have it. This is your complete. Maybe there you have it. There you have it. This is your complete, all new, reimagined, sparkly, shiny seller experience. I showed you so much innovation. Y' all should just get your cameras out and take a picture of that slide. That way you won't forget.

Okay.

And we just saw how data and intelligence are empowering sales leaders and sellers. But you know what, Sales operations, we've got you covered, too. To walk the last piece of our fan, I am thrilled to welcome my friend, the Director of content of Product Marketing, Julie Bordado.

Thank you, Kristin. Sales operations, you do it all at your company. You're driving strategy and you're driving planning. And on top of that, you're fielding hundreds of questions every single day. Questions like, what's happening in my business? Where are our biggest opportunities? Where are our blockers? And in a whole universe of possibilities what's the most efficient way we can hit our sales goals? This is the life of sales operations. You've got questions and your CRM system has the answers. But let me pose one more question to you. How do you discover those answers fast? You don't need a team of data scientists. You've got Einstein working on your behalf. Einstein's going to help you unlock the story behind your data so you can get from questions to insights to action faster than ever. We're going to show you two things in today's demo. First, we're going to look at how you can bring intelligence right into the sales operations role. Then we're going to show you how you can optimize your go to market machine using sales planning. Let's take a look. So in sales operations, the first question I'm always asking myself is what's happening in my business? This is revenue intelligence right out of the box. At a glance, I can see how my sales are trending. I can see changes in any key metrics like win rate or number of deals closed. And this is great. But I have deeper questions. I need process intelligence to give me x ray vision into my business. So let's consider another question that's been keeping me up at night. How do I take friction out of my sales process? Well, I'm going to pose that exact question to Einstein. What do I care about? I care about days and stage or time and stage. What I want to do, I want to minimize them. Simple as that. Now just a few clicks here. It's a lot easier than hiring a whole team of data scientists. So Einstein is going to build a custom model for me on my behalf. Now this model itself is already going to be about 80% accurate to get started, which is amazing. Way better than 100% guesswork. But this model's going to get better and better over time. Now let's dive into some insights. I feel like I'm getting my very own intelligence briefing here. Okay, so let's look up in the corner. I can see all my biggest drivers of our long sales cycle. And the number one culprit right up at the top, it's our product we call Electra. So what's happening there? Well, I can take a quick look at this chart and I see, okay, Electra is spending a lot of time in the demonstration phase. Is that normal? Let me take a comparative look across our different products here. I can see that no, Electra is spending a lot more time than average in demonstration. This is the story. My data is Trying to tell me. So here's my big aha. Deals are getting stuck at this stage of the sales cycle for Product Electra. Now, because I'm a sales ops superhero, what I see here is an opportunity. I can revise my sales ops strategy. I can put the right enablement and the right resources toward this product so we can get those deals moving. This is what process intelligence is all about. It's about finding those insights and opportunities in your business so you can make your processes that much more efficient. But let's switch gears. Let's talk planning. I know that's top of mind for so many of you in the room because sales planning season is upon us. But it's going to look a little bit different this year because I'm going to do it right inside of Sales Cloud. Meet sales planning. Native to the world's number one AI CRM. I can use sales planning to even spin up a specialist team for that product Electra since it's a little bit more complex. So what you're seeing here is our sales hierarchy. This is like your sales org structure right on a page. Look how quick and easy it is for me to spin up that new team with five different reps to support it. Now the next thing I'm asking myself is how do I create efficient territories for these reps? Well, it's simple. I'm going to highlight all of my territories. Then I can choose any metric that's meaningful to my business. Maybe it's number of accounts, maybe it's annual revenue. And I can use those metrics to create balanced territories. I don't need my data analyst team. I definitely won't be doing this work in spreadsheets. Watch me cut months worth of work right down to minutes. What you're seeing here are equitable territories that will let our reps hit the ground running. All right, I know, it's great, right? All right, so we're in the home stretch. All that's left to do for now is talk about quota. We need our quota to ladder up to our overall revenue goals. And we can do it relative to any metric. So let's do it relative to historical annual revenue. And that's going to populate right down this hierarchy here. All that's left to do now is just publish this right to Sales Cloud. So we have just accomplished so much. We've built a complete data driven plan right here in Sales Cloud. And it all started with one AI powered insight about my sales process. But there's another way that I can streamline my sales cycle as well. And that is by making sure that my reps have everything they could possibly need to push their deals across the finish line. Now, today my reps are already using RevenueCloud to configure price and quote with ease, which is great. But now they have built in contract lifecycle management as well. No more chasing down your legal team, no more drowning in attachments. My reps are now able to spin up those contracts, send them off to customers and get them e signed all in Salesforce. Pretty soon Einstein's even going to be writing our contracts for us. We have covered a lot of ground today and everything that I've talked about, revenue intelligence, process intelligence, sales planning, Salesforce contracts, all of it is available to you today. So you can streamline your sales process, answer those pressing questions and anticipate and plan for tomorrow. Now we've covered a lot of ground as well, thinking about all the product innovation that we've shown you, but it all really comes back to you, our sales blazers. So now is the part of the show we get to hear from you. Let's hear how Spotify, one of my all time favorite products and brands, is using Salesforce to accelerate their ad sales. Let's roll the video.

Each morning I open three tabs, one email, next calendar, and then always Salesforce. Similar to Salesforce, Spotify is a customer centric company. We're obsessed with the idea of delivering the most optimal user experience and creating that moment of magic for consumers to discover a new artist, discover new playlists. These are the moments that build the larger Spotify ecosystem.

Spotify advertising is trying to connect content that you love with what you might be interested in.

In order for Spotify to be successful, we need AI, we need data and we need CRM.

When I started everything was super manual. So trying to just get the data, pull a report, understand where our business.

Was, took so much time.

Salesforce really for us is the single source of truth.

We use Salesforce to be able to understand how are our consumers connecting with our advertisers. With sales cloud, we've been able to successfully create new dashboards and drive insights and understanding of pockets of opportunity to potentially meet new customers or help prevent any churn that might be coming down the way.

We are looking at large amounts of.

Data, the activities, the meetings, the opportunity creation, the RFP volume, all of that lets us set benchmarks and ensure that we are going to hit and that has just been a game changer for us. And then similarly with that, we're huge slack Fans.

It's an incredible tool to share wins, to share challenges, to applaud one another and really stay engaged.

As we integrated Sales Cloud and Slack, we were able to connect and track all the information in one place. And we've been able to drive a 40% increase in productivity on our sales team and that's helped contribute to over a 19% year over year revenue gain for Spotify's ad business.

Salesforce is the perfect fit for Spotify. We're sitting on billions of points of data from users across thousands of connected devices. And what we're thrilled to partner with Salesforce on is leveraging that data in a smarter way and then communicating those opportunities not only to my team, but to our clients.

Who doesn't love Spotify. Katon mentioned at the beginning that we're going to celebrate Sales Blazers and now is our moment to do that. I'm Amber Armstrong and I lead marketing for Sales Cloud. I get to work with amazing customers like you every day since April. Most of the ways I've been working with you is through our Sales Blazer community. We launched salesblazer specifically, specifically so that you can learn sales skills, you can connect with peers, and you can grow your career. When you go to salesblazer.com you're going to find content that will answer your biggest challenges. You're going to find certifications for you and for your team. And you will also be able to grow your career through a variety of options, including connecting with our amazing community. And, you know, at Salesforce, we like to have a little fun. So let's look over to the north stage here to meet Zig. Zig is our new salesblazer mascot. She's making her debut here at Dreamforce. Zig is bold, she's empathetic, and she is resilient exactly as you want all of your sellers to be. So it only makes sense that we would have Zig be the face of our new salesblazer Sales Excellence awards that we affectionately call the Ziggies. The salesblazer Sales Excellence awards are given to our salesblazers who have driven incredible outcomes for their business and given back to the community. I am so honored to be able to give our inaugural awards to three of our sales blazers today. Please welcome to the stage Dan Walsh with Spotify, Julia T with AWS, and Megan Rolando with GrubHub. Dan, Julia and Megan, thank you so much for joining us and congratulations on being our first ever Ziggy award winners. Dan, let me start with you. You have improved and great job on the video.

Thank you.

You have improved seller productivity by 40% at Spotify. How did you do it?

Yeah, first off, thank you so much for having me. And for the first Ziggy award. It's an honor. Yeah. So to focus on productivity, we really wanted to make sure that we were making Salesforce our single source of truth and leaning into what our sales leaders, sellers and our operations teams needed. So for our sales leaders, they were keeping all their forecasts in manual spreadsheets. Everybody had a different way of doing it. We've automated all that in Salesforce, and if it's not in Salesforce, it doesn't exist. So that's what's going in the weekly call every single week. For our sellers, they were spending a lot of time on manual tasks. We use Einstein lead scoring now to help them prioritize which customers they should be focusing on and making them much more efficient. And then finally with ops, we integrated all of our historical data third party reporting to help drive the quota setting and account planning sessions to help us identify those predictable pockets of growth that can unlock the team. So, yeah, all those areas have really helped us drive that efficiency. And we're super happy to have Salesforce as a partner.

Well, thank you so much. I love how it's such a team sport. We're talking about AI for everyone here, and you really brought that forward for us.

Thank you so much.

Thank you, Julia. Talking about team, your team includes business partners and you've grown the partner Network to over 150,000 at Amazon Web Services.

Yes.

Tell us your secrets.

Oh, my goodness. So I'm happy to tell our secrets. So first of all, thank you for the Ziggy Award. We're super excited to get it. On behalf of aws, thank you to Salesforce for your partnership in helping us get to 150,000 partners. And so for us at AWS, partners are really core to our go to market. It's really important that we have them, but we realize that they have choices of vendors to use, and so we really think hard about how we make it profitable, predictable, and simple to do business with us. So that's really, really important to us. And their digital experience is super key to this. And that's where Salesforce has really helped us out a lot. So we've actually created a way for them to connect their CRM systems to our partner central. And so this actually makes it very easy for them to do joint sales and marketing with us. And that's really, really important. And that actually will make it easier for them to do all sorts of different things with us later in the future. In addition to that, we use a whole bunch of Salesforce products, including experience, cloud and prm, in order to help them see the data and the insights that they need to quickly speed up their business. And it's working. So now we found out from a Canalis study that for every dollar of AWS that they sell, they're actually selling up to $6.40 of their own services. So we're super excited about what comes in the future. Thank you.

Wow, that is really incredible. And if I had a favorite product, it might be partner relationship management. So thank you so much for sharing about your story.

Thank you.

And speaking of money, Megan, you have saved Grubhub over $1 million by simplifying your tech stack. Please share your journey with us.

I'd love to. Thank you.

And thanks for the Ziggy. We've been a Salesforce customer since 2009 and as you can imagine, when you have a Salesforce instance that old and so many different teams using it, you're going to get a lot of point solutions. And over the years, people, we had point solutions that we didn't even know what we were doing. So my amazing team and I went ahead and cataloged everything and saw what we were paying and what we were using for, and we found out that we weren't using them the way we probably should have been using them, and people who thought they were using them weren't actually using them. So we were able to consolidate that tech stack and we're using all Salesforce products. So with our Salesforce Unlimited license, we able to use Salesforce Inbox with Einstein Activity capture using our scheduling right to get all our meetings automatically scheduled and logged in Salesforce, we're doing sales cadences to help with how do we contact our accounts automation on getting our inbound leads in and then we're really excited. Next is we're about to launch Einstein Conversation Insights. So getting that call data in there, right? Getting that predictive what's happening, what we can be talking about with our restaurants. And I think my favorite is we just launched forecasting and so to actually see what our sales teams are doing has been amazing.

That's so incredible. Thank you so much. Dan, Julia, Megan, congratulations again. Let's give them a big round of applause. Thank you all so much. And I told you we like to have a little Fun at Salesforce. So 100 people in this room will get a voucher for Grubhub, so check your email tomorrow. And with that, let me say, Katan, please join us back to bring us home.

Thank you. Thank you. How about one more round of applause for Team aws, Team grubhub and Team Spotify. Wow. Incredible. Give it up. Give it up. Well, that was a lot of product, that was a lot of demos, that was a lot of innovation. I'm pretty sure you're gonna have to watch the recording at least twice to truly get everything. That's okay. But that's the point. Sales Cloud is innovating like never before. And that's the message for all of you. But there's one more thing you must be wondering. How do I get all of this? Can I try some of this? Do I have to like, how do I go about all of this? So let me simplify it for you. Look at this. One of the key commitments we are making is making it easy for you to try buy and grow your adoption. So let's start with, you know, first with our Enterprise Edition. Now you saw Connie in the first demo, talk about forecasting and pipe inspection. Well, it's going to be included in Enterprise Edition. You can try it out and then it will grow up from there. The way you see this is what's in Unlimited includes everything on the left plus plus some you guys get this right. So then they keep going. Then you saw Marianne and you saw Kristen show you a lot of Einstein Conversational insights activity platform. All that is included. Sales Engagement now comes by default in Unlimited Edition. Buyer Assistant is in Unlimited Edition. The best part is some of you might already be on Unlimited Edition. So you got this, go start using it and save some money. But what I'm really excited about today is announcing Unlimited plus the plus all of Salesforce for Sales Cloud. You know what excites me the most? You saw Julie show Revenue Intelligence, Process Intelligence. You saw that, that's included in Unlimited Plus. You saw that incredible value Slack brings to every sales rep out there that's included in unlimited plus. You saw that planning, enablement, that's included in UE plus one single license. What is better, one license or 10 licenses one? But here's the key, here's the most important part. Data Cloud is included in Enterprise Unlimited and Unlimited Plus. So you can try Data Cloud today and get going with it. But there's one more best part. All of this is available in 13 industry verticalized services solutions. Because Sales Cloud speaks the language of your industry and your customer. So lots going on. You all have been a wonderful, wonderful audience. Thank you so much for joining us, but go to the campground, check out the booths. Take a deep dive on areas that interest you. Check out our Partners booth. Our partners are incredible. For Sales cloud, go visit salesblazer.com but most importantly, please do give us your feedback. Thank you very much and have a fantastic day. Thank you.

Hey, Trailblazers, thanks for joining us. We'd love your feedback on today's keynote. Use this QR code to complete a short survey.