The #1 CRM Now Works for You | Sales Keynote, Dreamforce 2026

Please welcome Executive Vice President and General Manager, Sales Cloud, Salesforce, Chris Billmaier.

Thank you all for being here today. Welcome to the Sales Cloud keynote. I am so excited to be with you. Hope you all had a great day 1 of Dreamforce.

Great.

Day 2 is going to be even better. So before we get into it, I want to thank you for 27 years of building with us. 27 years of inspiring us, and actually, for the last 2 decades, making us the leader in CRM. 20 years straight, a leader. And that's not because of us. That's because of all of you. Every Salesblazer, every builder, every partner in this room. That is a cause for celebration. So, I'm going to ask you to all stand up. Give your neighbor a high five. Let's get some applause. This is for you. 20 years straight.

That is amazing.

Steve Fisher right here, big part of that 20 years. All right. And while you're still standing, hold on, sorry. Apologize. Take a look under your seats. There are 25 golden tickets out there with a special surprise for everybody. So take a look. I don't know. There's some open seats back there. If you really want one, you might want to hunt. All right. Now that we've caused sufficient chaos to start the show, Let's get into it. Every CRO, every CEO, and every seller in this room gets asked the same question every quarter. Are we going to make the number?

Right?

And every quarter you stare at the same dashboard that's built based on gut, based on intuition, and based on partial truth. And that partial truth is because not everything ends up in your CRM, right? It's a rep updating their entire week on a Friday after a long week. How's that rep remembering what happened on a Monday afternoon? That context, that truth, that gets lost, and that's where we lose revenue. What we're going to show you today is how we close that revenue gap. How we drive that truth in data to outcomes, because there's only one outcome that matters to every revenue leader in this room today, and that's revenue. In order to drive revenue, we want to drive more revenue per rep, and we want to drive more revenue for our organizations. And in order to do that, we have to have a single-threaded approach to view the entire deal cycle. From the first time a customer raises their hand and says, hey, I want to talk, all the way to deal sign. We have to understand that entire revenue flow. So that's what we're going to introduce to you today. We're going to introduce to you a new playbook for driving revenue. And it starts with truth. What's the truth in the deal? How do we capture all All that conversation, all that insight, all those deal details, and put your CRM on autopilot. Now, that's the truth. Truth drives context. Context is those conversational insights that occur that layer on top of everything we already know about an account, about a contact, about an opportunity. So every seller can walk into every deal and say, I know exactly where this deal is because I have the truth that led to the context. Now context, that leads to action. And an action is always focused on driving deal outcomes, on driving real revenue, and on driving real revenue where sellers work. So that's the playbook. That's what we're gonna introduce you to today. And we have a lot of customers who are already on this journey with us that are adopting this playbook. And those customers that adopt this playbook, they're already seeing a 30% increase in revenue growth. They're driving 2x, 5x, 10x seller productivity. This isn't a what-if statement. This is what is happening now. And like I said, we have a lot of customers on this journey with us already, but I'm gonna call out one specifically. I'm going to call out Devolutions. When Devolutions introduced this playbook, they grew their revenue 80%, and their reps increased their deal volume 2x. That is what's now. Now, we're going to turn this playbook into product truth over 3 chapters. The first chapter we're going to kick it off with is how that context and how that truth puts your CRM on autopilot for you. Then we're going to talk about real agents driving real outcomes with a focus on revenue growth. Give the agent a goal and let it run. And third, we're going to talk about meeting sellers where they actually work with that same agent, that same context, that same trust and that same truth wherever they go. Now, to introduce chapter 1, I'm going to invite up our Chief Customer Officer of Momentum, Ashley Wilson. Ashley.

Thank you, Chris. So you just heard the new revenue growth formula, truth, context, and action. And Momentum is the truth and context behind it. So, we've all had that moment after a great sales call where you think, oh, I need to make sure I capture that. And then you get a Slack message, you go to a Zoom, you go to your next meeting. Before you know it, the day is over and you never updated Salesforce. So, Momentum changes that. And it's not another transcription tool. It's not a note-taker. It is listening. It is structuring. It is putting data into your CRM automatically. And it is this rich contextual data that you can use with your agents and your go-to-market teams to act. So let's see it in action. And shout out to Ashley and Dylan, our demo drivers. Okay, so here we have our upcoming calls. This is where I can see what calls Momentum is going to join for me this week. And I'm about to do a call with Horizon Technologies. They're one of my top accounts. So let's go ahead and start the Zoom.

Hi, guys.

Momentum is already there. It's listening. It's starting to capture what's happening in the conversation, so I can just focus on guiding what's pain, what are the use cases we need to talk about. So let's pretend that the call's done, and let's go into our call library page. This is where I have all of my recordings. I can see the summary. It's been captured, and it saves automatically to Salesforce. I have my action items, my follow-up tasks. Basically, all of the admin has now been handled for me. But most exciting are the insights that Momentum is now capturing. Things like praise, objections, Product feedback. These are the things that, as a rep, I've been expected in the past to capture myself in the CRM, and it's challenging. Momentum handles it for me. I can even see the exact moment in the conversation that it was mentioned. I also have coaching. So my rep— my manager wants me to focus on certain competencies, and I can see exactly how I'm performing Right after the call. So let's go over to the opportunity record. So for most of you, let's be honest, this is probably what your CRM looks like after a call— empty. This is the Momentum magic. Check it out. So this is Momentum filling in fields for me. It fills in custom objects, accounts, leads, picklist values. Check out my med pick now, my 3 whys, my deal review. My CRM comes to life. As Chris said, this is the CRM working for you and driving revenue. But what if I'm not ready to go full autonomous mode? This is where I have my pipeline inspection view. So, and in this case, I can see what Momentum is suggesting that I take action on. So I still have control here. I've got some recommendations to update my methodology. I can update a stage, and I can update a next step. So I'm going to go ahead and accept those because those are all accurate, and now I'm up to date with my pipeline. What about managers? How many of you are managers in here?

Yeah.

So, you can't be on all of your teams' calls, but you need to know what's going on across the business. So, I worked with my RevOps team to set up some really handy deal risk alerts. I get them delivered in Slack. They could come in Teams as well. And this is where I get notified when there's a forecast change, when there's an amount that changes, anything that introduces risk. But it's very helpful also to use my executive brief, which is the culmination of all of my team's calls, emails, text messages. This is how I can surface things like risk, and I can even use Slackbot to turn this into action automatically. I'm going to go ahead and ask my enablement team if we could maybe do a training to address some of these key themes that that were in the brief. And so the same signals that we use for forecast risk or anything that we need to be alerted on, we can also use to kind of celebrate our team and talk about praise. So I wanna show you one more example of our Wall of Love channel. This is a real call that we had recently with Katrina. She's a RevOps leader at Stebo. They're a recent Momentum customer. So, let's give this clip a quick listen.

Yeah, it was so cool to walk in this morning and see all the calls. I was like, oh, my God, this is so good.

Awesome.

So, that's a real customer call. We got to celebrate the win. Momentum put that automatically into our Wall of Love channel for everyone at Salesforce to celebrate. And so, it's these kind of things that you're going to be able to do with Momentum. So speaking of customers that are using Momentum, I'm excited to introduce Zscaler. So Zscaler is a publicly traded company. They've made zero trust at enterprise scale. We use them ourselves at Salesforce. And I want to introduce Alex Johnson. She is the director of AI strategy and programs at Zscaler. So, Alex, you guys have been a Momentum customer for the last couple of years. You have it in production for many, many sellers, CS folks, PS, but what has the last year really shown you now that you have it very embedded in your process and your systems?

I think what changed in the past year is how we've been thinking about conversational data. We stopped thinking about it as a record of what's happened in the call and A list of action items to follow up on. What we've actually found is that the value comes from the context that we're actually able to extract from these conversations over time. So, with Momentum, we can take conversation data from multiple touchpoints within the account and put it as part of our customer context layer. And this gives us a holistic look at the relationship with the customer instead of relying on fragmented context that's just living in individual teams. So, when we take that context and then we add it with additional insights, we're able to see things in the account that would be really hard for a rep to see just through one interaction, such as, are we gaining traction with the right stakeholders, or is there additional opportunity within the account that we should be pursuing?

Can you speak to— so, momentum is not just in the CRM experience. Where else does momentum present itself?

No.

So, at Zscaler, it was really important for us to not ask our team to go outside of their flow of work to look for information. And so, we deliver Momentum insights in the places where our teams already work. And so, that's in Slack, that's in Salesforce, that's in Gemini. So, for example, within Slack, we can take Momentum call summaries and insights and deliver them into a Slack channel so that the whole team has visibility. Or within Salesforce, we can take that same context and update a living account plan. And our SEs are also able to use conversation data to help us build stronger POV plans.

Yeah, tell me more about those POV plans, 'cause I'm excited for you to share kind of the ROI you've seen on that. What was kind of the before and the after with Momentum?

Sure, so our SEs, they don't attend every sales call, right? So, they have to piece together the customer story themselves. So, they're going through Salesforce, they're looking at notes, they're contacting the AE or anyone who's had a customer interaction, And they're taking that information and they're trying to make sense of it. And it could take days, sometimes weeks to collect all of that information. Now, with our POV planning agent, we take Momentum conversation data and we can pull out customer pain points and map those to outcomes that will shape the POV. And the SEs are actually able to see the customer pain points in the customer's words with citations back to the conversation where it's happened. And so the value for, for us is really twofold. One, our SEs get a deeper understanding of the customer by seeing the customer's words. They're able to shape POVs now using the customer's language, which is very powerful. And then also it's time. Like a tenured rep on average takes 6 to 8 hours over days or weeks to build a POV plan. And now they're able to do that with our planning agent under 30 minutes.

Wow.

So it's really a 20x savings. If you were to sum up just how Momentum is kind of now impacting across all of Zscaler, what would you say?

I would say the biggest impact that we're seeing is that we're no longer having our teams go out and look for information and piece it together themselves. With Momentum and our agents, we're able to pull together the right context and deliver that to our field where they're at just in time. And so that means less time researching, less time prepping, and more time in front of the customer. But more importantly, higher customer, higher quality customer engagement, because now our field has more context when they're going in and having those conversations with our customers.

Thank you so much.

Thank you. Appreciate you.

So you heard it from us. You heard it from Zscaler. Momentum is really fueling this rich contextual data that you can act on. And speaking of action, I'm excited to welcome our VP of Product Management, Rohan Punamia.

Oh, all right. Thanks, Ashley. How many of you have heard your sales leaders say, I have too much pipeline?

Huh?

No, nobody. Okay. That's what I thought. And so, let's talk about pipeline. You probably heard in Mark's keynote yesterday about Piper. Piper is our inbound agent, and we love Piper. She's great. But we all know that you can't just rely on inbound. You also have to go outbound. Your reps have to take control. And so, today, I am so excited to introduce Piper's best friend, Hunter. Hunter is your agent for outbound and beyond. And these 2 together, man, they're the dynamic duo. They grew up together. They're best friends. Piper's got you on inbound, and Hunter has got you on outbound. So in building Hunter, we actually worked with a lot of customers that have been trying to build their own go-to-market agents. Out of a quick show of hands, has anyone tried to build an outbound agent? All right, I'm seeing a couple. Yeah, it's early. So, maybe some of these challenges would resonate then. The first is we designed Hunter to have data vendors built in, because what we found with customers is when you build a go-to-market agent or an outbound agent, you need to go beyond the context in your CRM. Ashley talked about momentum, which is critical for the foundation of taking your conversations and putting them into CRM. But your reps probably use tools like ZoomInfo, Demandbase, Apollo, and many others. And so Hunter has to have access to those as well. The second thing is your agent needs to be proactive, not just reactive. A reactive agent is really just a chatbot, and that means the bottleneck is still on your reps to ask it a question and work accounts. That's no good. The third thing is your agent needs to learn how your go-to-market motion works. Otherwise, one of you is stuck telling the agent and scripting in playbooks and how your sales motion works, and it just quickly goes outdated. It's also kind of a pain to set up. So those are the 3 things Hunter does. Instead of just telling you more about it, why don't we actually dive into the demo with my amazing demo drivers, Chris and Ashley?

Awesome.

All right.

So, this is the very first time your seller uses Hunter. And what you'll notice is Hunter's not asking you for a question or for, uh, to prompt. It's actually giving you the work it's already done. And so here, Hunter noticed that I was a little light on pipeline. I'm not doing a great job there. And so it's gone ahead and found 10 great prospects for me to reach out to right now. And if we look at these prospects, we can even see why it chose these particular accounts. We've got Cirrus. They've posted a couple SDR roles right now. They're hiring for their SDR team. They're trying to build pipeline, and they actually just raised a new round of funding. These are great signals. I love accounts that have these kinds of signals. And Hunter then finds specific people for me to reach out to as well. So, it's gone and found Marcus Chen, who leads their SDR and sales team. So, this is amazing. The question is, how did Hunter go and find these contacts? We see some great logos here of ZoomInfo, Demandbase, Apollo. Doesn't that have the same problem we talked about earlier?

Nope.

My favorite part about Hunter is it comes with access to the world's best data vendors built in. You don't need additional contracts. You don't need to deal with procurement. You just flip Hunter on, and this is the exact experience your reps will get. They're going to have incredible data at their fingertips through Hunter. So, Hunter didn't just stop on the list building. It's even gone further, and it's generated a full multi-step cadence for me to use. I've got emails, LinkedIn connection requests, call scripts, all of it. So, let's look at this email. And I know it's hard to see, but I'll call out the first sentence here is Hunter's observation that Cirrus is scaling their SDR team after a fundraise. Then it's tying it into a customer story that we have with Meridian Analytics, company in a similar situation. And finally, it's driving with that point of view on what happens when a company is trying to scale their SDR team and the problems we typically see. This email literally sounds like I wrote it. It's kind of crazy. And so the question is how? How did Hunter figure this out? Because remember, I told you, this is the very first time the rep has actually logged into Hunter. So, let's peel back the curtain a little bit and show you the magic behind the admin setup. So, I'm here in the admin setup, and you'll notice it's very similar. This is a consumer-grade experience, even for your admin. And the admin logs into Hunter, and Hunter's already gone to work, proactively onboarding itself to set it up. So, if we click on this first card here, Hunter's telling us everything it learned about our CRM. It's telling me about the accounts, the opportunities, the contacts. It's trying to scope a list of opportunities to learn from on how your go-to-market motion works. So, I found these 420 opportunities here. These are from our best sellers. Now, I could steer Hunter and tell it, hey, I want to learn from a different set of opportunities. Or a different business unit or product line, but this looks good to me. So, let's go ahead and approve it and kick this off. Now, Hunter's just going to go. It's going to go deep on every one of those opportunities, reading every single Momentum call recording, reading every email your rep has sent and received, reading every CRM note. It's literally building a timeline of every decision that happened to ultimately get those deals. to closed. This process is not going to finish, unfortunately, during our keynote. It's just going to go. This is not an easy thing to do. This is the beauty of a long-running agent. So we're going to do a little bit of a Rachael Ray Food Network situation. We ran this a few days ago, and let's just show you what the output is. Here, it ran for 2 days and 18 hours. It went really, really deep on those opportunities, and it studied over 1,500 call recordings and over 10,000 emails. This is really powerful. You didn't have to do anything. And now I can go and see what Hunter learned. It's not a black box. It's telling me what my ICP is, what my customers' top business problems are, why they have urgency to buy the product right now. So let's click into one of these, and we can inspect further. Hunter's showing me the themes it learned about why our customers buy our product. What, what pain points are they solving? And this first one here is manual prospecting and SDR productivity. That's the problem that we solve. And it's even showing me the exact evidence, the quotes from customers that it learned from to come to this conclusion. So when Hunter took Cirrus and put it to the top of my account list, that might have been account number 493 in my priority for my book, but it did that because it noticed they're hiring SDRs and they just fundraised. That's how Hunter knew that. And then when Hunter chose Marcus Chen to reach out to, who's a VP of sales and leads our SDR team, it's because Hunter just noticed we have a lot of SDR leaders in our deal cycles. They're important. And finally, when Hunter led with that point of view around productivity for SDRs and the bottleneck there, that's because Hunter saw that in actual words from the customer in our deal cycles. It's incredible. This is so powerful. That is the power of Hunter in Salesforce. It understands how your sellers sell. It understands why your customers buy, and it ultimately understands how your deals get done. And I didn't have to do a thing. So, now let's go to that email again. Can we go back to the demo real quick? Thank you. All right, so what I'm going to do here is actually give Hunter even more context. Hey, Hunter, I actually met Maya, who's their CRO at Dreamforce. Could we go ahead and mention her in this email? All right, and just like that, Hunter's gone ahead and updated this cadence right here, and it saved that memory for future reference. So, with Hunter, I'm sure a lot of you guys have Pipeline Generation Tuesdays. Maybe your sales leaders have that to kind of get the sales team motivated. But with Hunter, it should be Pipeline Generation Monday, Tuesday, Wednesday, Thursday, Friday, because it's basically doing the work for your reps. They just have to review and send it out. Now, Hunter doesn't just stop there. The next day, Marcus replies, right? The deal doesn't stop just with the outbound. And here we can see exactly what Hunter's already done. It's already drafted a response for me to review. And this looks great. It's even mentioning Maya. So, I'm going to go ahead and send it. Awesome. Now, I'm lazy. I don't like updating my CRM either. And so, Hunter's going to go ahead and do that for me right here. It's going to create the opportunity record, and then it's even going to generate a pre-call prep doc. So, when the meeting comes around in a couple days, I'm not on my back foot. I'm prepared. And from there, we're going to keep going. Hunter doesn't stop. After the meeting, Hunter's going to go ahead and read that call recording from Momentum that Ashley talked about earlier, and it's going to tell me how to multithread deeper into this account, because we all know you don't win a deal on just one person. It takes a team. And Hunter's going to go find that team, even if it has to use third-party data vendors to do it, because that's all built in. Now, I'm going to multithread. Things are looking good, and I think we're ready to close this deal, and Hunter's going to pick up on that and draft a proposal for me. So, all I have to do again is review and send. The deck is pretty much stacked in my favor. It's really just on me to go close these deals now, and that's Hunter. It's your outbound agent that does a lot more than outbound, and I want to leave you with this. Imagine you took your very best rep, and I think we all have an idea of who that is in our organization, and imagine cloning them. Now imagine giving them access to the world's best data vendors, and finally, let them run free 24/7 working tirelessly on all the accounts in your target market. That is Hunter. We've seen some incredible results in pilot, and we're going to be rolling this out further later this year. I'm super, super excited about it. But let's just hear directly from customers too. So up next, I'm going to go ahead and introduce Phil Cooper, our Chief Customer Officer, to have a conversation with Batteries Plus about how they use agents to drive pipeline. Phil, take it away.

Rohan, thank you. Who is blown away by that demo? Seriously, just pause for— I think everyone. Stunned silence in the room. Amazing job. This is an incredibly exciting product. Absolutely amazing. Scott, well, join me. Good morning. Thanks for joining us.

Thanks for having us.

Scott O'Farrell is the Chief Commercial Officer at Batteries Plus. And who knows Batteries Plus? You guys know this company? You've got your people here. These are your customers.

This is our— these are our people right here.

These are your people right here. This is awesome. So Batteries Plus, for those who don't know, who didn't raise their hand, There are, you've got what, 700 stores around the country? You sell batteries, you do device repair, you do power services. Awesome brand, business is growing, but I want to hear about the commercial part of the business. So I'm not sure everyone knows that. We know the retail side. What about commercial?

Well, that's a great question. So most people don't realize that half of our business is driven from our commercial customers. So it's, the fastest growing part of our business. We actually are on pace this year to have our 6th consecutive double-digit growth year in our commercial group. So we're pretty excited. I will tell you, and you and I talked about this, that has been built on the backs of our sales organization, our sales reps inside and outside sales. So that's the challenge.

So you, you turn to agents, though, to kind of accelerate, hit the gas on that growth in commercial. Why did you do that? Tell the team here why you did that.

Well, we certainly had a desire to continue growing at the rate we had been growing. We actually thought we could grow even faster. And we have a huge addressable market out there. There's still a lot of customers that don't know we do what we do. And so we were well down the road on doing things like expanding our inside sales organization, ramping up our marketing efforts, but We had a great worry. I mean, as we were looking at— the Salesforce team introduced us to Agentforce. Our great worry was, would our customers respond to these agents? They had been used to dealing with our sales team and our people, and it was a great fear of ours as we went into this. But certainly it was something that we wanted to—

Why don't we, why don't we come back to that, your fear that of whether they were going to respond and engage. Let's come back to that in a minute. But I think If I'm sitting somewhere out in the audience here, I'm wondering what were the results. So give us maybe a little bit of a sneak peek on what you're seeing in the businesses you've brought agents to the outbound.

Yeah, that's a great question. It's been really an outstanding— we've had outstanding results. Really quickly, we saw results. We have a pipeline right now of about $18 million. In our world, that's pretty big.

That's since when? Sorry to interrupt.

So we started in Q1. We really didn't get ramped up till Q2, beginning of Q2. So it's fairly near term. In Q2, we actually billed $1.4 million, which for us is fantastic.

Amazing. So really tangible results. So the other thing on the back of my mind, if I'm wondering how you did this, you're seeing results really quickly. How do you make this happen? How do you go about rolling these agents out?

Well, so in our world, we're 80% franchise owned. So 20% of our business is what we call corporate stores, corporate-owned stores in our system. In that environment, we kind of treat it as an incubator. So we test a lot of new concepts, which this was a very new concept. And so when we tested it there and had— I mean, I'll just tell you, that group this year is on pace to have its highest growth year in the history of our company. So it's been very, very successful. From there, we rolled it to the franchisees, and, you know, we had a great story to tell. So, you know, they were very interested in it. We had a— there's a great story out of the Northeast. We had a franchisee who can be very, very vocal, usually not on the positive end of things. In the very first week, he got a $50,000 opportunity in which he closed. And he is thrilled. And so the franchisees actually use a channel to communicate, and all over that channel was, oh, you're not going to believe this new tool, it's just phenomenal. And so he became our greatest advocate. So it was a great success story.

So great win-win there with one of your franchisees. Okay, last question for you. What's next?

Wow.

So we, first and foremost, we want to unify our marketing and sales on the same platform. That's a desire of ours. The prospecting we're currently piloting, the prospecting agent. We think that's going to have that looks like it's going to have great results. The stuff we learned about coworker is fantastic, but I got to tell you, I mean yesterday was was pretty eye-opening for our whole team. You know we look at what's going on. Oh my god, Hunter and and you know the voice piece. All of those are are of interest of ours.

We'll get them in the pilot, right? Thank you, Scott. This is awesome. Thank you for your partnership. We're excited to take this to the next level.

Thank you very much.

Thanks to the entire team from Batteries Plus as well. So, I love these examples. I think you just heard an incredible story of going from, what was it, 100,000 untouched leads to driving pipe, driving revenue, and somehow making their franchisees happy. This is really phenomenal. They're running 10 agents in parallel, qualifying, nurturing leads, and generating pipeline for their business. And one of the critical ingredients to make that work is context. You heard Ashley and team talk about this earlier on, having the right data at the right time to meet those prospects, answer their questions, and then deliver business to the top of the funnel. But there's one other ingredient which is really critical as it goes to that human sales team, and that's meeting them where they work. And I wanna hand over to Dina Apostolou, our CMO, to show you this in action.

All right, thank you, Phil. I'm gonna go this way, I am. All right, how many of you hear sellers say they love the tools that they're using? Yeah, crickets, right? Well, that is the problem that we have been working to solve at Salesforce, because sellers can't be effective and efficient if they don't have the right context to drive the right outcomes. But that changes today, because Sales Cloud is built natively into the experiences that sellers love. And all of these AI interfaces, it's the same permissions, it's the same Salesforce data. All of that agents and context is meeting sellers exactly where they work. And what I mean by this is that sellers could have, you know, a lot of choices of where to go, but this also can drive IT really crazy.

Right?

Yeah, I see the heads nodding here. And that's why sellers need to be grounded into using the tools that have this native experience in the Salesforce data that's going to make them have the context that they need. So today you saw Hunter, right? That was amazing. And that's in the new Lightning experience. But you also saw Sales Cloud that was also in Slack. And I would bet with this audience, we have some Teams users. Do we have some Teams users? Lots of head nods. That's okay. We love you too. And you know what? We have a brand new native experience in Microsoft Teams. And this is pretty remarkable because what it's allowing a seller to do in the context of their work is engage with an opportunity, update fields, get alerts. They can see a deal is at risk of closing, and it's supposed to close in 10 days. All of that within the Teams experience. So this is new. And when I say everywhere, I mean everywhere. We have that ChatGPT integration. We also have Gemini. But we're going to take a beat here because Claude is really the star of the show. Sellers love using Claude to read, to write, to think, to close deals faster. Are you using Claude? Yeah.

Yeah?

It's great.

And that is why the Anthropic partnership with Salesforce is one of the most groundbreaking announcements that we have made available to the world over the last few weeks. And it's one of the things that you should all go experience here at Dreamforce, because we've brought together the number one AI and the number one CRM together. And to productize this experience, it's Salesforce and Claude. It's 37 sales skills that we're just starting with, all to make sellers and revenue leaders much more effective at hitting the outcomes that matter most. Now, I want to unpack this because there's no better way than to show this and talk about the partnership and see it in a demo action. So I want to welcome back Dylan and Ashley, and we have a revenue leader for Salesforce. So Lenore Lang is going to join me for this so she can give some context into how this is changing the way her and her team are working. So, thank you so much, Lenoir, for being here.

Pleasure to be here. Thanks for having me.

Awesome. All right, so why don't you give everyone a little bit of understanding of what you do at Salesforce, the book of business?

Yeah, so I lead our tech media and telco vertical for EMEA, and then our worldwide data foundations organization, which is MuleSoft and Informatica. So, net-net, it's a lot of people, a lot of complex deals, and a lot going on at all times. And I've also had the great privilege of working closely with Anthropic, both as a strategic partner and as a customer.

That's great.

And when you say a large organization, like how many sellers do you have within your—

Roughly 2,500, 5,000 people overall. So we've got FDEs, we've got success, name the role for go-to-market, everything but product and engineering.

Okay.

I don't know, how do you stay on top of all of that?

All right.

So before I get to the next question, one of the things that I'm hearing a lot from customers about yesterday, the last few days, is how hard is this to set up? Because it looks amazing. But let's talk a moment for the setup here. So, what you're going to see up here is really, it's through the MCP. So, what this is doing is it's giving a user, it's actually giving Claude the ability to go look at the environment for that person, what they actually have access to. They can understand their organization. They can get connected to Slack. That's all being done through the MCP. So, I just want to put that question aside and make sure that people do see how easy it is to get started and to set up. So, I've been seeing these leaderboards or these command centers from you and your peers. Let's talk about this. How did this all come about, and is it that easy to create?

Yeah, it is that easy. Usually, I would bring in my solutions leader and say, help me configure this. But instead, I just literally put in a prompt and said, build me a sales command center.

Can't be that easy.

It was that easy, I promise you. No configuration, just asked it a question. And because it's connected to Salesforce, at new accounts, at new territories, it has all of that rich context. So instead of having strategy and some analysts pull all of this documentation together for a pipeline or a forecast, it's just there within seconds.

Wow, that's crazy. I kind of don't believe that, but okay, now I do believe it talking to you. But okay, let's drill into one of these skill areas. So we talked about 37 skills, you know, launched as part of this beta program that is now available to all of you. But let's talk about maybe a skill or an action area that's been the most helpful for managing the book of business that you have.

Yeah, it turns out at Salesforce, we don't like to lose deals or we don't like to slip deals. So, the skill I really use most is kind of which deals have slipped and why. And again, just similar to the command center, I just ask, hey, what deals have slipped and why? And I get all of this rich information. Before, probably I'd have a bunch of reps pinging me, giving some excuses maybe, or, you know, we would want to pattern match across multiple deals to make sure that we can kind of get those deals back on track versus just pulling all that information.

Yeah.

And again, it's done within seconds now.

That's amazing. And it's pulling across different data sources. So Google, Slack, all of those things as well. Now, this is like pretty much, I think everyone has been experiencing AI in kind of a single-player experience. Let's talk about what this means for how you can collaborate and make it a multiplayer experience. How do you take the insight that you have here within this command center and take it out to your organization?

Yeah. Again, the simplicity of this is just, you know, prompting it and saying, hey, push this to Slack— excuse me, like, send this to Slack, and then push it to my directs as an example. And what's great is that it knows who I am. It knows how I speak. It knows how I communicate with all of my peers and my directs in this case. And so it sounds like me, just a little bit more prepared, because it has all of that context.

Yeah, this is great. Thank you so much, Lenore. I know that many of you probably have questions, like, how to get started. Let's get going. So I encourage you all to get into the beta. Because this is the kind of impressive command center that I think other revenue leaders can be driving forward for their organization and transforming experiences. So thanks again, Lenore.

Thank you.

All right. All right. So that was pretty cool. As I mentioned, the beta is open and also the experiences here around Dreamforce. So what better way to kind of take a step back, zoom out for a minute to talk about the partnership and how this all came to be? So I'd like to— invite up to the stage Kate Jensen, Head of Americas from Anthropic, to join me in a few questions. Thank you so much for being here.

Thank you for having me.

Yeah. So, the way that you've been using Salesforce and Cloude really drove a lot for this partnership. It really did. And so, maybe take us back. I know Chris has spent some time with your team, showed you how your team was working. So, I'd love to just kind of take a step back before the partnership came about and talk about what really was that unlock?

So, Anthropic has been built in Slack. We live there. That's how we operate. All of our user notes, everything. And what we figured out was how to bring user notes from Slack into Salesforce. So, it started with that. How do we just help our sellers to fill out Salesforce the right way? And then we ended up meeting a lot with, with your teams, and we realized that we could build this so much more natively. We always knew there was a world where we could do something like what Lenore just showed us, and, and we finally made it happen. It's been so exciting.

Yeah, well, there's a million ways that this partnership could have gone. It doesn't just take any 2 ordinary companies in the industry to bring this together. You obviously were very deeply involved within the partnership and thinking through this. So, tell us about some of the things that we needed to align on in terms of vision to make this possible.

I think one thing that's true about both of our companies is that we're hyperfocused on our customers and on trust. And so, how do we make sure that the information that we're putting into Salesforce and the information that any leader or any AE is pulling into Claude is information we can trust? so that we show up well for our customers together. And I think that, that spirit, that focus on trust was the most important thing. How do we focus on the user experience at the end of the day for every salesperson, for every sales leader to make sure we're showing up well for our customers?

That's great.

Now, you talked about sales leaders, sales professionals within your own world. Tell us a little bit about how this is changing the way that you're all working with the products coming together.

I think we can all agree here, the most valuable thing anyone in a revenue organization has is their time. How do you know where to focus? How do you spend your time? What conversations do you have with your leadership team, with your AEs? How do AEs spend the right amount of time with the right customers? Basically, what we've brought together is the ability to take the right information and the tools that help us to understand that information and figure out exactly where to spend our time. and how to show up for our customers well.

That's great.

And it is all about showing up for your customers, and that's what it really unlocks. Okay, one final question. As you think about looking forward into the future and leading a revenue organization, especially in an AI-first world, what does that look like for you? What does that mean?

This is basic change management at its best. So none of this is really new, but it does change the game when you can do things as fast as you can do. You showed, build me a command center with one sentence. I can do that very quickly. In a fast-growing organization like Anthropic, we're constantly hiring new people, which means accounts are shifting all the time. How can I pick and choose the things that different AEs are doing and really celebrate them? Often in Slack, often with user love channels like the one you showed earlier. But how do you pick and choose and really focus on what you want your whole teams to be doing?

Yeah, it's remarkable. We are just really grateful for the partnership, the alignment. We are really doing this for our customers and the world, and so, Thank you so much, Kate, for being with us. Please take our gratitude back to the team as well. So thanks again.

Give it up for Kate.

Thank you for the partnership.

All right. So what you just saw as part of this chapter is a fully connected revenue engine that brings your context and agents all together into a system that really works for you. The context and agents traveled. We saw this with Hunter. We saw this with Momentum. And so we're just really excited for all of you to experience this. as well as our Cloudforce partnership. So make sure to go see it at the campground and talk to your account teams. Now, to wrap us up and bring us home, I'm going to turn it back over to Chris.

Thanks, Dina. Those were some amazing demos. Now, for 27 years, we've had your workflow, we've had your customer records, but what you saw today was us taking that CRM data and turning it into action, turning it into revenue. Now, what we showed you was Momentum laying that ground truth, creating that data foundation, driving up that context and that ground truth. You saw Piper, Piper handling every inbound lead that you have. You saw Hunter out there driving revenue for you. Give it a goal and let it run. And you saw it across every workspace. You saw it in Claude. You saw it in amazing experiences. Meeting sellers where they work with that same context, that same trust, and those same outcomes. Now, the last thing I wanted to talk about was how easy we've made this for you. We want to make this as simple as possible. So simple to deploy, simple to configure, and simple to buy. Everything you saw in those demos today, that's available in our Max edition. So go check it out at the campground. Don't take my word for it. Go ahead and put hands on. Check out all of our other activations as well, from Revenue Cloud to Partner Cloud to SPM, and experience everything live. But more important than anything else, while you're here, experience the community. And I want to invite up one special Sales Blazer today, Candy Bashiri, to answer a couple of questions. Candy works as the Director of System Sales Operations for Lynx Software Technologies. Come on up to the stage, Candy.

Thank you.

She's a sales blazer. She's constantly giving back, doing incredible things for the community. Thanks for being here with us today, Candy.

Yeah, thank you for having me.

So you've been in the ecosystem for 25 years. There's a halo effect around you. You lift people up. You've really inspired women in technology, and, and the stories I hear about you are truly amazing. 25 years is a long time. What's kept you coming back?

Well, when I first joined the ecosystem, I really didn't know what to expect. like everybody else here, you know, just trying to learn something. And what I found was the community was set up with people just like me, like all of you, trying to figure things out. And then they were just helping each other, answering questions, you know, best practices, what shouldn't I do, or, you know, just tips and tricks. And then over time, as I learned and my skill set and my confidence built up, I started answering questions, and this whole cycle of give and get and teach and learn, that's what keeps me coming back. And I do it regardless of whether I know a product or not, or if I'm doing something brand new. So—

That's amazing. Oh, and speaking of doing something brand new, you recently implemented Spiff for your commission engine and forecasting.

Yes.

So for anybody out there starting out with something new, what advice would you have for them?

So it's kind of my 3-pronged approach is get grounded in Trailhead. You know, they have the concepts, the use cases, and understanding the foundations of what it is that you have in your hands here. Second, find and take the time to find the right implementation partner. because they have to work the way you work and, you know, their success is your success. Obviously, it's a partnership, right?

Yeah.

And finally, do not underestimate the community who is going to be there because you're gonna stumble and somebody has already figured something out or they can spark something that kind of points you in the right direction. So community's everything. It's the most underrated I think, asset that Salesforce has to offer. So, to me, it's the most important thing. Love you guys.

That's amazing advice. Amazing advice. I fully agree with it. You know, Candy, we know you're a 2026 All-Star Salesblazer. You know, we look at you and how you're lifting people up around you, and we see that as real leadership. And so, from myself, from the community, we'd love to award you with a golden hoodie. Congratulations, Candy.

Oh my God.

Congratulations, Candy. Everybody on your feet for Candy. And with that, thank you, everybody. Have a great Dreamforce. Congratulations, Candy.