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What's up?
Hi there.
Welcome.
Welcome to Release
Readiness Live.
We want to start off
by saying thank you.
Is RRL about to start?
(SINGING) Let's
get it started.
[LAUGHS]
RRL.
It is important to watch
Release Readiness Live so
that you get a
snippet of the coming
attractions of the
functionality that's
coming from Salesforce.
We really focus
on the features
that are going to be most
useful and impactful.
I get to find out what's
new, what's coming.
It's exciting.
It's a way for me to see,
not just read, not just
experience through webinar
but see a real person
talking about
what's important.
RRL.
We'd love to hear what
your questions are.
Your feedback
is so important.
I think that's one of
the most amazing things,
actually, about the
Salesforce ecosystem
is how involved
trailblazers
are with the evolution
of our products.
I love getting questions
during Release Readiness
Live.
Sometimes you never know
what you're going to get.
People could ask
potentially anything.
Really helps me think
about things as I'm
developing a feature.
With Release
Readiness Live,
you get the
great opportunity
to actually hear from the
mouths of the people who
spend a lot of
time thinking
about what exactly you all
as Salesforce developers
and admins are actually
wanting to see.
And also informs us how
we can improve the product
going forward.
RRL.
The reason why we
stick with Salesforce
is because we feel
like we are heard.
I feel like I'm helping
make decisions--
hopefully, good
decisions-- that
will benefit all
admins, all developers,
all architects.
That's a good feeling.
I feel like we're
a part of something
greater together.
We'll see you next
time in the cloud.
RRL.
RRL.
Let's get started.
Welcome to Release
Readiness Live.
I'm your host Gillian
Bruce coming to you
live from San Francisco,
where I will be joined
by product managers who
are going to show you
the latest and greatest
innovations coming
with the spring
'24 release.
Now we might cover
some roadmap and future
looking technology today.
So I need to remind you
that you should only
make purchasing
decisions based
on currently
available features
and functionality.
Now with that
covered, I want
to thank you so much
for joining us today.
By tuning in and giving
us your feedback,
you help make Salesforce
products better.
And we've got a
lot of products
to talk about because
this is Release
Readiness Live week.
We are kicking off
right now with sales.
We're going to have CRM
analytics later today.
And then tomorrow,
we're going
to be covering
service and flow.
And then on Thursday,
one of my favorite shows,
the admin preview as well
as the developer preview
are going to be coming
to you live right here
on Salesforce+.
But for the
next hour, we're
going to focus
on Sales Cloud.
We're going to cover
account management,
pipeline inspection,
forecasting,
sales planning and
maps, sales engagement,
Einstein Conversation
Insights and Einstein
Copilot for Sales
and probably
even more than that.
But before we
get to it, let's
talk about how you can
participate in the show.
We've got a special guest
here to help you out.
Hi, Mo.
How's it going?
It's going great.
Thanks, Gillian,
for having me today.
And what's up,
trailblazers?
Thank you so much
for your time today.
My name is Mohith.
And I have the
pleasure of collecting
all of your questions
today for our panelists
here.
Now I want to walk you
through the process
of collecting these
questions, how we are
going to be doing, what
channels we are going
to be listening.
So primarily,
we'll be using
three different channels.
First, the
Trailblazer Community.
Here, post your
question and make
sure you use the
hashtag #SalesforceRRL.
And then in the
Salesforce+,
where you're watching,
just use that feed that
you see there.
Ask right there.
And then we are all over
our social media today.
We are over the
X, formerly known
as Twitter.
So use hashtag
#SalesforceRRL
for all of your questions.
And feel free to share
some of the fun emojis
and shoutouts
here as well.
So I'm really
excited, Gillian,
to get all of these
questions answered
from our panelists.
And we're going to
have a lot of fun.
So back to you, Gillian.
Thank you.
Yeah, it's
going to be fun.
Thank you for joining
me in the studio.
It's fun to have a buddy
actually on the set.
So I appreciate it.
Absolutely.
And yeah, definitely
keep those GIFs coming.
Keep your reactions.
We've got
moderators standing
by in both of
those chats to help
answer your questions.
OK, now we're going
to go ahead and get
right to it.
And so we're going
to kick off our Sales
Cloud-focused Release
Readiness Live
show today.
We're talking about core
SFA and sales planning.
And to do that,
we are going
to be joined by the
amazing Avanthika
Tibrewala, associate
product manager.
Take it away, Avanthika.
Thanks, Gillian.
And thanks, Mo.
I'm super excited
to kick us off
with all the exciting
innovation we
have for you here
with Core SFA.
So to start us off, in the
new Account Intelligence
view, you can see all
your account activity,
opportunities, and
cases in one place.
And this is not
only going to help
you grow your
spend, but it's also
going to help develop
those deeper customer
relationships.
Along those lines, the
Pipeline Inspection UI
just got much
more flexible.
So we've built a more
responsive and scalable
UI that will fit into
your teeny tiny screens
and still allow
you to focus on all
the important data.
We've also increased
the record limit
from 1,000 to
2,000 records
and have introduced more
complex filter logic
so that you can create
a more targeted list
of deals to focus on.
And with that,
forecasting brings you
more flexible and
customizable features,
too.
So with Forecast
Groups, you
can group and
view forecasts
by custom
segments to align
with your unique
business processes.
Forecast types are now
navigatable by switching
tabs.
And you can also have team
and manager adjustments
in column views
which show up right
next to the
original rollups
for a more holistic
view of your forecast.
And we are also
excited to announce
that with forecast
charts, we now
have a more enhanced
filtering capability
so that you can see
how each product family
and group is performing.
Now let's see all
of this in action.
So I'm going to start
my day in my new Account
Intelligence view.
And here, I can manage
all my new businesses
and keep those strong
customer relationships
going.
I can filter this list
to see all my accounts
with opportunities, look
at the open opportunity
amounts, when
their next close
date is so that I know
exactly what to focus on.
And in this handy
side panel view,
I can also see all
my latest activity.
Who did I talk to?
What did we discuss?
I can also see any
related open opportunities
and cases here.
The charts have also
gotten more responsive.
So say, I want to focus
more on my opportunities
here.
I can scroll up and
have my chart scale.
Maybe I want more chart.
And I can scroll
right back down.
And it's as easy as that.
Let me show you our
exciting new filtering
capabilities.
So say, I want to create a
new list of opportunities
whose amount
is, let's say,
greater than $12,000.
So I'm going to
quickly add that.
And another one where
they're all deals
in my negotiation stage.
I can modify my
complex filter logic,
hit Save and get a more
targeted list of deals
to look at.
Now let's look at
what we have here
for you in forecasting.
So as you can see,
the Forecast Groups
are now organized
by business units.
And I can further
drill into these
to see how my sales reps
are forecasting here.
I can also navigate to
the next forecast type
by switching between tabs.
And by scrolling,
I can use
this collapsible
single click
to look at my
adjustments that
show up right next to the
original rollup values.
I'm also excited
to tell you
about our new filtering
capabilities with charts.
So here, I have
a summary table
to show all my
supporting data.
And I can see any forecast
changes by business units
just by these
simple clicks.
But that's not where all
the fun innovation stops.
Let me tell you what
we have for you here
at Sales Planning
and Maps.
I'm super excited
to announce
that quota attainment
planning is now generally
available with Sales
Cloud to Sales Planning
product.
QAP is a platform
which helps
your sellers plan their
strategy for the year.
How are they going
to meet their goals?
What do these
goals look like?
And this is also surfaced
for managers, where they
can go in and see
their team's quota
plans at a glance and help
track and update progress
year round.
And with Maps Lite,
we're bringing
to you the power of
location intelligence
software directly
into your CRM
so that you can boost
your sales performances.
Let's quickly
hop in and see
what the seller's view
looks like for Quota
Attainment Planning.
So as a seller, in the
beginning of the year,
I've set my territory
level strategy.
I've also configured
my quota values.
And I can track my
plan attainment.
Here, I can also see
my gap to attainment.
If I scroll down in my
planning scratchpad,
I can see a list of
all the key accounts
that I care about.
Going into this one, I
can maybe edit my figures.
And you will see
that these numbers
are reflecting
changes in real time.
I also have the option
to add a custom row
for any planned
attainment that
is not an account yet.
So I've gone ahead
and added one
for new logos for
all the new deals
that I plan to
bring in this year.
Now let's look at
the manager view.
Managers can see their
entire team's QAPs
at a glance.
And this can tell them
who has done their QAP
exercise and who hasn't.
It's also a great
starting point
for a more
productive one-on-one
to track and update
your progress.
I also have the ability to
create a customized plan.
Say, this year
I want my reps
to focus on nutrition.
So I can add a row there.
Maybe I also want
them to focus
on selling product
A. And this
is going to be added to
their default templates.
So let's check back in
with Cindy, our seller,
to see if she knows
that Andy, her manager,
wants her to focus
on these things.
And as you can
see, these two rows
have been updated.
So that was a success.
And if we want to look at
the maps, with Maps Lite,
we now have the ability
to see accounts, contacts,
and leads list view
in a map format.
And this tells us exactly
where our customers
are located.
So we can make more
informed selling
decisions.
Clicking on the
marker on the map
gives me all
the key details
about this contact
so I can have a more
productive meeting.
I can also toggle between
these markers on the list
view to get a location
sense of where they are.
And it's as easy as that.
And with that, I'll give
it back to you Gillian.
Thank you so much.
Thank you, Avanthika.
Wow, that's a lot
of innovation.
I think a lot
of sales people
are going to be very
excited about those
forecasting innovations
because that's
all about the money.
Now Mo, I know
that you have
been checking on
what's going on
in the Trailblazer
Community.
A reminder to
engage with us.
Ask your questions on the
community or right here
in the Salesforce+
chat or on X, Twitter,
whatever we're
calling it these days.
Mo, what's happening?
Yeah, there is a lot of
buzz in the community.
I can see a lot of
questions on Salesforce+
from our
trailblazers here.
So there is a lot of
buzz, but let's start
with this very common
question that I see here.
How can I access the
new Seller home page?
I think, Mo, that
that question
is going to be
best for Ben,
who will be telling
us about the seller
experience soon.
But yeah, I'm sure we can
get right back into it.
OK.
Well, I have one for you.
OK, I want to
know, Avanthika,
how can I base the
opportunity to rollups
on a custom field?
You can actually
configure that
in your setup experience.
So yes, it's very possible
and very customizable.
Excellent.
Yeah.
Thank you.
Thanks for doing
that demo, too.
Of course.
Fun.
Yeah.
So fun.
All right, you have
any more for us.
Yes.
I know got more.
Yes.
Will the adjustments show
up as columns by default?
So no.
Currently, your
adjustments
will show up in a
hover by default.
But you can go into
your forecast settings
and have your
admin configure
it to be the collapsible
columns that I
showed before, yes.
I love that.
I mean, you showed
a lot of innovation.
What's one of
the things you're
most excited about
for spring '24
in your product area?
Honestly, I think it's the
new Account Intelligence
view.
I think it's going to be
a game changer with just
the way that AEs can go
in and make an impact
with their customers.
So I'm super
excited about that.
Ah, I love it.
All right, Mo, I
think we probably
have more questions.
I'm seeing them
file in here.
Yeah, the chat has
been on fire today.
All right, so will I
have the flexibility
to enter planned
attainment?
Isn't that existing
account for QAP?
Yes, you can.
And you can
basically do that
by creating a custom row
in the seller experience.
So the same way that
I created a new logo
row in the demo, you
can track any new deals
that you think
are going to come
in that aren't
accounts yet
by just creating
that custom row.
I love that.
I mean, it's really
great because the level
of customization that
you're now unlocking with
all these new spring '24
features is really great
because you can-- like
you said, you have--
I've got the
scratchpad view
and how everything is
updating real time right
there, all the
numbers are updating.
It's very, very cool.
Congratulations on that.
Thank you.
And as we say, we love to
keep our customers first
here at Salesforce.
So that's what
we've tried to build
our product around.
Yeah.
I mean, I bet it
must be really
rewarding to see how they
start using the product.
Definitely.
Have you gotten
any direct feedback
so far from
folks that you've
shared some of this with?
So it's actually
just newly generally
available.
So I'm really excited.
And I've been keeping a
pulse on what's coming in
and what people are
getting excited about.
Yeah.
I love that.
Awesome.
You got any more, Mo?
I'm sure there's
lots going on.
Yes, there is a
question from Cindy here
at Salesforce+.
Is the account
intelligence view
in Sales Console as well?
I'm not doubly
sure about that,
but I know the
Trailblazer Community
is a great place to
ask that question.
So I direct Cindy there.
Yeah.
And again, if
there's any question
that anyone viewing is not
getting the right answer
to, just a reminder,
Sales Cloud
is a very big
product suite.
And we only have three
amazing product managers
with us today.
So if we don't
get your answer,
please ask it in the
Trailblazer Community.
And we'll be sure to
follow up and get you
an expert answer.
All right,
Avanthika, I just
have one more for you.
Can pipeline inspection be
used with a custom amount
field?
I do not think so, but
again not 1,000% sure.
It's really to get
in the weeds here.
OK.
Yeah.
So ask that question
in the Trailblazer
Community.
We'll be sure to
get you an answer.
Thank you so
much, Avanthika.
Thank you so much.
Yeah.
I appreciate it.
Now we are going to
keep this Sales Cloud
fun going for spring '24.
Next, we're going to
focus on sales engagement.
And to do that,
we are joined
by Ben Tannyhill,
associate product
manager.
Take it away, Ben.
Thanks, Gillian.
I'm really excited
to go through sales
engagement today and
what we have coming new
to the spring release.
Let's dive right
in and start off
with Sales Cloud
Everywhere.
With Sales Cloud
Everywhere in spring,
we're going to be
releasing what's
called Contextual
Insights, which
will surface important
details to the seller
as they're
browsing the web
and going about
their normal work.
We're also excited about
some adjustments coming
to the workspace from
Everywhere as well.
Our email productivity
is getting better
in the spring release.
Einstein Sales
Emails is now
going to pair directly
with custom prompts,
allowing for more
prompt adjustment
from our admins here.
And we are going to be
allowing for grounding
emails using records
and logging emails
even faster.
We are excited
to be rolling out
the new Seller Home,
which Mo mentioned.
The Seller Home is
this awesome place
for a seller to
get a bird's eye
view of their
book of business
as well as some
adjustments coming
to the contact and lead
intelligence views.
And finally, a
personal favorite,
we are rolling out the
Cadence Builder 2.0.
All of this is
coming in spring.
Let's jump right in
and show off some
of these new adjustments.
Let's actually start here.
So Sales Cloud Everywhere
is the perfect way
to take the power of CRM
to exactly where I work.
I can pull up the
extension here
on the right-hand side.
And now with
contextual insights,
I can get all of
my relevant account
info surfaced on
the right-hand side.
I can jump into Welo
High Tech's page here.
I can take a look
at important details
on the account.
And I can even
create or contact
a lead, an event,
anything I need.
Let's create a
quick contact here.
Great.
Now that we have Janice
added into our account,
we can add her
to a cadence
when we're ready to
automate outreach
to our friend Janice here.
We'll get that
cadence started.
Let's get that
one going here.
And perfect.
Now when I'm ready to
update my pipeline,
I'll head over
into Workspace.
Looks like my login
has expired here.
We're back.
Now within
Workspace, I can
update all of
my top records
with just one click.
I can select
multiple here.
And now, I'm ready to go.
Change all of those
negotiated accounts to
closed one.
And I can continue
with my day.
Moving forward to
selling rather than
spending too much
time updating CRM.
Now let's jump
into what we
have coming to the New
Einstein Generative AI
Sales Email.
It's getting even
better this release
as we've paired directly
with Prompt Builder
to allow for
custom prompts.
So right here from the
Prompt Builder page,
I can create a new
prompt template,
or I can jump into one
of my existing prompts.
Take a look at the prompt,
make some adjustments,
and even see some of
that response that
might come out
for my sellers
when they're crafting
emails using that prompt.
From a seller's
perspective,
as I'm going about my
day doing my selling,
I can start the
email composer here.
Hit Draft with Einstein.
And now, I can see those
custom prompts that we
were working with before.
And after a couple of
minutes of loading here,
I can make some
of the adjustments
that I need before sending
off this generative AI
email.
Always important
to do a last check.
And I can get that sent.
Now I'm back in my email.
And I'm taking
a look at some
of my recent contacts
from my prospects.
And I'm painfully
reminded that logging
manual activities
takes time away
from my selling.
But luckily now when
I'm in my email,
I can very quickly
log those emails
with just one
click of a button.
That's all there is to it.
Once that's
logged, I can know
that that's going to
be safely tucked away
in CRM.
And even when I'm
composing emails,
let's say I'm writing a
quick email to Sam here,
after I compose
that email,
I can very quickly
hit Log on Send.
And as soon as that
email is sent out,
that will also be
updated in CRM.
Very simple here when
I'm working in my email.
Let's head back over
to my Seller Home here.
The Seller Home,
like I mentioned,
is the perfect place
just to get a quick view
of my book of business.
So it looks like
in the Seller Home,
I can see that I'm doing
OK with my monthly goals.
It looks like I'll need
a schedule a couple more
meetings.
I can see that there are
a couple of tasks I'll
need to take care of.
I might want to set
aside another hour today
to take care of those.
And I can see that
Einstein has actually
recommended a new
contact for me.
From this page,
I'll actually
go ahead and add that
new contact right away.
Great.
And actually, as I've
added that contact,
I'm reminded
that there are
a couple of contacts
that I haven't
heard from recently.
I'll go ahead and click
this View Contacts
button, which will
take me to the Contacts
Intelligence view.
From the
Intelligence view,
I can get a good look
at all of my contacts,
including those that I've
attempted to reach out
to previously.
Let's go ahead and dive
into my friend Sam here.
Open up the side panel, I
can see that Sam actually
has an open service case.
So I'll definitely want
to touch on that with him
the next time I reach out.
In the Activity
tab here, I
can see some of my recent
engagements with Sam.
And it looks
like I actually
have some unopened
emails from Sam
that I'll want to
reach out to him about.
It seems like this is
the perfect place for me
to address that
case and some
of the other concerns
that Sam might have.
So I'll go ahead and
send an email here.
I might even use
one of my custom
prompts from
Einstein here.
And lastly, I'm excited to
touch on the new Cadence
Builder.
The Cadence Builder is
really the perfect way
to design playbooks
for my reps
when they're reaching
out to contacts like Sam.
The new Cadence Builder
uses a system of tracks
rather than branching.
So it's a little
bit of an adjustment
from the old builder.
But this system
of tracks allows
for more
customizability, and it
will save me a cadence
builder a lot of time.
So now I can pull in
some of these steps
on the left-hand side and
just drag and drop them
in.
And once I've
designed and edited
some of these steps,
I can come over
to this new
positive track.
And here, I can create
the perfect set of steps
for my reps to
follow once they have
some kind of
meaningful connection
with one of
their contacts.
And rather than
having to do
this for each
and every step
like I had to do
in the old builder,
I just have to
do this one time
and set some of these
track entry rules
as conditions for
moving targets over
from that main track
to the positive track.
So I set that once,
and I am good to go.
So really excited about
all of these adjustments
coming in the
next release.
And I will send that
back to you, Gillian.
Thank you so much, Ben.
What amazing innovations.
I mean, you gave us a
little prompt builder
tease.
I think people are
excited about that.
Now as a reminder for
all of you tuning in,
please ask your
questions live.
That's what this
show is all about.
So please ask your
questions right here
in the Salesforce+
chat or ask them
on the Trailblazer
Community or ask them
on the socials.
X is where it's at
hashtag #SalesforceRRL.
All right with that, Mo,
let's check in with you.
What's going on online?
It's amazing to see some
reactions coming out here
on Salesforce+ chat.
Andrew on Salesforce Plus
chat says prompt builder,
and then there are so many
exclamation marks there
that I can't even
count for that.
So it seems like
our community
is totally excited,
totally stoked
with this feature.
And then we have some
questions for you, Ben.
One of the questions is
a lot of our trailblazers
are still using that
old Cadence Builder.
Can I still use the
old Cadence Builder?
Yeah, that's a
great question.
For the time being,
yes, our users
will be able to use the
old Cadence Builder.
We are going to be
dedicating our resources
to that new
builder because
of these awesome
new functionalities,
especially with tracks
that we have coming.
But for this release,
yes, our customers
will have access to
that old builder.
Give people
some time to get
used to the new stuff.
That's exactly
right, yeah.
Because once you
use it, you're not
going to want to go back.
That's exactly right.
And give them
a little taste.
All right, Ben, more
questions for you.
You are now in
the hot seat.
So welcome over
to the hot seat.
Avanthika warmed it up
for you and now it's--
[LAUGHTER]
So let's dig
into Seller Home.
How do I access it?
Yeah, the Seller
Home is actually--
it's accessible for
anyone using the Sales
Cloud, Sales Console, or
Sales Engagement apps.
It's just the
default home.
And if you're not
seeing it right
when the release
comes out,
you might have a
custom home page
that's already assigned.
So make some
adjustments, and it
will be the default
home page for you.
Actually just
spun up a demo org
for something else
I was building.
And the new Seller
Home popped up.
And I was like,
this is awesome.
This is amazing.
What is this?
And now you just showed
me what it's about.
So thank you.
Yeah, absolutely.
Great to hear.
Mo, what do you got?
Yeah, so talking about
that Seller Home,
is that configurable
as well?
Yeah, good question.
It's not configurable
quite yet.
We are really interested
in our users feedback
on this, though.
So if any of our users
have ideas for ways
that we can adjust
the configurability
of that page, I
really recommend
that they go over
to the Idea Exchange
and shoot those
suggestions over there.
That's what it's all
about-- engaging,
giving us your feedback.
Tell us how we can make
the product better.
These are literally
the people
building the product.
So give them the feedback.
Use the Idea Exchange.
Use the opportunity
right now.
Now Ben, I'm seeing
a question come in
from Corey on--
I think it's
from Salesforce+.
I don't know where you're
asking the question from,
Corey, but we're going to
ask the question to Ben.
Where did the new account
suggestions come from?
Are they existing
accounts reassigned
from a manager, or are
they AI-suggested clients
based off of similar
clients on the web?
Yeah, great question.
One, it sounds like
Corey is referring
to what we have coming
in are Everywhere
side panel.
Those accounts are
being suggested
based on the web content.
So you could see that I
was browsing that Welo
High Tech site.
And so that
was the account
that got pulled in on
the Everywhere page.
If Corey's asking about
the contact suggestions
that we saw in
the Seller Home,
those are contacts
being pulled
from my email most likely
using Einstein Activity
Capture.
I love that.
Thank you for giving
us a little sneak peek
behind how it all works.
Oh absolutely.
That's what we do here.
Well, thank you
so much, Ben.
We are going to
keep the Sales Cloud
goodness going
because we've got
even more to talk about.
And you gave a little
taste of Prompt Builder
excitement, but
now we're really
going to dig into
Einstein because we're
going to get into
Einstein Conversation
Insights, Einstein
Copilot for Sales, Sales
Programs, and a little
partner relationship
management goodness too.
And to do that, we are
joined by Aubrey Gavin,
senior product manager.
Aubrey, take it away.
Thank you, Gillian.
I'm excited to
bring it home
with the last but
not least Sales Cloud
Innovations, kicking
it off with Einstein
Conversation Insights.
ECI is our intelligent
conversation insight
platform built on top
of Sales Cloud that
helps you analyze
and garner insights
from all your voice
and video calls.
New in spring '24, we
have the Einstein Call
Explorer, which uses gen
AI to answer any question
that you may have on a
voice or a video call.
This is going to
allow you to save time
by not having to read
through the entire
transcript or watch
the entire video to get
at the information that
you're looking for.
And we're also
expanding our ecosystem
to include new video
and call providers.
Next, continuing the
Einstein goodness
is our brand new Einstein
Copilot for Sales,
which is coming beta in
the spring '24 release.
Now this has been a
super awesome and new
innovation so
we're not going
to get to it in the demo.
But the real goal here
is to unlock autonomous
selling and a
copilot for your reps
to get from
prospecting to close.
So inside CRM,
your reps are
going to be able
to update, search,
and summarize CRM
all contextually
on whatever
opportunity or account
or contact you're on.
And sales reps
will also be
able to ask Copilot
to generate a sales
play for an opportunity
which will help give them
next steps to help
them close that deal.
And we haven't forgotten
about the managers
with Copilot.
So with Copilot,
we're going
to have a new action
called Forecast Guidance.
This is going to help
managers understand what
the biggest areas
of risk are and gaps
are for hitting quota.
So we're super
excited about Copilot
and you'll be able to see
and hear more about this
in TDX and other
upcoming sessions.
Next is our Sales
Programs product
which allows you to
increase seller impact
by running and being
able to track new sales
initiatives.
And new in spring
'24, almost all Sales
Cloud customers
now get access
to a free version of this.
We think that this
is really going
to be super impactful.
So reach out to
AE to figure out
how you can get access and
a few other innovations
that I'll show as well.
And finally,
bringing it home
with partner relationship
management or PRM,
this is the perfect
way to extend
your internal sellers
to external sellers.
And we have a ton
of new innovations
around channel management
analytics, gen email
for partners, which you
saw Ben demo earlier
for internal reps, and
finally, partner tracks,
which is our brand new
onboarding and enablement
solution native
within PRM.
So let's look at all of
these in a quick demo.
Starting out with
ECI, I can see
I'm on the ECI home page.
I have some new filters
like manager, language,
and date to help
me understand which
calls I'm looking at.
And I'm going to dig into
a few calls on Genius
Solutions.
Now this is a competitor
that has been rising
and mentions over
the past year.
So I really want
to investigate
how my prospects
are talking
about this competitor
and how my sales team is
faring in response.
So using the new
Einstein Call Explorer,
I can ask
questions directly
to Einstein
about this call.
So for example,
I can ask it,
What did the prospect say
about Genius Solutions?
And this is
going to give me
a response about what
they said to help give
a sentiment analysis.
And I can also ask
any other question
like, When will they
be ready to follow up?
or anything else that's
going to save me time.
Then next, as I
mentioned, we're
expanding our ecosystem.
So listening to
customer feedback,
we've now expanded to
authenticate accounts
with Microsoft Teams
and Google Meet.
And then also,
those new voice
connectors like Amazon
Connect, Dialpad,
RingCentral, and Aircall.
Next is our Sales
Programs feature.
So as I mentioned,
this is now
for free in almost all
Sales Cloud editions
once your admin has
it set up in Setup.
And what this really
allows you to do
is build programs for
different initiatives.
So in this case, I
saw Genius Solutions
was rising in mentions.
So I want to build
a program that's
going to help enable
my reps when they come
in contact with
prospects who are talking
about genius solutions.
So this program is going
to help me win back
those deals and
educate my reps
about how they should
be talking about it.
And with our new
self-enrollment feature,
I can actually share this
out to all of the reps
in my territory to make
sure that anyone when
they come in contact with
Genius Solutions, again,
they know how to
talk about it.
And finally,
these programs
can now be surfaced new
in spring '24 within PRM.
So any time you want
to enable a partner,
teach them about
a new offering,
help them uplevel
their status,
get them started with
registration, you
can build all of
these different types
of program and surface
them natively within PRM.
And once those programs
have been delivered
and partners are
making interactions
through programs
on the site,
here, you will be able to
monitor their progress,
program completion
along with other metrics
like lead, lead
conversion rate,
opportunity amount for
partner in the brand
new Channel
Management Console.
So that's it for my demo,
and I will pass it back
to you, Gillian.
Great, Aubrey.
Thank you so much.
Now as a reminder,
I'm sure you've
got questions.
Aubrey just
showed you a lot
of great new innovations.
Ask us your questions.
You have the
opportunity right now
to get your question
answered either
from Aubrey or any of
the product managers
that you've
heard from today.
Ask away in the
Salesforce+ chat that you
see right now or on the
Trailblazer Community
or on Twitter or X. Mo,
I still don't know what
I'm supposed to
call it, but hashtag
#SalesforceRRL, right?
Yeah.
[LAUGHING]
What's going on,
Mo, speaking of which?
Yeah, there is
a lot of buzz
about all of these
features, especially
Copilot here.
And I have a
reminder from one
of our Trailblazer
Community
members, Squire.
Squire is like, Are you--
Oh, Squire.
He's our rockstar
RRL evangelist.
Yeah.
He's like, Are
you watching
Sales Cloud spring
'24 on Salesforce RRL?
Please do not miss out.
He knows.
I mean Squire is--
as long as Squire
is watching,
it means it's officially
our Release Readiness
Live.
That's how it goes.
But I bet we got
some questions, Mo.
Do you have the
questions now?
Aubrey is in the hot seat.
So let's take
advantage of her.
Yes.
Yes, definitely.
So there is a
question on Copilot.
So how do I interact
with Einstein Copilot?
Yeah, so in
every org where
Copilot is
activated, you'll
see a new Little
Einstein head icon
in the top right corner.
And then opening
that up is
going to pop out a side
panel, which slides over
to your CRM.
And you'll be able to
interact with Copilot
how you saw me interacting
with the Call Explorer
by basically
natural language,
typing in questions.
And it'll be a back
and forth in-context
conversation with Copilot.
I mean, it's
pretty incredible.
I love it.
I love it.
I know.
We've been talking
a lot about it
in the dev and
admin communities.
And it's going to unlock
a whole different way
to interact
with Salesforce.
Yeah.
I'm very excited for it.
And I know that your
team is working really
hard to create all
kinds of great content
at TrailblazerDX,
shameless plug.
If you want to learn
more about Copilot,
there's going to be a lot
more information there.
But we have other
questions too, Aubrey.
Let's go.
Mo, you got another
one for her?
Yes.
Can partner tracks be
used to replace my LMS
for PRM?
Yeah.
So any customers
who have--
if you have an existing
LMS that you're really
entrenched into and have
a lot of content in there,
you can actually
use partner
tracks to pull in all
of that LLMs content
natively into the
partner community.
But if you don't
have an LMS
or you're new
to the space,
you can also use
partner tracks.
It's backed by
Salesforce CMS
to house all your
content and use all of it
in there.
So it's kind of an
either/or depending
on what you already have
and what strategy you
want to use.
I love that.
OK, well, we've got
lots more questions.
And it's not just
for Aubrey anymore
because now you
are all done.
We have seen all of
the product you have
come to show us today.
But let's kind of dig in.
There's some
other questions
I think that popped up
from a little earlier
that I wanted to dig into.
So actually I
think, Avanthika,
this is for you.
This is from Elaine.
For Maps, how can you
restrict the Contact view
to the context
of the accounts
where you are part
of the account team?
If I'm not mistaken,
it'll reflect
to your territory.
So I think that will be
configured on its own.
Excellent.
Thank you.
Thank you, Elaine
for your question.
Mo?
There is a shoutout
from Andrew,
and I just
can't hold this.
So I'm going
to say it loud.
All, love seeing all of
the new AI built right
in Salesforce.
Yep, right in the context.
I mean, I agree.
Is that Andrew Russo?
If so, hi Andrew.
How are you doing?
That's great.
Yeah, people are
very excited.
Lots of new innovation.
We got more questions.
I'm going to go--
again, kind of go back
to a little bit earlier.
Ben, I think this is
a question for you.
Are email's getting
logged automatically
on Contact or Lead
Records without having
to manually search
for the record match?
Normally, it does it
at the person record.
This is from Jennifer.
Yeah, great
question, Jennifer.
You'll be able to see
on that side panel
within Everywhere
exactly what record
that Salesforce has
automatically picked up.
If you need to make
adjustments to the record
that it's being logged to,
you can right from that
side panel.
We're trying to implement
as much AI as we can.
Sometimes it's not
going to be perfect.
And so you might need to
make manual adjustments.
But every time I've
been playing with it,
it's been the
right contact.
That's great.
Well, and I always like
that when I view anything
with AI, I always
view it as like,
this is a draft
and a suggestion.
You need to be the
intelligent human
to actually make
sure it's correct
and it's what you want it
to be and make the edits
and all of that.
So I think just as a
PSA, I think, right?
Yeah.
AI is wonderful,
but we need
to put it to work for us.
Yes.
Absolutely.
Mo, do you have any
other questions?
Yeah, and this
is for Aubrey.
Is In-App Guidance part
of the new partner track
offering?
Yeah, so this has been
an Idea Exchange idea
for a very long time.
And we're super
excited to announce
that In-App Guidance
is part of the partner
tracks offering for PRM.
Still only works
with partner
licenses on top of PRM.
But yeah, we're super
excited to satisfy those.
I think it's like 10,000
ID exchange points.
Pay off those Idea
Exchange points.
That's great.
That's what
it's all about.
Again, Idea Exchange.
You're product managers.
Pay attention to it.
Right.
Absolutely.
All right, Mo, you got
any other questions
coming in?
Yeah.
There are a lot
of questions.
And I think this
is for Avanthika.
Will I have
the flexibility
to enter planned
attainment that
isn't an existing
account for QAP, Q-A-P?
Yes, you can.
So as I mentioned
on the Seller view,
you can just create
a custom route.
There's a button
right there.
Click on it.
Just type in
what you want to.
And if it's
not an account,
you can still track all
your planned revenue
that you want to
bring in for the year.
I love that.
Well, Avanthika, I'm
going to come right back
to you.
OK.
So this is a question I
think from Salesforce+.
Can we use Forecast with
the Territory Management?
I'm not sure.
Again, Idea
Exchange, best place.
[LAUGHTER]
Idea Exchange also,
you can ask it
on the Trailblazer
Community.
It's a great place
to ask if you have
any detailed questions.
Again, we've got three
wonderful product
managers here.
But Sales Cloud
is a huge suite
of products and features.
And so if we don't have
the expert answer right
here, we can
absolutely get
your question answered
in the Trailblazer
Community.
So make sure you ask it.
Let's see.
Mo, you got anything
else coming in?
Yeah, there is a very
interesting question
for Ben.
Can we build cadences
on custom objects that
look up to the contact?
That's a great idea.
Right now, we don't
have that functionality.
As part of this move
to the new builder,
we do have a lot more
functionality that's
possible with cadences.
And so it's something
that I would definitely
love to look into
more and maybe chat
with whoever asked
that question.
Awesome.
Yeah.
Well, I mean, hey, if
you ask that question,
reach out to Ben.
That's right.
You can probably find
him on the Trailblazer
Community.
That's exactly right.
All right, I've got
another question.
Ben, I'm coming
back to you.
People are excited.
Jennifer wants to
know from Salesforce+,
How are the goals shown on
the Seller Home page set?
Yeah, the goals-- like
I mentioned earlier,
the Seller home page
is not configurable.
And so that is one
part of the page
that is configurable.
You can adjust the
goals right there
from that tile.
There's a little gear
icon at the top right.
And you can adjust from
weekly to monthly goals.
You can adjust the number
of calls, meetings,
et cetera all right there
from the Seller Home.
That's great.
That's great.
Perfect.
Mo, your turn.
Yeah, I'm just looking at
a lot of these questions.
And again, I want to
thank everyone here
for chiming in with
all of your questions.
One of the questions
that we have is
around cadence again.
So if cadence has an
email to be sent and then
engage or some
other bulk way
was used to
send the email,
how will all of that work?
How do we allow
for cadence steps
to be completed in bulk?
Interesting.
Right now,
cadence steps are
meant as a-- well, that's
actually a good question.
When we send an
automated email,
those emails
are taken care
of like you would
guess, automatically.
And those are
done in bulk.
For manual
emails, those are
meant as a guidance
for the reps
to take care of those.
So they will actually
need to go through each
of their contacts
that have
a pending cadence
step to send out
those emails manually.
It is another
great suggestion
that we could look
into expanding
the way that
a rep can bulk
send out cadence steps.
Sounds like we should
have another conversation.
So many ideas.
It's happening.
Lots of great ideas.
And that's what I
love about this RRL
as like ideas pop
out of nowhere.
And you guys are
shaping our products.
Yeah, 100%.
And pushing our platform,
pushing everyone
to innovate better.
Yeah.
I mean, Mo, can we
just pause for a second
and talk a little bit?
You are a
developer advocate.
Yeah.
Welcome to our
URL, by the way.
Can you just talk
a little bit--
I mean, you see the
impact of what these--
you're kind of
the in-between,
between the product
team and what they're
building and the
actual community
and what they are
building themselves.
So can you talk
a little bit
about some of the
things that you're
most excited
about, especially
we have a lot of new
things on the horizon?
What are things
that you're really
looking forward to?
Yeah, I'm really
looking forward
to all of these
generative AI capabilities
because I think it's
just transforming
the way we think about our
application development.
Previously, we
used to imagine
all these business
applications,
create user interface
and conversational.
Like, just using
conversation
to accomplish
what you want
is a totally new
territory, I would say.
So it's just
changing how we
think about
application development
fundamentally.
And I think we
are rewriting
the whole narrative around
software development
here.
I mean, we are redefining
software development
at this point.
No big deal, just
totally changing
the way you interact
with software
and build things.
That's great.
Thank you, Mo, for
providing that insight.
I think we've got a few
more questions coming in.
So we're going
to come back.
I'm going to
leave you alone.
I won't ask you
any more questions
not for the next
two minutes anyway.
I make no promises for
the rest of the show.
But I think we want to
come back to you, Aubrey.
This is a question.
For sales
programs, can you
track the activities done?
Yeah, so that is
exactly the whole magic
of sales programs
and having it
integrated with your CR.
Because you can't just
like have a rep check off
like, oh, I logged
these meetings,
I did these calls.
You actually
have these things
called milestones
and measures which
only get automatically
calculated
once the rep actually
takes action in the CRM.
So the flexibility with
measures is super cool.
You can even extend it out
to Einstein Conversation
Insights to say, oh, only
count this as an activity
if my rep
mentioned "value"
or if my rep mentioned
this competitor.
So you can really
get really granular
around like training
that behavior
and making sure those reps
are actually following
the steps that
you wanted to
in that
prescriptive order.
So super powerful
being integrated
with Salesforce.
Well, and what I like
about that is it also--
I mean, if the reps
are doing their job
they are supposed
to do it,
it makes their
lives a lot easier.
Because they don't have
to do a separate logging
task on top of the work
that they're already
doing.
It makes it a lot
seamless for them
to get that sale done.
And they can see
their progress update
in real time as
they're going through.
So it just gives that
shared visibility
between the manager,
sales ops, reps,
and kind of that
connective tissue
to make sure everyone
is on the same page.
That's great.
That's good innovation.
I like that.
All right, Mo, you got
any more questions?
Yeah, definitely.
The questions
are just coming.
They are just coming.
And I don't know
who can answer this,
but I'll just pop in here.
So will EAC log emails
to custom objects?
Yeah, I can answer that.
EAC should be configurable
to different objects.
That sounds like
another question
that should be asked
to the Trailblazer
Community.
But I know that it is
somewhat configurable.
Awesome.
Awesome.
And I have this question.
You showed us all
of these features.
Are there going to
be any APIs available
for developers to be
able to customize them?
Sneaking in that
dev question.
I like it.
Yeah, absolutely.
With regards to EAC,
I'm not quite sure.
With some of the
features that I work on,
they are a lot more
seller-focused,
and so there
are less APIs.
We always have APIs for
our cadences, of course.
And I'm sure that
the other product
managers I'm with have
thoughts on that as well.
Yeah, so for the
partner tracks,
the new sales enablement
being brought into there,
we haven't released
the APIs yet
that will allow developers
to build those components
that you saw on the
community themselves.
But that is on our
current roadmap.
Awesome.
Awesome.
Love it.
API is making you happy?
Yeah.
Are you happy now?
Yeah, OK good.
Yeah, absolutely.
I love APIs.
I love how much
customization
we allow on our platform.
And I think that's
great for our customers.
They get the
flexibility to define
some of their processes,
think through them,
and also get it built
from developers.
Well, yeah.
And take advantage of
all this out-of-the-box
functionality and
then customize--
Extend it.
--it in a way
that makes-- yeah.
I'm always an advocate
for the out-of-the-box.
Yeah, the admin
inside of me.
Absolutely.
All right, so I
have a question.
And I think
actually, Ben, this
is going to come back
to you going back
to that home page,
the Seller Home.
Are goals on the home
page their own objects?
Can they be used
for automations
or reported on?
This is from Matt
on Salesforce+.
Yeah, great
question, Matt.
I believe that
they are not
usable in other locations.
This is something
that we've
talked a lot about
about extending where
those goals are visible.
Right now, it is specific
to the Seller Home,
I believe.
OK.
Thank you.
Thanks, Matt, for
your question.
All right, Mo,
you got more?
Yeah, there is a question
coming from Jennifer.
Jennifer, I just want
to say thank you to you.
You've brought some
great questions today.
Does quota attainment use
the standard order object
as the actual values?
I'm not sure about
that, but I'm
sure that putting it in
the Trailblazer Community
will get the best PM
to answer it for you.
Yeah, I love the
detailed questions
we've got from our folks.
This is how we learn.
And see, I mean, you're
all taking notes.
I can see it mentally.
I'm like, Should
we think about that
in the product?
[LAUGHTER]
I love it.
So I want to go back
a little bit to--
I got to grill
you, Avanthika,
about some stuff, things
that you're really
looking forward to
in this release.
Ben, I want to go to you.
Cadences was amazing.
The experience
was amazing.
What are some
things that you
are-- what's one of the
most exciting things
that you're
looking forward
to with spring '24 and
seeing how people use it?
Yeah, absolutely.
The way that I think
our team has thought
about this
spring release is
about focusing on what
matters for a seller.
And that oftentimes
makes them faster
at what they're doing.
As I mentioned a couple
of times in my demo,
a lot of updating CRM,
making adjustments,
building cadences, it
takes a lot of time
away from things that are
important to sales teams.
And so what the sales
engagement team has been
focused on doing
is scraping away
all of the things
that we don't need
and keeping sellers
selling rather than
worrying about managing
different parts
of Salesforce.
So I'm really
excited about the way
that some of
these innovations
have already done
that and the way
that they'll allow sellers
to focus on what matters
more in the future.
About sellers,
we got you back.
That's right.
That's the message.
That's the message now.
I'm going to come
to you, Aubrey.
Now I mean, you're working
on some pretty fun stuff.
Yeah.
What are some
really-- things
that you're most looking
forward to and seeing
how people use them?
Yeah, I'm tagging off a
little bit what Ben said.
I'm really excited about
ECI and sales programs
and just the capabilities
we're expanding on
to help coach sales reps.
Because in a
world where AI
is doing all of the
"easy" stuff, the more
autonomous tagging
activities,
reps really are
going to need
to get better at
doing the demos
and doing the soft skills.
And once AI is
doing that stuff,
reps are really
going to have to come
into their own in that.
So I think ECI being able
to track what people are
talking about,
deliver those programs
to help reps curate
their messaging.
So kind of those
soft skills coaching
features, I'm really
excited for us
to develop more on
those and hear more
from customers
what's going
to be interesting
in that space
because I think that's
where sellers are really
going to need a lot
of help in the future.
Well, yeah, I mean,
again, it kind of
comes back to this
human experience, right?
And if you are
selling something,
being a human selling
to another human
is really the
magic, right?
And so being able to
automate and use AI
to make some of these
logistical tasks
easier and more seamless
frees up brain space
and time to have
that human-to-human
interaction.
Exactly.
That's really great.
I'm looking forward
to that too.
I could definitely use
some AI in my life.
[LAUGHTER]
Mo, what you got
going on over there?
That is a very
general question on,
Is this session being
recorded if you'd
like to answer that?
OK, who asked that?
That's an easy one.
Well, yes, so we
are live right now,
but this is going to
be available on-demand
almost immediately if not
later today, possibly.
And you can come back.
You can watch these
amazing demos.
You can go back and see
what the answers are.
Maybe you didn't get to
watch the whole thing.
But yes, you will
be able to view this
on Salesforce+ for the
remainder of the spring
release and then some.
In fact, you could go
back and watch winter '24
if you wanted to.
But you don't need
to do that right now.
You're with us live.
And just as a
reminder, please ask
your questions, right?
Ask your questions in
the Salesforce+ chat that
you're in right now.
Ask them on the
Trailblazer Community.
I'm sure there's some
really good, meaty ones
on there.
Maybe there's
questions on there
that you want to
try to answer.
And also, we're on
Twitter, X, whatever
we're calling it.
I'm always going
to say that.
Now it's like it's
not just Twitter.
It's like X or
whatever it is.
But hashtag
#SalesforceRRL.
We have some more
questions coming in, Mo?
Yeah, there is a
question, very interesting
question, actually.
Will we be able to see EAC
email activity on mobile?
That's a great question.
I'm sure our mobile
PMs are really
excited to answer that.
I'm sending it over to
the Trailblazer Community.
Good pivot.
Good pivot.
And we'll make sure to
tag the right mobile PM
in that question to
get that answered.
That's great.
All right, well, there are
more questions coming in.
We will continue to
get them answered.
I think if there was one--
we have TrailblazerDX
coming up,
which is a great
event for all
of our technical
audiences.
I bet everyone who's
viewing right now should
at least have it on your
agenda to try to attend
in person, or you're going
to be able to view a lot
of it on Salesforce+.
How many TrailblazerDX's
have you been to?
Aubrey, you first.
I have actually
not been to any.
I usually have just
been to Dreamforce.
I think four Dreamforces.
Maybe this year will
be my first TDX.
All right, I'm going
to drag you into TDX.
You will have no choice.
Ben?
I haven't been either,
so I'm coming along.
Yeah.
OK.
All right, is it going
to be a trifecta?
Plus 3.
OK.
Great.
So I'm going to personally
escort all three of you
to Moscone for
TrailblazerDX
because there's going to
be a lot more information
about the products
that you shared
and really enabling our
technical audiences,
our admins,
our developers,
our architects,
our super users.
Anything you want to
add about TrailblazerDX?
Mo, you're a little
bit involved.
Yeah, it's not going
to be my first time.
[LAUGHTER]
Definitely.
I've been to at
least five of them.
And yeah, I think
TrailblazerDX
is a great conference.
I like that it is a
little more deeper
into the content, right?
I like that we
actually dig deeper
into the setup
experience for admins
or even for developers.
We can go deep
into the APIs.
And also, it's an
opportunity for us
to also hear from you,
what you are thinking
about our products.
So be sure to
definitely join us.
There's going to be
a lot of workshops.
That's what I
heard this year.
There's going to be a
lot of hands on workshop
for developers.
So I think it's a
great opportunity
to come there, experience
all of our products.
Not just hear
from us, right?
Experience right
there and gain
that practical expertise.
And also, things are
changing so rapidly.
You got to keep it up.
And I think it's a perfect
conference for the AI
era.
Yeah.
Well, there you go.
I mean, you've
been working
on the messaging a
little bit I can tell.
[LAUGHTER]
Yeah, so sorry for the
TrailblazerDX aside.
But I just wanted
to really help
our audience
know this is how
you can help get hands-on
with the products.
You're going to get
access to these three.
I'm going to make sure
that they're there.
And it's just another
really great way
to get up to speed
with everything,
all the innovations.
We've got more
questions that
are going to
come in, but I
think we're going to
get ready to wrap now.
[LAUGHTER]
I just got a sign.
But thank you so
much for joining us.
Thank you, Aubrey.
Thank you, Ben.
Thank you,
Avanthika, so much.
Those demos
were wonderful.
And congratulations on all
the amazing innovations
you and your teams
have put together.
It makes a big difference
in the day-to-day lives
of our users.
So thank you.
Thanks, Gillian.
And thank you,
Mo, for joining me
on the broadcast.
Absolutely.
It's always a pleasure to
collaborate with admin.
I mean, you know--
I don't get to collaborate
so often with the admin
team.
We'll fix that.
We'll fix that.
I'm on it.
I got a lot of to-dos
after this one.
But thank you all so
much for tuning in.
Thank you for
your questions.
Thank you for
your feedback.
Like I said,
our product only
is as good as it is
because of the feedback
you provide us.
And so if you
have a question
and you're watching
maybe the recording
or you didn't get a
chance to ask it live,
please ask it in the
Trailblazer Community.
We will go through
and make sure
that we get expert answers
to those questions.
And it's a great way--
everyone can see
the question.
Everyone can
see the answer.
So make sure you do that.
Now we've got lots more to
cover for the spring '24
release.
So be sure to
tune back in.
And in just a
little over an hour
for CRM analytics.
But we've also got
service, flow tomorrow.
We've got admin and
dev on Thursday.
So make sure you continue
to tune back in to us
on Salesforce+.
And like I said, we'll be
back in just over an hour
with CRM analytics.
So have a great day.
And we'll catch you
next time in the cloud.
[MUSIC PLAYING]
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Questions about Salesforce+? We have answers.
What is Salesforce+?
Salesforce+ is the free streaming service for business. It’s a place to watch live events and original series that help you grow your career and company, on your own time. Salesforce+ is produced by Salesforce, so you’ll find our company’s big events like Dreamforce here — as well as new original shows and virtual learning made for your role and industry. Everything is free and unlimited.
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