Salesforce

…So how we did it was a lot of our data was logged in Salesforce , but we also had these beautiful visualizations in Tableau where we could assess our in-my-number deals , and then we were also looking at strong backfill .…

…Some, like Salesforce and Microsoft, have published data processing addenda that address AI training.…

…I'm looking at Salesforce HubSpot, the ability to produce um, really accurate forecast data, uh, very uh, informative, uh, pipeline dashboards, things of that nature.…

…Luna: And what was their attribution setup? Lucas: They were using a standard last-touch model in Salesforce, with some custom fields tracking campaign influence.…

…You own salesforce.com, all scaling, all that tool.…

…Right , if we think about salesforce hubspot gong , uh , outrage , like , these are fantastic tools , but they have different purposes , right , and the reason I say none of them actually help you close deals because none of them help buyers buy .…

…I mean, I came from one and I know, of course, many, many others, with the introduction of the Internet at some point in time, and then later on, you know, uh, Salesforce driving software as a service, uh, running applications that were normally running on premise.…

…You know, you get so many requests for products throughout the system and how do you solve that challenge? And so in both of those cases, whether your data lives in SharePoint or in Salesforce or in your database for your product usage data.…

…You've had this long career in B2B software, founding companies, working at Salesforce, Clary, Gusto, Angel Investing.…

…things, but the first thing that we did that really took off, um, was this thing called experiment tracking, which actually, whenever I talk to sellers, I always say, you know, this is kind of like salesforce for, um, your, your AI stuff, right?…

…Luna: So what's the play when you're the challenger trying to carve out a space against an entrenched vendor? Lucas: There's a framework I've seen work at companies like Salesforce and HubSpot.…

…And it's the opposite of what people complain about Salesforce or Jira or whatever, like you use Jira, it's got a lot of features you could imagine, vibe coding, all of those features pretty quickly.…

…So a HubSpot or Salesforce, you should be able to get a very simple data dump of what you sold and wins and losses to kind of see what's going on.…

…And then I want to back up a little bit or zoom out rather, because, so talking about Salesforce, talking about HubSpot, kind of looking out at the whole sales and martech landscape, I mean, it gets referenced all the time.…

…If they're building it in, Salesforce is building it in.…

…Several sales engagement platforms now offer out-of-the-box prioritization models that plug into Salesforce or HubSpot.…

…And I know you were like, employee 36 at Salesforce, and I think you the story was you cold emailed Mark in 1999 and became the highest producing seller and sales manager, that sort of thing.…

…and CEO Zuora, a company that's been a driving force in the subscription economy for over 15 years and was recently acquired by Silver Lake and GIC for $1,700,000,000 Teen started his career at Salesforce as the 11th employee with Benioff literally being in a room when the idea of Zuora is conceived and has quite literally shaped how companies think about monetization in a world of it shifting from ownership to usership.…

…We have on our website or in our CRM, whether this is in HubSpot or Salesforce, I know we, we should not name, name brands, but like these are I think nine of 10 times used in, in by startups and scales, et cetera.…

…You spent nearly educate at Microsoft and Salesforce right as an enterprise accountant of managing multimillion portfolios achieveing top tier results, and you have definitely seen sales reps who kind of treat every interaction with the buyers as an opportunity to pitch…

…And of course this is pre-Salesforce buying Slack , and so you're kind of seeing it just sort of connecting the dots a little bit .…

…Salesforce, even though they're the biggest, you know, most well known.…

…You know, definitely use an automated calendaring system, whether it's Microsoft Bookings or at HubSpot PubSpot probably has it, Soho has it, Salesforce has it, Calendly, whatever it is, make it very easy for people to schedule with you, get automatic confirmations.…

…He's also currently the VP of Go-to-Market Strategy and Marketing at Momentum.io, a conversational data platform recently acquired by Salesforce, which means he's working with real pipeline data on how companies are actually adopting AI.…

…And my boss at the time taught me how to run a Salesforce report, very simple Salesforce report.…

…So for example, business users can start creating different configurations in their own applications, like I'm a salesperson, I connect gong to my Salesforce and granted access to read all my opportunity data in order to help optimize my sales processes.…

…It will register you in Salesforce, which is our registration system.…

…I asked our Salesforce admin to take it away.…

…Nora Hocke: This week on Fintech Files from BCG Platinion, we're joined by Patrick Heinen, Vice President of Solution Engineering at Salesforce, to explore the rise of agentic AI, what agents are, how they can be implemented successfully, and what this could mean for the fintech industry.…

…And so in terms of tools, are you using a tool like Dream Data or is it just Salesforce?…

…peaker A: Is that what you expect when you came from Salesforce?…

…Meg: I'm used to Salesforce being the single source of truth or HubSpot being the single source of truth.…

…And we're starting to think about how when we think about AI stealing with pride from organizations like Google and Microsoft and Salesforce that we've been engaging with, they talk about people who are literate, um, fluent and native and trying to find another functions.…

…their thing, right? Or if if we go back, roll, roll it back like I don't know, 15 years and they talk about um cloud CRM, well, if they're just focusing on that problem, that demand could flow to Salesforce.…

…I come from Salesforce.…

…Um, but it also then has to integrate with what we're doing out of Salesforce, Salesforce Shop as well, um, as well as other tools, Salesloft for example.…

…The market leader is Salesforce.…

…HubSpot and Salesforce.…

…Lucas: Salesforce launched its first product in 1999.…

…And then prior to that, spent many years at both Salesforce and VMware in a variety of different roles.…

…And then we're going to continue to add other things , like we're adding Salesforce , so we're going to pull what's available in Salesforce .…

…If you're Salesforce, you've got your leads, your contacts, your opportunities, and your accounts.…

…I came from Salesforce, which I had joined through the acquisition of Mulesoft.…

…And at the time Salesforce was, you know, really making a lot of inroads in the market.…

…He started as one of the first demand developers and now this Kasama, where he helps brands build and scale across Shopify, Salesforce and many more platforms.…

…They're really starting to go after Salesforce, which is kind of fun to see.…

…So whether that's Salesforce, uh, or Adobe in particular, it's a lot, it's a lot easier sell to, to add that on, to take a big risk and to go out with a challenger brand.…

…I spent a lot of time getting really good at using HubSpot, and Salesforce, and things like Marketo, really understanding what these solutions can do.…

…peaker B: And you and Dan met, I think at Salesforce.…

…Look at Salesforce - up five and a half percent in the same period.…

…Like Salesforce probably has like what, 20, 25 years of customer data, SAP has like decades of uh, transaction data.…

…Today, I'm talking with Drew Seacrist, Salesforce's 36th employee, early sales leader, and now CEO of Connect the Dots, an AI platform that maps real human relationships, not just LinkedIn connections.…

…doing as well because obviously we met um in Zan Jose but um tell us a bit about yourself C to start with yeah so hey everyone Curtis kle uh currently senior director of developer relations at Salesforce but I focus on slack as a platform so I've uh been there for a couple years now now uh I was first focused on growth and engagement for platform and then uh took over deel pretty recently about six seven months ago so…

…Like Liveramp or Salesforce has some solutions as well.…

…And you've already begun to talk about some of the ways that it gets connected here to various other applications, but talk about how you're integrating AI with platforms, uh, such as Salesforce and maybe HighSpot.…

…In 1999, we had a small startup in San Francisco led by Mark Benioff, Salesforce triggered a SaaS era.…

…Revop specifically, I got my first job at a company called Blue Wolf and they were Salesforce's biggest partner.…

…Even off-the-shelf AI scoring tools like those from Salesforce or HubSpot can get pricey at scale.…

…Clearbit, that was easy, right? But the Marigold's data acquisition, I mean, anyone who's ever done an ESP migration or bought an ESP and stood it up, or a- anyone who's ever done anything with Salesforce on the CRM side knows it takes time, it takes resources, and it takes a ton of technical due diligence to do testing and things like that.…

…Something that was not a big monolithic technical tool like Salesforce, but something that could be plugged in, let people use the tools that they already had.…

…So it's about 10, 10 minutes south of kind of the city center and just a couple minutes away from the Salesforce tower for anyone who knows the area.…

…And you guys are Salesforce native.…

…And it's interesting because my background is in Salesforce consulting.…

…00:00:41:21 - 00:01:04:05 Unknown She's built and scaled go to market systems at companies like slack, Salesforce, Cloudera, casual names that tell you that she's not theorizing things.…

…Luna: That's why you see Salesforce and Adobe doing well - they're embedding AI into existing software that companies already pay for.…

…And another company, Salesforce, which is a cloud based software company, they're serious that around uh, between 30 to 50% of all tasks are being done by AI and there have been layoffs.…

…Like we just added two whole uh, salesforces in the last two years worth of consumption uh, of new software.…

…And then you have the sales team, which has the CRM, and they're using something like a Salesforce made for tech companies to sell tech products, not made for aesthetic brands and beauty brands.…

…Got two offers in the sales teams of either Salesforce or Red Hat, and I chose to go to Red Hat.…

…peaker B: Typical example would be our customers would be using HubSpot for marketing automation and then the salespeople would be using Salesforce.…

…Just Melissa, think of how deeply embedded Salesforce is, not just as a piece of software, but as a, uh, as a way of thinking about the whole sales and business development process.…

…And Salesforce CEO Marc Benioff said his company's Anthropic bill alone will run about $300 million.…

…And even when I'm talking about not digital adoption platform, but you read the articles about Salesforce HubSpot, you know, they know they are old school and they want to change the model.…

…Who has repeatedly joined companies before the revenue engines existed and then built it from Siebel to Salesforce and C3AI and now you.com he's helped scale multiple enterprise software companies through hypergrowth and IPO.…

…So we all know that Salesforce started out, hey, we're going to charge by the user and then we can move into way more different pricing metrics.…

…Salesforce's $300 million Anthropic spend and what enterprise AI procurement actually looks like at scale.…

…Our CRM and Salesforce we use was, I guess now is marketing engagement, from a marketing automation standpoint.…

…One major tool that we use with Salesforce as well, just for.…

…If we go and look at Salesforce, HubSpot, all of these um, stocks like Atlasian, they've just like dropped over 50% in the last year because anyone can go into cloud code and by code their own SaaS solutions.…

…Um, I was right there right around the time as Cloud was coming, um, and had an amazing opportunity to go to this kind of new thing called Salesforce.…

…So we bought Salesforce that year, we bought Eloqua that year, and again, I was customer 12.…

…And the first big difference, uh, I think that we made is when we started connected Ringover to the business tools like CRM, uh, you know, Salesforce, HubSpot, and Help Desk like Zendesk or even like a recruiting software and ats.…

…So for example Salesforce pricing or Salesforce demo or your HubSpot pricing or demo.…

…But now that's on hyperscale and that therefore the old systems, you know, the Salesforce CPQ system, although we are, you know, on Salesforce and are a big fan of that platform that by the way, that's the thing we'll talk about later.…

…They log all of that in Salesforce.…

…They, in Microsoft, especially in Salesforce, I guess those are kind of the, the ones that come to mind, um, and even Meta.…

…Now with the new marketing team coming on, we're now able to take that and start working with our Salesforce platform as well as data cloud to start now building better profiles, better Personas for some of these new audiences that we're going after.…

…They'll be like, try Salesforce, try HubSpot.…

…If I'm a salesperson and I just had a Zoom meeting or a discovery call, I can then add that meeting afterwards in notes, action items, and all the details logged already in Salesforce.…

…We love our salesforce partner.…

…You know, either it's must have sometimes it's uh, a nice to have, you know, like how you know our Salesforce admin I've seen like uh, I said I think it's at any given date is almost 300 plus jobs are in the market today, not us.…

…The guy's like, I want Salesforce.…

…We were taking out uh, the 1960s mainframe, replacing it with Salesforce, putting Watson on top of it, uh, pulling the engine from healthcare and putting into support and then getting an entire organization to uh, to move away from the mainframe into this.…

…The CMO was putting, putting a proposal for Salesforce.…

…It is also very interesting because so the customers have different system of records that they've been signed up over the years and then think they had applications built for like Salesforce saps and Workdays of the Day and then each of them have their own database UI like custom business Logic just hidden and they're unable to speak to one another.…

…Are those disruptive to the existing SaaS, companies like Salesforce, Intuit?…

…So if you look at a company like Salesforce, and I've done, I think I've actually led three different Salesforce deployments back when I was a CIO cto, three different times, you know, that software really kind of shows its age and it's layers and layers and…

…because we are somewhere between companies like Klaviyo or ActiveCampaign which offers you know like I would say smaller easy solutions to smaller companies and between like big guys like Adobe or Salesforce which work on like this very strictly, I would say enterprise, enterprise market.…

…You've got a deep experience that you've been at companies like IBM, Salesforce, et cetera.…

…We've got strategic partnerships with Salesforce and Polk and Adobe and so forth.…

…As if somehow you're gonna join a company and sit behind a desk and you know, work on Salesforce dashboards and workflows all your life and you know.…

…And then there's salesforce+ // Let me read this quote to you from Colin Fleming, Salesforce’s Senior Vice President of Global Brand Marketing, // “We looked at the media landscape, where people are consuming content, and decided the days of white…

…When Salesforce came in, it was like, wow, look at this.…

…The ability to integrate with other back office applications, whether it's Salesforce or something else, is going to be critical.…

…And that was when I started to look into, like, what this idea of what exact Target was, what Salesforce is, uh, what smaller companies around Indianapolis at that time were.…

…Our CRM Salesforce has like tons of data.…

…Now, he's previously held senior transformation roles at Google and currently serves as the Senior director, Global Strategy and Transformation at Salesforce.…

…And you look at Most of the SaaS companies, they're basically producing that foundational data in there, whether it's a Salesforce or Slack or any of these, these various tools that you use.…

…peaker B: Yeah, um, so we have, so we use Salesforce for email communication with customers.…

…All that data is located in netsuite, in Salesforce, in our own database.…

…So I think um, if you think about marketing today, um, you're just using a ton of tools, right? You have your CRM, um, Salesforce, you have your marketing automation system, something like HubSpot or Marketo.…

…Um, before that I had a 20 year career, uh, starting at exact Target and um, later Salesforce after that acquisition running all of their pre sales advisory and go to market strategy functions.…

…A lot of enterprise platforms - Salesforce, Adobe, AWS - have built this into their ecosystems.…

…You know, every year we take all of our performance and digital reports and tools and numbers and, and take Salesforce and HubSpot and, and everything.…

…No, Salesforce has innovated as an example, and so has Microsoft.…

…And um, I had a contact who had worked at Salesforce and said, you know, like, if you really want to get into San Francisco, Salesforce right now is the place to be.…

…Uh, when you are leading, uh, enablement for Ringcentral and then Slack and then Salesforce officially itself, there's not much more of a pinnacle than being an executive in those companies and running enablement.…

…Tom Ridley: Yeah, so this is based upon entirely based upon data that both Salesforce and HubSpot did in order to understand what sales people are doing on their platform.…

…Everything of course is documented and integrated into HubSpot or Salesforce within your CRM.…

…What Mark learned from his experiences joining the rocket ships of, uh, Salesforce and ServiceNow as they doubled in size every four years.…

…And what did Salesforce do?…

…I think everybody just chose Salesforce, everybody chose Marketo, everyone chose 6Sense and they all kind of got to work and there was members of the team that go down and use those tools to the fullest extent and there wasn't like that m much else to be kind…

…Um, and what has made my life so much easier here at Sigma is we do have our data in cloud data warehouse internally when you snowflake and so the salesforce data, um, and you know, gong call recordings, we do record our sales calls um, and other sources of the enrichment data.…

…Uh, and then we, you know, made the decision to go to Salesforce.…

…Uh, in previous roles that I've had, we would routinely have leads that just somehow slipped through the cracks between HubSpot and Salesforce.…

…Well, Salesforce just bought another company for a billion dollars and your sales team's probably never heard of it.…

…Are they when they're hired, are they onboarded correctly? Do they have the tools they need to do their job? Do we have HubSpot salesforce set up correctly so we can see the deals coming in?…

…one of the things just as uh, a to set the context closed sits and kind of sits inside the tech sales stack and complements many of the other revenue intelligence tools out there, like Gong Clary, Salesforce.…

…Then like the data enrichment in CRMs such as like Salesforce, HubSpot Dynamics and so forth.…

…[SPEAKER_01]: and build drives a lot of the pubsack work at Salesforce and he's been doing it, you know, it's a before it was cool.…

…this is interesting because the conversation has been around, you know, is AI going to kill the systems of records? But you know, we know that that rise of enterprise software, whether it was your salesforces, your workdays, your saps, you know, all of those things were these systems of records for your data.…

…They may graduate to Salesforce, but we're building those muscles early on to track data and to run the business based on that data.…

…Travis Hailer is a Senior Director of Global Strategy and Transformation at Salesforce and the founder of the Neurological Nomad.…

…And this is around Salesforce because it really feels like HubSpot is leading the charge.…

…peaker C: So I think in B2B, I think Salesforce, I think what they've done from a brand standpoint is, is phenomenal.…

…like a M marketing automation platform like HubSpot, Pardot, Marketo, then kind of moved a little bit more onto the customer relationship marketing, you know, customer relationship CRM side of like Salesforce, Zoho, HubSpot, etc.…

…a system and then grow from there? Especially at the 10 million end, that's where people start or should start thinking about how do I make myself a platform? So getting more after the HubSpot, the salesforces, the Shopify, how can you actually make your platform an integral part of somebody else's business and actually help them grow their business off of the growth of your own platform?…

…from people, like, yeah, I do this report and I don't know, I send it over to X, Y, Z department, and I don't know, I don't hear back from them or, or, you know, I, uh, put it into, you know, Salesforce.…

…And this was about Salesforce's stock is down something like 40% year to date, so getting hammered.…

…54 00:02:33,280 - > 00:02:37,280 They've gone through Salesforce, Sales Soft, Snowflake, 55 00:02:37,439 - > 00:02:40,719 Infrastructure Canvas, and now they're on to Oracle's 56 00:02:40,719 - > 00:02:41,439 PeopleSoft.…

…Facebook, Cisco, Salesforce, and now you run your own solo practice and are building a workshop called The Story Workshop, which we're gonna get into later.…

…So there's a very large one, Salesforce.…

…A friend of mine, a senior rep at Salesforce, told me about a deal she closed for two point three million dollars.…

…David Fung is a former senior director at Salesforce with a 20 year tech career leading sales engineering teams across North America and earning three President's club awards.…

…We're going to explore why giants like intel, so Salesforce and Johnson and Johnson are pouring billions into startups.…

…my way up from inside, from the BDR world of cold calling and setting up meetings to inside sales at Oracle, uh, up to the field, uh, and really owning an account, uh, and then from there pivoted to Salesforce, um, when they were kind of becoming a mature sales, uh, organization in the federal space, uh, supporting the Department of Veterans affairs under Joe Marcourt, who I know you know, has been on your show in the past m.…

…Occasionally, you know, if you're moving to, like a big new platform, like on this Cel Salesforce or something, then you'll go through the process.…

…peaker B: Speaking to you, Salesforce Changing products and product names and pricing and even.…

…we equip our sales teams with the technology and the tools that they need to provide a really great, exceptional, best-in-class service? So after the transition to tech, I held an impactful role at Salesforce working in the retail and consumer goods sector.…

…His methodologies have powered growth at Salesforce to over a hundred million dollars just in the beginning, before it was a billion dollar company.…

…So we integrate with every major platform from M BigCommerce to Shopify to Salesforce to we've got customers who have still developed and maintained their own custom code and run a custom built shopping cart.…

…On today's show, my guest is Izzy Power, a senior specialist solution engineer at Salesforce, someone who's been with the company now for nearly three years.…

…It also integrated information from Salesforce and the company's human resources system.…

…peaker B: Salesforce cutting support roles but hiring more salespeople.…

…Mark Vandegrift Yeah, I think you know, we'll just call out Salesforce here because that's a good example.…

…171 00:09:03,120 - > 00:09:05,840 Now there's some ones that are more generic, if you will, 172 00:09:05,960 - > 00:09:10,279 and are bigger, like Microsoft Dynamics and Salesforce things like that.…

…So you know, on the big guy side, the enterprise side, Salesforce is by far the global market leader.…

…175 00:08:30,000 - > 00:08:34,720 I don't care if it's HubSpot, pipe drive, Salesforce, you've 176 00:08:34,720 - > 00:08:38,399 got an Excel spreadsheet, you've got a Word document, whatever it 177 00:08:38,399 - > 00:08:39,200 might be.…

…As I was doing implementations for Salesforce in the past, I ran into the franchise model.…

…Salesforce, Intercom, Linear, Asana, HubSpot, Webflow, our partners and Shopify and Stripe.…

…We are self -taught, almost no onboarding, just one day, hey, here's your Salesforce, here's your LinkedIn, here's your CRM, that's it, off you go, do something.…

…owner just using trello for is it for an example and having all your accounts or customers in a certain board or whether it's a big enterprise and and and you know implementing something like salesforce there's benefits to it so they're really dependent on the size of the operation and the level that they want to go to.…

…When I became number one at Salesforce, I had missed my quota three years in a row prior.…

…Consider these cases: Salesforce partnered with marketing automation expert David Newman: Their co-created webinar series attracted thousands of viewers and generated countless leads.…

…So imagine basically cross functional looking at Salesforce, Slack and other enterprise tools with different updates.…

…You know, we're seeing what they call the SaaS apocalypse of all the stocks of these big companies like Salesforce and others dying because other companies are coming in and able to, hey, we decided to do something different for our client and that's value to everyone else.…

…Salesforce, the cloud based software leader, is jumping 5%, trading around $173 a share.…

…Bullhorn acquired Employee, a Dutch provider of Salesforce solutions for recruitment agencies.…

…Salesforce is one of the most successful software as a service companies in the world today.…

…and leaders podcast today I am delighted to bring you the amazing Carlos Granda who is currently working as an operating advisor working as a mentor he's worked at companies like HG Capital Google Salesforce SAP um working as chief customer officer for a number of those organizations now he's moved from operator to advisor something that we talk about how he made that switch and also we delve deep into what it's really like…

…But it can also mean taking a closer look at the AI features in tools you already use, like Canva or Salesforce, or your email app But that’s probably not enough advice to do more than frustrate someone.…

…in the Martech business, I'd be pretty terrified right now that people would be creating good enough solutions to meet their actual needs as opposed to these very large solutions like a HubSpot or a salesforce where most user organizations are using 5, 10 or 20% of what the thing can do and they come to the realization, hey, I could make this myself.…

…So everyone from Adobe to Salesforce to Home Depot, lots of different types of organizations.…

…So I think you're going to see that now value flow through at the software layer and you know, whether that flows into Salesforce and ServiceNow and Workday or Box or goes to startups that are brand new like a cursor or something like that, you're going to see I think value creation happen really kind of across the ecosystem.…

…And so, yeah, they're like the Adobes and Salesforces, which, you know, are huge data players.…

…As you correctly said, across the APAC and Middle east regions, we essentially offer end to end digital transformation solutions working with uh, principals like SAP, Microsoft Salesforce, to name a few.…

…Early on I met Richard Socer who at that time was chief scientist at Salesforce uh was uh now runs uh u.com was the early angel investor in the company.…

…So whether it's HubSpot, Salesforce, we support over 15 CRM integrations.…

…So that's wherever it lives, whether that's in the cloud with the big three hyperscalers, or in SaaS or Salesforce, you know, countless others.…

…He eventually made his way to San Francisco and joined the sales and strategy and biz ops team over at Salesforce, where he drove initiatives in sales ops, partnerships and growth and served as the embedded strategy lead for A portfolio of more than 500 SMBs.…

…We link via your API into your Zendesk or your Twilio or your Intercom or your Salesforce or your front or numerous other integrations.…

…And it all kind of felt like one way or another of saying systems of record are dead and the salesforces of the world and the servicenows of the world are going to be totally disrupted by some AI native equivalent.…