00:00So what's your read on Dreamforce and Agentforce? Is it being adopted?
00:03Hey Caroline, great to be here. Thanks for having me. So I'm here in San Francisco at Dreamforce and I will tell you that there's a lot of talk about the agentic enterprise and what that means for customers.
00:13And what we saw yesterday was exactly what, with all due respect to Brody, we're talking about the need to show real customer adoption with real recognizable brands, talking about real business results.
00:25And I think what we've seen with AI is we went from sort of fear of missing out in the beginning to what we're calling FOMU, the fear of messing up now.
00:34Customers are really concerned because they experimented on those big projects that you talked about that didn't necessarily yield results.
00:41And so are they more willing to experiment with a known trusted partner that's already part of their overall spend from an internal software basis?
00:50Or are they more willing to go out on a limb and try the new recruits that are coming in terms of startups?
00:55Well, we definitely heard from Salesforce customers yesterday was that trusted partner is really important.
01:02But I think we're probably seeing the biggest innovators dilemma that we've ever seen in tech.
01:07Salesforce knows, and when I was talking to Mark about this yesterday, we talked about it.
01:12They have to bring all of those customers along, which means not just innovating and driving the latest and greatest in AI technology,
01:19but really providing those safety nets, providing that guidance, providing those examples of customers like them who've achieved real business success with AI.
01:28What customers can you brag about that are making that sort of leap?
01:32Well, I've talked to probably 20 or 30 age-enforced customers from small to large organizations across multiple verticals that have really achieved success today.
01:42The poster children yesterday were folks like Pepsi, Williams & Sonoma, Pandora, Dell.
01:49So really across both consumer brands and more tech brands, would you say, really focused on how they're delivering success today.
01:58Compare and contrast what you've learned at some of the other big bring-together moments that we've had.
02:05You've been over in SAPs.
02:06You've also been at Oracle's AI world.
02:09Is there a reality that they're vindicating the overall market capitalization of these companies and the AI bubble narrative that's brewing?
02:17You know, I think that the challenge is customers don't want to be educated.
02:23They want to be successful.
02:25And those vendors that are really able to show and not tell how their customers are achieving AI success today are ultimately going to be the ones that win.
02:35Can I ask a little bit about what your view is from the work that you're doing with customers, with people,
02:41as to whether too much money is being thrown at this for the amount of productivity gains we're getting in the here and now?
02:47You know, I think we've seen a lot of folks sort of dip their toe in the pool and get incremental results.
02:53They really need to be comfortable diving in to get those kind of exponential benefits that we're talking about.
02:59And most folks simply aren't there yet.
03:01So how are they getting that?
03:04Well, it's like I talked with Mark about yesterday.
03:07The vendors have to bring customers along.
03:10And that's not about delivering the latest innovation, which is important.
03:14It's about providing those baby steps to help them get there, to help them understand what the payback is, to help them understand what the business case is,
03:22to help them focus their efforts not on that shiny AI object, but on the one that's likely to deliver the most real value for their organization.
03:29Rebecca, is an organization doing enough wholesale change in terms of interlacing human resources, people management with the CTO and the technical side of the business to actually implement this right now?
03:42Well, no, Caroline.
03:44The short answer is no.
03:45I mean, we see fewer than 20 percent of companies have a policy on the use of AI today,
03:49and fewer than 10 percent have training and re-skilling in place, not just to train people on how to use AI effectively,
03:56but how to train them for what their future job is going to look like.
03:59And that's going to be a key part of this moving forward, too.
04:02Is there a standout company that you think has been taking its clients along and helping them educate at the pace you think is necessary?
04:11Who's doing the best job today?
04:13Yeah.
04:13Again, if we go back to the narrative that you have to show them, not tell them,
04:20in terms of being able to show actual customers receiving results with the Gentic AI today,
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