Salesforce, Inc. (CRM) Earnings Call Transcript & Summary

Good afternoon, and welcome, everybody, to this session on Salesforce Starter. As you know, Starter is a solution which is aimed at the small and medium businesses, which is your one-stop shop to get started on sales, service and marketing. So thanks, once again, everybody for taking the time out. [Operator Instructions] With that, I'd like to introduce our speakers for today. Sparsh Sharma, who is part of our Solution Engineering team, who will take you through the product and as well as the demo. And we also have Kiran Pradeep, who will jump in later for the Q&A as we go ahead. So with that, over to you, Sparsh, to take us through this.

Thank you so much, Renil. And again, a very good afternoon to one and all present here. I hope everyone is prepared with a cup of coffee. I know it's almost close to afternoon. But again, this is going to be a very action-packed session with respect to what Salesforce Starter is all about and also looking into live in action with respect to how things look when we talk about Salesforce Starter. So again, a quick introduction. So like Renil mentioned, I'm going to take you through the entire presentation and solution walk-through. We also have Kiran, who is going to help me in terms of answering all the difficult questions, which all of you guys will be throwing at us. But again, let's make it a very interactive session. Feel free to ask any questions that you guys have in your mind, could be anything with respect to Salesforce, and we'll try to answer it to best of our possibilities, right? So again, before we begin, just like to highlight this forward-looking statement, which states that any purchasing decisions that you guys make should be based on the product available in the market. So again, guys, this is a mandatory step. So just wanted to highlight that forward-looking statement here. And again, I would like to extend very much big gratitude for everyone who has joined us. So again, thank you so much, guys, for tuning into this webinar. I hope we'll utilize this 1 hour that you guys have blocked in terms of giving you all the information relevant for you to understand what Salesforce Starter is all about and how you can leverage the solution in your organization to become much -- make your businesses much more productive. Whatever is your business goals, whether it's towards sales, service and marketing, we are going to explain you how Starter can help you in your day-to-day activities with respect to the different departments that I've just discussed, right? Now moving on, just to highlight what are we going to cover today in this 1 hour action-packed agenda that we have here. So again, I'm going to introduce what Salesforce Starter is all about. Now again, the first question that comes to the mind, what comes in this package, right? You mentioned about marketing, you mentioned about sales, you mentioned about service, but what exactly is included, so that we are going to cover as well. Then we are also going to discuss about the benefits of Salesforce Starter, how it can help you grow as an organization, followed by a quick demo just to give you a look and feel of how Starter looks like. And also we are doing this, the same thing you can do as well by signing up for your own trial version of Salesforce Starter. I'm getting used to what I'm going to showcase you today, which will actually help you in terms of running and uploading your business critical functions and data on Salesforce Starter platform. And again, not to forget, no session is complete without sharing resources. So we are also going to share certain resources as well as this webinar recording as well with you. And again, the last part, we're going to keep for a Q&A session. But that doesn't mean you guys can start shooting your questions while I'm presenting anything or while I'm giving the demo. So we have Kiran, who will try to answer all of your questions here, right? Now starting off with what is Starter. So just to let you know everyone, again, Salesforce Starter is a new product that we have launched in the market. Now why Starter was introduced? Again, just to give you an overview, Starter was basically introduced to focus specifically on the backbone of our Indian economy, which is the SMB space and MM market. Now again, it is a solution which is tailor-made for all the companies which are starting small but are growing and, again, is looking for a solution which could be a digital transformation product where how -- where they're actually looking for a platform where we can help them in terms of managing their sales, service and marketing capabilities. But again, one thing I would like to highlight, does it mean that if your organization is small or big, if you're looking to start small with the solution that can cater to sales, service and marketing, I think that is when you can start looking at why don't we start with Salesforce Starter. Because just to let you know, we have our full-fledged solutions like Sales Cloud, service modules are there, marketing modules are there, which is again called Marketing Cloud. But Salesforce Starter is basically a self-DIY kind of a solution that we have brought into the market, where the main agenda and the main goal for introducing the Salesforce Starter is, one, to help enable all the organizations and businesses to get started with the CRM platform, which can give you basic capabilities with respect to marketing, sales and service, all under one umbrella, which we are again calling as Salesforce Starter, right? And again, how Salesforce Starter, second is, can help you is, again, when we talk about marketing, sales and service, definitely, Salesforce Starter is a solution that can help you in terms of bringing in more leads, making engagement with all your prospects, all your customers. And once you have all those prospects in the -- once you have already reached out to them maybe via email or maybe any kind of other engagements, you will understand that out of these prospects, maybe 10% or 20% are the leads that I want to focus on. That is where our sales part of our Starter comes into the picture. With the help of Starter, you get to have -- increase your sales productivity, start winning more deals. And once the customers are in your bucket, that is when our service part of the Starter comes in, which basically is to build personalized relationship with your customers and, again, create that last-mile personalizations to make everyone happy and increase your CSAT and NPS score, which is there, right? Now in terms of what all things which are there when we talk about marketing aspects, which is finding more leads. So again, a lot of things that you see here in this orange content are still going to be available in the next upcoming month, but I'm going to cover what all things are available at the present. But again, just to tell you, just to state this, that Salesforce Starter is a new product that we have launched in the market. And we are going to bring a lot of functionalities into the marketing, sales and service because, again, we want to make this big, specifically tailor-made for Indian market, like I mentioned. So a lot of things which you see here, this is our road map. But again, what all things which will be available, I'm going to let you know as well. Now from the sales side, again, you can see that there would be a lot of things with respect to lead conversion, pipeline analysis, looking at reports and dashboards which can be leveraged at a managerial level, at a salesperson level. And also, when we talk about the service aspects, that is when we look at how we can listen to our customers better by doing simple case management, understanding what exactly is the problem and also creating knowledge repositories within this platform itself to help all your service agents to be much more productive looking at the knowledge article and start solving customer queries as well, right? So this is our basic of what Salesforce Starter's background is and how it can help you with respect to digital transformation, right? Now what comes in this package? So at the base, I don't know whether the people, the folks who are there on the call, if you are already aware, but Salesforce have a lot of products in the market already. And just to let you know, leveraging the same customer success platform that we have, again, Starter is built on the same platform itself, which is something we call it as #1 trusted platform because, one, it helps you with real-time data capturing with respect to whether it's marketing, sales, service, creating a connect between all of your different departments which are there, which could be working in silos, could be working on independent solutions like Excel sheets or could be point-based solutions where marketing doesn't know what sales is doing, sales doesn't know what service is doing and, again, similar thing can follow in the service level as well. And the problem that comes with this is the end customer is at the receiving end because when they reach out to maybe a service team or sales team, they don't know what has happened at the sales level and marketing level. That is why we are providing you a connected platform by unifying all your data. And again, not to forget today, we are in the world where AI is so common and it's so important to make our sales team, marketing team and service team much more productive. That is where we also bring the AI capabilities here as well, right? So summarizing, Salesforce Starter is a product that brings you the marketing, sales and service capabilities all under one umbrella, which we are again calling us Salesforce Starter, right? Now again, you guys must be thinking that Sparsh, that's a very good understanding that we know about Salesforce Starter, but what comes under Salesforce Starter as a package, right? So let's look at it from the marketing side. How can Salesforce Starter help you from the marketing side, to help you find more customers and how are we going to do that? First of all, helping you creating a lot of email templates. Now how this email templates will help you? For example, let's suppose you have a list of 100 prospects or leads that you want to reach out to, right? Now at different stages of a sales cycle, I might want to reach out to those prospects or leads with a different engagement altogether. It could be that I want to send them a quote. I might want to nurture that particular lead, maybe send them certain customer testimonials that I might have. That is when I can start creating these email templates on the go. And again, these email templates can be leveraged at the various stages of your sales cycle. Now once these email templates have been created, there could be 2 ways in which I can approach to my customers. Either I could reach out to them individually one-on-one, maybe from a sales perspective. But when we are trying to target maybe a set of audience or maybe our target group, which we might have bucketed based on the products that we have as a business, or it could be the services that we are providing to our customers, or it could be different target groups altogether based on an industry or some other factors, that is when we can leverage the mass email capability, which you can see on the screen, which allows your marketing team or your sales team to quickly select that particular target group and start sending them all these targeted emails just to understand whether those folks will actually be interested in getting the products and services from your business or whether they are just here just to understand what the different products are all about, right? So this is how the marketing module can help you reach out to your customers, whether it's one-on-one, whether it's a target group that we are focusing on and understand -- send them these targeted emails and start understanding whether this is the right customer that I should pursue or not. Because you all know, resources are limited, whether it's from sales, marketing and service, we need to utilize it very efficiently, right? So this was from the marketing side. Now if we move to the sales side, how can Starter help you with sales, what all is covered in the sales side? So starting off with leads and opportunity management. Now let's imagine that you guys have sent out those emails to all your prospects. Out of that, 30% conversion is that, yes, 30% of whatever is the target group that we were focusing on are actually interested in having a follow-up call or maybe having a one-on-one call with our sales executive. That is when we want our salespeople to log into this platform, to look at their entire pipeline, focus on all the key leads that they have on the plate. And not only that, start working, start converting them into an opportunity, sharing quotes with them, having an engagement with them, personalized touch. And also the best part about this is that as a manager, I will get to see all the activities that my salesperson is doing, whether it's on the field or whether he's sitting at his own home and inputting all the data in the system itself. And once I feel that a lead is something that where, as a salesperson, I think that it is supposed to be converting and we are going to get a business out of it, that is when we convert a lead into an opportunity. And at any time, whether it's lead, whether it's opportunity, we have a lot of folks from the customer side who could be an important stakeholder in the -- in closing that deal. Because you all know that just one person cannot help us influencing or getting a deal, right? There could be a lot of stakeholders who could be an influencer, who could be a decision-maker. There could be CXOs who might be involved. That is when it becomes very important to allow you to manage your contacts here as well. So allowing you to manage your contacts at a lead and opportunity level and capturing all that information at an account level. Just to give you a complete customer 360-degree view. As a sales guy or as a manager, if I want to capture or look at anything regarding a particular account, I just have to come at an account level, which again, I'm going to showcase you in the demo. But what I want to cover is that with the help of this account 360, you can look at all the current engagements, all the future prospects with the help of white space analysis, looking at your contacts and start managing your accounts, whether it's a key account or whether it's a simple account that you want to target on, right? And no organization if -- again, what we have seen is that there are different ways an organization reaches out to their customers from the sales side. It could be you might have different verticals. It could be you might have a different industry altogether. It could be B2B customers, you could have B2C customers, you could have D2C customers as well, right? So there could be different type of customers the way our business model works, and that is where Salesforce Starter can help you configure those sales paths on the go without writing a single line of code. So even if today, I'm going to showcase you, if I sign up for Starter today, with the help of enough guidances and knowledge base, I can quickly set up all the sales paths, configure it according to how I want to run it with respect to the businesses that I have. So in a nutshell, guys, with Salesforce Starter, from the sales module, you get leads and opportunity management, you get contact and account management and also you get to configure all of those things with the help -- in line with the businesses that you are running and the customers that you have, right? Now you have sent out the marketing templates to your customers. You have got your leads. You have got your accounts. Now a very important part, how can we retain those customers with the help of Salesforce Starter? So first of all, we need to listen to our customers. I think that's the first thing a business should do, listen to your customers. And how can we do that? With the help of Email-to-Case or you can make it as Web-to-Case, we can listen and capture automatically any kind of query that the customer reaches out to us. For example, if today, let's suppose if I'm a manufacturing space, I send them out an order, the customer has not received that order, right? What will they do? They will open their email, maybe Gmail, maybe Outlook, and they will write an email to your support email of any business. Once they write that email, automatically, that email, which has been received by the service team, will be captured and will be allocated to a service agent. That is what we mean by Email-to-Case or it can be extended to Web-to-Case as well, by allowing a form to be pushed on your website. A customer can fill it out and automatically that email will land up into our Salesforce Starter platform. Now once that email has been landed, what I'm going to showcase you in the demonstration as well is that how easy it will be for a service agent to start working on a case. Now when I need to start working on a case, there would be a lot of information that I would require because we don't need to, again, create a disconnect between the internal teams that we are currently working with, right? We want our service team and sales team or be it the marketing team to be present on one single platform just to provide a connected experience to our customers as well, right? And that is what I'm going to show you through case management that how easy it will be for the end customers to look at -- for the end customers to have a very personalized service experience that they're going to have when they engage with your business who is using Salesforce Starter as a platform. And also to make the life of your customers easy as well as your service agents easy, I'm going to showcase you for all the common questions which might come up from your customers that I want to change my email address or I want to maybe know the status of my order, right? For those frequently asked questions, we can create a knowledge base as well inside our platform that can basically help your service agents to look at those knowledge articles and quickly respond to your customers as well without picking up a phone, calling my colleague, calling my manager just to understand what should be the right response for this customer, right? So what we saw? Salesforce Starter, again, is a platform which covers your marketing, sales as well as service capabilities here as well, right? And not to forget, very important part, whether Salesforce Starter give you the mobile access or not. And to answer that, yes, as you can see on the screen, Salesforce Starter also gives you the mobile capabilities as well. So with Salesforce Starter, whether it -- I'm from the sales team or whether I'm from the service team, I can quickly open my mobile device, whether it's iOS, whether it's Android. I can open the Salesforce mobile application, and I can quickly start going about my day, what all tasks that I have to perform, maybe emails that I have to do and, a very important part, capturing the important aspects of a meeting, right? Very important for us to capture because sometimes we write it in the notes, sometimes we write it in Excel sheets, right, which needs to be updated every time. But with the help of this, at a lead, be it an account, be it a contact, you can quickly input all that information in the fields using this mobile device. And all of this information, like I said, will be updated in real time in our Salesforce Starter platform because everything is connected, whether you access it from a mobile device, from a tablet or from a laptop or a computer sitting at your home doing work from home. And again, Salesforce Starter will be there to help you make your life productive and quickly allow you to quickly run up your day-to-day tasks, be it from the sales, marketing or service side, right? So this was a quick overview. I think I have given you a lot of information -- theoretical information in terms of marketing, sales and service and what Starter is all about. Now coming to the main part, which is the sweet part, let's look at this demo live into an action that how a business who just started or maybe signed up for Salesforce Starter, how can he leverage using this platform and if he's starting it -- if he's running this Salesforce Starter for the first time. So let me quickly share my screen. So I hope everyone is able to see my screen. Just to start here. So guys, we are going to share this landing page with you. In the next slides, we are going to share a QR code, which will allow all of you, all the folks who are present on this webinar, to come to this landing page where you can see -- this is our Salesforce Starter landing page. Any customer or any -- all of the guys who are there on the call, you can come to this landing page. You can write in your work email, which is there, and you can click on try for free. As soon as you do that, you get redirected to this page, where you can start inputting your basic details, what's your name, work email address, so on and so forth, and you can start your free trial of Salesforce Starter. Now as soon as you click on this link, what happens? Salesforce Starter basically asks you why are you here? It could be very simple. It's a very simple question, where maybe you can cite -- you can write that I want to win more deals, I want to provide good support to my customers, so on and so forth. And once you answer this question, there is a very beautiful video that we have created specifically for you to get started with what Salesforce Starter is all about. Again, in the interest of time, I won't go into the details of this video. But again, please go through that once you're signing up for Salesforce Starter. And once you have gone through that video, you can click on Take Me to Salesforce, which will redirect you to this particular screen. So as you can see, this is a trial version which I have just signed up. So again, it's available for 30 days for me, where I can play around with this from the marketing, sales and service side. And once I feel that this is a solution which is a right fit for me, please feel free to reach out to any of your Salesforce account managers which are there or which can actually help you in terms of purchasing this Salesforce Starter license, right? So let me get into this demonstration. Think of it guys that I am from a marketing team or from a sales team of -- I could be from the service team as well. I'll take a common persona assuming, just to make things simple, that I handle the marketing, sales and service of a particular business. The first thing that I did when I signed up for Salesforce Starter is I landed on to this home screen. Now as you can see, in my business, I might have -- I might call leads as prospects or I might call them as leads as well, right? The best part about the Starter, you can see on this quicklook screen, is that below the leads, contacts and opportunity, there is a one-liner which basically gives you a quick understanding of what do we mean by lead. Because, again, for every business, the nomenclature could be different, right? So when we look at leads in Salesforce Starter, it's simple that leads are nothing but your prospects before they become deals and customers, right? So as a business, if you can see, it becomes very easy for me to understand what do you mean by leads, contacts, opportunity, so on and so forth. And similarly, this is from the sales side, if I want, I can quickly toggle my screen to the service side as well, which basically allows me to look at how the cases are working, what do we mean by knowledge base, how can I connect my support channels to Starter just to make my life easy and my customers' life easy as well, right? So now let's look at the sales side. Now, before I move on to the sales side, like I said, I might want to create out certain marketing templates, which I want to send to my target group, right? For that, what I will do, I will reach out to this outreach tab, and I'm going to drill down at email templates. Now again, I can see there is 1 email template here. But if I look at all the email templates, I can see there are different email templates, which I might have created or it might come out of the box with respect to certain standard email templates, which I feel could be relevant for any business. For example, maybe the first touch that I want to do with any lead level. And if I look at this, a very simple email template, which we can create where we can write a simple small template that needs to be sent. And again, we can start leveraging this email templates by sending list emails to your end customers. So for example, once I've created all my email templates, I can come up here, and I can start sending these email -- targeted email to a particular set, an individual customer or to a target group here as well. So I can input all the recipients' name here or I can select them all in one go. And right from here itself, I can either attach a file to be part of this email template or I can simply, if I want, I can write email as well or I can just use any of the email templates which I have created. For example, if I'm reaching out to all the leads in a target group, I can just select that. The email template will pop up, and I can start sending out these email templates to the end customers. So this is how, first of all, from the marketing side, what I showed you is that you can start creating the email templates. And using those email templates, we can leverage at different junctions, whether it's the marketing side or whether it's the sales and service side as well, right? So this is how you can play with the marketing part here. So let me move again to the home screen. So what I showed you, from the marketing side, how easy it is for me to start creating templates and sending out those to the customers. Now let's look at if -- as a sales side, if I want to start managing my leads, contacts and opportunity, the first thing that I'll do is I'll drill down at a lead level. So I click on lead, I can look at either this lead or I can drill down to look at all the open leads, which I have in my platform. Now very interesting part, there could be a lot of ways in which I can add my own business data into this trial module. First of all, I can click on new, which will basically allow me to input a lot of information with respect to the kind of customers that I'm reaching out to. So for example, there is a guy called Kiran Pradeep, and he belongs to Salesforce. And he is a solution engineer here. And again, I can input details like his website, his description, what is the status, phone, email, address, so on and so forth. And again, I can configure the kind of fields that I'm capturing here as well. Once I do that, I hit on save and this new lead got created. So before coming to this part, let me take a step back. What I showcased you is that filling up this form is one way of creating a lead. If I go -- if I again go to at a lead level, again, the second approach for me to start adding my leads is by using this import mechanism. So let's suppose if I'm a business, I have maybe thousands or hundreds of data in my excel sheet. What I can do? I can convert that Excel sheet into a CSV format and I can leverage this import mechanism, which basically allows me to import all the leads which I have stored in my platform or in my CSV file directly on to the Salesforce Starter, right? So I can start uploading there right from here as well. Now let's look at any one of the leads that we might have in the system. So just to let you know everyone, this is how a lead record looks like in our platform. On the left-hand side, you get to see all the details of a particular lead. In the middle, you get to see what's the status of this lead and, again, any kind of engagement that I am having as a business with this particular lead in terms of sending them an email, sending them -- maybe having a new event with respect to maybe the in-person meeting that we're having, maybe logging a call or maybe a follow-up task that we need to do can also be created and mapped there. And the best part, we always have duplicate mechanism on just to track so that we don't create duplicate leads via different salespeople. And, again, the data is quality data that we have present in the Salesforce Starter platform, right? So this is how we have leads. Again, if you say that, Sparsh, I might have different fields that I might want to capture here in the About section. So yes, you can do that. You can configure the fields that you want to look at. And you can also start adding your own fields here as well, right? Now assuming that I had an engagement with this particular customer, I can write him an email, I can create events. And once I do that, I feel that, yes, this is a qualified lead which I want to convert. And as soon as I do that, I click on convert it. And when I click on convert, the best part is, as you can see, the Starter platform is so user-friendly that when I click on convert, it gives me this help guidance that if you click on convert, we'll turn this lead into new records, which is account, contact and an opportunity, right? So it's very easy for me, if I'm coming to the Salesforce Starter for the first time, to look at how this platform works. And as you can see, the account, contact and an opportunity will be created for this particular customer once I hit on convert, right? Now once I've converted this, that is when all my converted leads fall into this opportunity bucket. Now if I go into all opportunities, I can see all my active opportunities that I'm pursuing. And if I drill down on one of those opportunities, you will find it very similar to how we saw a lead page, but again, a bit different. Because again, in opportunity, the sales part, the sales cycle would be a bit different. But again, not to forget, a very important part, on the left side, you get to see all the details of this opportunity. In the middle, I can track how the opportunities are progressing. And also I can track on all the activities that I might be having at an opportunity level. For example, sending them a quotation, tracking that, maybe having a follow-up call. For example, let's suppose, today, I reached out to the customer, and he said that I'm not available, why don't you reach out to me after 3 days? So what I'll do? I'll create a new task here, which could be a call or which I can enter the due date maybe on 7th, which is Monday. Either I can do it myself or I can assign it to some of my other salesperson as well. Let's suppose if I'm on leave on that particular day, right? So I hit on save, and the activities gets captured here. So as you can see, in the real time, all of these activities get captured. Now a very important part, be it at a lead level, be it at an opportunity level, be it at a service level, account level, you can -- if you're using Gmail or if you're using Outlook as your business client for sending out emails, we can directly integrate your email client with this platform. Now how it will benefit you? First of all, you don't need to log into the Gmail and Outlook to send out an email. As you can see, there is a button of sending an email. You can click on this and you can start writing an email to your customers. That is first part. Now the second benefit is whatever emails that your customers will be sending you could be as a reply, could be as a new email, this best part is automatically those emails will be synced into all that in the activity section that you can see here in the middle. So as a sales guy, I don't need to use 2 separate screens. One is my inbox screen, which could be Gmail or Outlook, one my Salesforce Starter platform. Because Salesforce Starter give you a complete view of your customers and also syncs all your meeting calendars from your Gmail or Outlook client, and all your emails, which you're receiving from your customers here in the activities tab, which is one of the very important parts, which I wanted to highlight here, right? So as a sales guy, I can again qualify this opportunity if I want to do that. I can meet and present them some demonstrations. I can propose them what is the cost for a particular product or service that I'm going to provide them. And I can hit on close, which basically means that, yes, we have won this particular customer and we have closed this deal, right? Now any kind of files with respect to quotes that you want to upload just to keep track of it, we can also do that here in the system as well, right? So this is how you can manage your leads and opportunities. Similarly, we have accounts here as well, which basically helps you to track all the details of the account, all the activities, which would be happening at lead and opportunity level. And on the right side, I get to see all the contacts, the opportunities and any kind of tickets that we have here as well. So let's suppose we are working with this particular account and automatically, there is either -- what I'm going to show you is a manual way of adding cases here. But again, like I said, we can automate the process here as well. So let's suppose we are -- this is a very important client for me, which is NM Associates. And again, when I look at this account, they reach out to me that, Sparsh, we have not received the order yet. So right from here itself, I can create a new case just to let everyone know that there is a new case and it could be a phone call, it could be a web, the case priority is very high. The contact name is Arjun and he has not received his order. And I can write down a detailed description here as well, so on and so forth. And the best part, we can also check box this option, which will automatically give them an email just to tell our customers that we have heard your issue, this is your ticket number, and we are working on this. And all your support team, they will see something like this. This is our powerful service console of our Starter platform where on the left-hand side, you get to see all the important details about which is the company, which is the contact that you are -- who has raised this case. Because, again, the person whom I had created the case could be different to the person who will actually solve this, right? That's very common in different businesses, depending on the hierarchy the departments which are divided. So on the left-hand side, it becomes very important to provide you the entire information. On the middle, again, I can track, I can reach out to them using an email, creating a task, maybe having a call with them. And I can start working on this case. I can give them a solution by looking at some of the articles or some of the knowledge base, which would be there in the system once we implement it at a customer level. So right now, you don't see a lot of data because I just signed up for this Starter version. But once we know there could be certain knowledge articles related to order, it will automatically come up. I just have to search for those knowledge articles here. And once we send it to the customer, we can wait on the customer. The customer, if not happy, the cases can be escalated as well. And thinking of, again, the best case scenario, we have closed this case and the customer is very happy where we can also try to understand how would they like to rate this experience, so on and so forth as well, right? So this is a quick demo, which I wanted to cover. Now just coming back to our slides here, right? So again, guys, this was a very quick demo on marketing, sales and service. Now quickly covering what are the benefits of Salesforce Starter. Starting off with, this is a solution to start of your CRM journey. Let's start small. Let's start with marketing, sales and service, bring on together onto this platform by giving them basic capabilities. And if at all they think that you are grown enough to finally transition to a mature system, that is when we can start moving you or transition you towards our bread and butter solutions like Sales Cloud, Service Cloud or Marketing Cloud, right? Now again, the best part which I showcased you is that I just signed up for this trial version and I was able to look at some of the leads, opportunities, accounts. With the in-app guidance, I can look at how things are working. And again, it helps me that even though if I don't have a tech team, I can look at some of those knowledge bases and articles, which are, again, in-app guidances, which are there. And I can start running up with respect to setting up my Starter. And again, the best part, you are doing it on your own. You are not leveraging a third party. Again, we don't necessarily recommend that you shouldn't use that. You can also take support from third-party partners as well. But again, if you are doing it on your own, you are running a CRM platform, implementing it for your own business. And again, that will lead to faster deployments that we can see here. And again, with the Starter, whatever information which I captured at lead, opportunity and case level can be turned into some beautiful reports and dashboards, which can be created and can be leveraged by our management team as well, right? Just -- again, just to let you know everyone, the page which I was where I signed up for Starter, you can scan this QR code. You can sign up there for your 30-day trial version. Feel free to look into how things are working, be it from setting up your own business, sales processes, setting up your different things. And again, once you think that this is the right solution, please feel free to reach out to the Salesforce account managers and they will help you in terms of purchasing the Salesforce Starter as a solution. And again, not to forget, resources are very important. So again, once we are going to share this deck with you along with this recording, you can leverage these links which are there. And again, not to forget, we have attached this QR code again and again on the slides just to make you -- so that you can go up and start playing around with the Salesforce Starter as a solution here, right? So again, I think I'll just ask maybe, Kiran, if there are any interesting questions, which you would want to highlight here?

Hi, Sparsh. Thank you for a very interactive session. Yes, questions kept coming in. I have a few for you. So let us start from the beginning. So [ Pallavi ] asked this question, how user-friendly is the product, right? So if you could talk to her about our guidance center, that would be amazing.

Sorry, Kiran, I missed that part. Was that to me?

Yes. [ Pallavi ] is asking this question, how user-friendly is the product?

Okay. Great question, [ Pallavi ]. So again, it's very user-friendly. So if -- just to let you know, in Starter, what I showcased you right from going to marketing, looking at the sales and service modules, at every point, the one thing which I didn't showcase you was the in-app guidance. So let me just again start sharing my screen and give you that understanding as well. So folks, again, the first part, it's very easy to set up Starter. It's very user-friendly. And at any time if you face any challenges, there is this question mark tab at the top, which is called guidance center. You can access it. And there are certain predefined modules that we have created. For example, Getting Started with Starter where you can leverage this. You can go through this step-by-step process. For example, if I want to invite users, I can just click on this and automatically a window pops up, which allows me to send -- write email addresses of my counterparts, my sales team, my service team and I can select the profile that I want to give them. And with the help of this, I can start sending out the emails as well, right? Similarly, if I want to start -- get accustomed to Salesforce Starter as a platform, as you can see, there are different modules that I can learn at every point of time. For example, if I want to add a single contact, I can just click on this. And if you see here, automatically, the in-app guidance come up again as well. So I don't know, as a new user, what to do here? I can quickly come up here. I can see that -- I'll click on new. Once I do that, again, the in-app guidance tell me, add contact details. Once I add the contact details, I'll just enter anything here. And I hit on save. Let me just input the important parameters. And again, the in-app guidance is there to help me out in terms of anything. So again, [ Pallavi ], to answer your question, it's very user-friendly. Just follow these steps, and I don't think it will take you more than 15 minutes to get comfortable with this platform. So I hope, Kiran, that answers the question, and I hope, [ Pallavi ], you will have much more confidence when you sign up for the trial version.

Definitely. Thank you, Sparsh. The next question is regarding our email integration options available in Starter?

Perfect. So again, guys, like I mentioned, so you can connect to the Gmail client or Outlook client. These are the 2 options which are available along with Salesforce Starter.

Got it. And team, see, one of the best things about Starter is that it comes prepackaged with Einstein Activity Capture and Inbox. What that means is your emails will automatically get logged against your respective accounts and opportunities in Starter, right? You also get functionalities like read receipts. Like when you send an email from Salesforce, has the recipient opened it or not, so these are some of the functionalities that will come with our email integration.

Perfect.

Got it. So the next question, multiple questions actually, is regarding to what extent can we customize or configure Starter, Sparsh?

Great. I think that's a very great question, Kiran. So guys, just to let you know, this is an entry product to your CRM world, right? This is the light version, I can call. That is why the name suggests Salesforce Starter. So again, not a lot of customizations would be available. You won't be able to integrate Salesforce Starter to any third-party API-enabled solution. Again, this is a solution which is an entry product, which allows you to get accustomed to how things work at marketing, sales and service. You can start off with this. And if you feel that integration is a very critical part or you need to do a lot of customizations by creating lighting web components or creating a different custom objects, or different modules altogether, that is when I would say that your organization is mature enough to move to our bread and better solutions like Sales Cloud, Service Cloud or other products which are there in the market -- there in the portfolio of Salesforce. So think of Salesforce Starter as an entry-level product, which will allow you to capture data at a marketing, sales and service level and engage with your customers. And again, it's an entry-level product, so not a lot of customizations definitely would be available out of the box. But stay tuned. There are a lot of new functionalities that we are bringing into the market with respect to adding a few more things at the marketing level, adding a few more things at the sales and service level as well. So stay tuned. Our Dreamforce event is also going to come up where we are going to launch and tell you guys a lot more about the new functionalities which might come up here.

Yes. And team, I see a lot of questions about integrations. And like Sparsh already mentioned, Salesforce Starter is a stepping stone into the Salesforce ecosystem, right? I see that many of you have already used Salesforce in the past and you know the advanced functionalities of Salesforce. So see Starter as just a stepping stone with some limited simple functionalities so that any small and medium businesses can get started on Salesforce without a lot of effort, right? And to set up Starter, as Sparsh already showed you, there is a lot of guidance available within the system. So without depending on any kind of coding or developers, you can get started with your business on the Starter platform. So in conjunction to that, I think that answers the question about integrations. So at this point, Starter does not allow integrations with third-party solutions. So if that is the intent, then please explore our advanced versions like Enterprise Edition and Unlimited Edition. Got it. So a lot of questions are coming in Sparsh. So let me -- so yes, people are asking what would be the pricing for Starter in India? And is there any upper limit on the number of users who can sign up on Starter?

I think that's a good question, again, Kiran. So again, there is no limit to the number of users you can bring on to Starter. And again, Starter is quoted to be around $25, which is the rack price, which comes around INR 2,062 approximately. But again, you can reach out to your account managers to get the best possible pricing there, depending on the number of users which are signing up. So again, there is no upper limit to that. I can also see there was a question on different licenses of Starter. So as of now, there is just 1 license, which is Salesforce Starter. But again, that doesn't mean this is all that we have in our Salesforce portfolio. We have sales modules, we have Service Cloud, we have Marketing Cloud, Commerce Cloud is there, so on and so forth, other products as well. But again, this enablement was fully focused on our new product which is Salesforce Starter. So there is just 1 license which is Salesforce Starter.

Got it. I can also see questions about dealer management systems, Health Cloud and a lot of WhatsApp integration and all these functionalities. So please be advised that, see, all these functionalities are available in our Enterprise Edition, right? So you can set up dealer portals to manage their primary and secondary sales. And you can also purchase industry clouds from us. So Salesforce today offers 12 different industry clouds like manufacturing, health, automotive, et cetera, so which will provide industry-specific functionalities. But as Starter is not packaged to include these functionalities, it will be better to explore the industry cloud and Enterprise versions of Salesforce for this.

So I think there's one more question, Kiran, which I can see the Salesforce Starter and standard sales cloud have different licensing costs. Yes, the licensing cost is very different. I would suggest after this session, maybe Renil can help you in terms of getting in touch with the right person from the sales team who can answer these costing-related queries for you.

Got it. That's a question, when is the product getting launched? So the product is already available, [ Vivek ]. So you can contact Salesforce or once you have signed up for the trialogue, our sales team will contact you and you can sign up for the Starter Edition.

I think there is one more question on can you elaborate more on Einstein AI? So folks, again, like I mentioned, this is a Starter version. So not a lot of AI capabilities would be present in this product per se. But again, we wanted to provide you with some AI capabilities as well because, again, it's very important for business to leverage that. So the functionality, which I mentioned, which we call it as Einstein Activity Capture, basically allows you to automatically capture emails of your customers from the respective inbox that you're using and attach it at a lead, contacts or at an object level and also gives you quick standard insights. For example, there are certain standard insights, which comes out of the box with respect to, let's suppose if a customer has mentioned quotation in number of his emails. So that particular keyword will be highlighted on the top of that email, helping your sales team that they shouldn't read the entire email, which could be 5-para, 6-para long and getting the crux of what's the important keyword which has been highlighted. So that is the Einstein capabilities which you get with Starter. But again, with our full-fledged versions, which is again Sales Cloud and Service Cloud, there are a lot of advanced capabilities with respect to Einstein, which you can get. But again, I would not like to highlight that in today's session.

Got it. And some important question many of the customers are asking. Do we need coding knowledge to start using Salesforce? So the answer is a big no, right? That is why products like Starter are coming to the market. So with the guidance center that Sparsh was showing you, the system itself will guide you through the steps to set up Salesforce, right? And even if you move on to higher versions of Salesforce, there will be no-code builders, like you can design your pages, you can design your automations, all without using code. The intent of Salesforce is that businesses should not worry about their development capabilities or their coding knowledge to run their CRMs, right? Because CRM, at the end of the day, it's a business application. So it has been made so easy to set up basic functionalities or basic concentrations in Salesforce. Sparsh, there's a question on the storage limitations of Salesforce Starter Edition.

For storage, let me check, Kiran. Give me a minute. I think I'll just have to confirm on that before answering. Meanwhile, we can pick up any other question, which is there.

Got it. So there's a question from [ Rajeshwar ]. Can we upgrade from Starter to next high-level SFDC versions? Yes, definitely, [ Rajesh ]. So Starter is intended at a company that is starting their CRM journey, right? So that many companies tell us that it has been difficult to get started with Salesforce because they cannot adopt Enterprise Edition when they are a small company or just getting started. So Starter helps you get started on Salesforce, gets all your data on Salesforce. And whenever you feel you need additional features or advanced functionalities, you can always upgrade to other versions of Salesforce, like Enterprise Edition and Unlimited Edition.

So for -- to answer the storage limit question, so data storage is 10 GB that we get with Starter and file storage is 1 GB that we get. No additional is added per user because, again, it's a Starter version. Just to confirm on that question, Kiran.

Got it. Thank you, Sparsh. And a question from [ Vivek ], what are the key differences between Marketing Cloud application and Salesforce Starter product? So [ Vivek ], when I talk about Marketing Cloud, it's a whole suite of applications that Salesforce offers, right? Like engagement studio, interaction studio, advertising studio, et cetera, that are being used by the marketing teams across the country. While when we come to Starter, the only marketing functionalities that are currently available is email templates and list emails that can be sent out to groups of users that you have already filtered out, okay? And as a future-looking statement, we will also bring in campaign functionalities to Starter. But if you are looking at full-fledged marketing capabilities, please evaluate Salesforce Marketing Cloud. So [ Priyanjit ], there's a question about the storage again. Yes, see, 10 GB comes out of the box with any of the orgs, right? And if you need additional storage, you can definitely go ahead and buy that. But like Sparsh was saying, as and when you add users, a nominal amount of storage will be added to you. Like if you have currently 10 users, when you add 10 more, more storage will be added. [ Gurumurty ], there's a question regarding whether Starter supports FSL? Sorry, the answer is no. FSL, our field service lightning product that is used by technicians, is supported only at Enterprise Edition and above. [ Krishna ], your question is regarding whether it is suitable for a particular industry? So somebody from Salesforce will definitely reach out to you once you sign up -- once you've signed up for the webinar and the trial, and we can discuss in detail, right? Like it depends on what kind of functionalities you require. So [ Rajeshwar ], very good question. Updates from Starter to sales or Service Cloud addition, will it be a new implementation? So it won't be a new implementation. You'll be getting additional functionalities on top of what you have in Starter, right? So you will be able to retain your current org, but you will have access to more objects, access to automation, access to integrations that you can start utilizing. So definitely, you may need to set up some of the additional functionalities that come in, but you can definitely retain your existing org, it won't be a new implementation. [ Priyanjit ], Salesforce can definitely help you with digital marketing. That is why we have the Salesforce Marketing Cloud suite of products. So you can inquire with your account executive if you're already in touch or somebody from our team will get in touch with you. So [ Hema ], regarding the mobile app, not only with respect to Starter, but in general, right, the Salesforce mobile have certain off-line functionalities limited. You can still access a limited number of records. But for the -- to better utilize the application, you definitely need to be connected to the Internet. So I see some people are still asking about the trial version. So Sparsh, if you could put up the QR code once again for those who were not able to scan it earlier so that -- so just scan the QR code in and sign up for the trialogues. [ Sujit ], there was a question from you that I was coming to you. So you were asking about -- regarding Einstein functionalities. I will definitely ask your account executive to get in touch with you to explain it further, right? Because that goes beyond the scope of Salesforce Starter, and I see that you're already using the Enterprise Version.

I think that wraps up the time. I think we have just 1 minute left, Kiran. Folks, I think we have received a lot of questions still. I would suggest if some of your questions are not answered, please feel free to reach out to your account executives. Again, I would like to say thank you so much for making this a very interactive session to all the folks present on this call. And again, thank you so much, Kiran, my soon solution engineer, I would say, who is helping me out in terms of answering all the questions, right? So thank you so much, Kiran, and everyone, Renil, Lena, for helping us with this webinar. So again, with this, I would like to say thank you, folks, and have a wonderful day ahead.

Hoping to see all of you with us as customers, hoping to help you with your solutions. Thank you for joining. Bye-bye.