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

Hello, everyone. Welcome to today's session, Your Sales AI Playbook, and thank you all so much for joining us today. My name is Ariana, and I'm on the marketing team here at Salesforce. And before we begin, I'd like to cover a few quick notes with you about our webinar platform. Today's webinar will be available on-demand after we wrap up, and it will be accessible through the URL that you are on right now. Please note the slides will advance automatically throughout this presentation, and you can enlarge them by clicking the enlarge slides button located in the top right-hand corner of your slides widget. Should you need technical assistance, click on the help widget located on the bottom left corner of your console. We've also added some additional resources that are available through the resources window to the right of the slides. There you can find some additional related content. And lastly, we encourage you to submit your questions at any time throughout the presentation using the Ask a Question widget at the bottom of your console. And with that, I'll be turning things over to Krithika to get us started.

Hello, everyone. Good morning. Good afternoon if you are on the East Coast, and welcome to the unveiling of our Sales AI Playbook. Today, we're going to help you learn how to supercharge selling with the #1 AI CRM. Now before we get started, I have the quick friendly reminder to everyone to please make your purchasing decisions off of products and services that are currently available today, not off of the future products that we mention. And I want to say a huge thank you to all of our customers on the line and to everyone that's joining us today. I truly believe that it's because of your feedback, because of your questions that we have the innovations and the products that we have today. So please keep those coming. We hope to make today a valuable use of your time and we're committed to being a partner to you in the years to come. We have an amazing line-up of speakers today. My name is Krithika, and I am a Product Marketer here at Salesforce, focused on AI for sellers. I'm joined by Asal, a Senior Director of Product Management, who is leading all of our work in the generative AI space for Sales Cloud, including the initiative that everyone is waiting for, Einstein Copilot for sales. We also have Kristyn, our Principal Solution Engineer, who's going to demo some of our amazing AI features. As well as Cory, who I'm going to get to interview later. He works at Crexi. He's a Director of Revenue Ops, and he's leading their AI transformation. He's going to share their story of how they've incorporated AI for their sales teams. So you all know this, and that's why you're here today. We're in an AI revolution. And Salesforce has been with you through the beginning of this journey. We pioneered AI for CRM back in 2014 with Einstein, that's natively baked into all of our products. We started this journey with predictive AI. What's predictive AI? It essentially looks at past data and helps you make a prediction so that your sellers know what happened and what to do next. Now we're in the wave of generative AI, where AI can generate text, images and more as it learns from patterns and other data sources. This type of AI assists your sellers. It helps them do their job. And we're soon approaching the next wave of AI, which will be autonomous AI. This is where AI doesn't have to be human initiated. AI can initiate, think and perform tasks for your sellers. It's important to understand that AI is a continuum. All of these different types of AI, predictive, generative, autonomous, can all work in tandem. And at Salesforce, they do. Our sellers, for example, use predictive lead scoring to decide which leads they want to focus on. They then use generative AI to send e-mails to those leads. Now if you're like many customers that I talk to, at this point, you're saying, Krithika, I know this. I know I should be adopting AI, but I'm facing critical challenges. A lot of customers that I talk to, some of the most common challenges that they face are related to things like data integrity. Many customers don't trust companies with their data, but to have good AI output, you need good data. Or things like data security. Many customers are worried and companies are worried about their privacy. Your data is your data. It's not a product for other companies to use and benefit off of. There's regulation concerns and compliance concerns. And lastly, there's a lot of process and skills concerns. Who will manage the AI at my organization? How do I get everyone in my workforce up to speed on AI? And how do I make it easy for sellers to use the AI that I give them? Companies have to maintain customer trust. But AI introduces a lot of risks and concerns. We haven't even talked about hallucinations, data control bias, the list goes on. You need an easier way. You need a simpler way. You need a complete business platform that combines CRM, AI and data. You can't think of these 3 elements in silo anymore. They are 3 legs of a stool that work together. And in order -- and you need to have them working together in order for your teams to start adopting smarter, trusted AI. With a complete platform, the possibilities are endless. You could give your sellers superpowers. Imagine, for example, if you had a CRM that updated itself, meaning that all the data would always be up to date, then you could auto-generate content based on that data, personalize content that's based off CRM context for all of your customers. What if your sellers had a conversational assistant that was there every step of the sales process? They could then instantly prep for meetings, ask any question they want into their conversational assistant or even better, what if AI could automatically prospect for you? It could call prospects and schedule meetings on your seller's behalf. While all of these capabilities we already have today in Salesforce or we will be building before the end of the year because we are dedicated to giving your sellers superpowers. Now you may be asking yourself, how do I take advantage of everything that you just mentioned? Where do I start? Well, today, that's what we're going to walk you through, your playbook for Sales AI. When you use Sales AI with Salesforce, every customer gets the power of the Einstein 1 Platform, where AI, data and trust are woven into our metadata framework. Now that you have this platform, you can unlock smarter AI with data, and I'll show you how to build the sales data foundation later in this webinar. Once you've unlocked smarter AI, you can then start to boost productivity for your sellers with our latest generative AI innovations. And last but certainly not least, you can supercharge execution with all of our predictive AI and AI-driven automation that we have today. So let's get started with my favorite, the Einstein 1 Platform. The Einstein 1 Platform is a complete and unified solution, which means it is grounded in trust. Let's walk through this platform from bottom to top, so you really understand every layer and the benefit that you're getting. It starts with a trusted foundation, infrastructure with built-in security and compliance that we call Hyperforce. On top of Hyperforce is the Salesforce platform with out-of-the-box connectors and low-code tools to help you unify both internal and external data for a complete view of your business. Then we have your LLMs. You can use our models, your models or any model because we have the Einstein Trust Layer. The Einstein Trust Layer, as you can see, sits between the LLMs and your apps and builders, so your data is secure. I highly encourage you to ask your AEs more about the Einstein Trust Layer because there's a lot of awesome features here, but a few that I want to highlight are that, one, we mask your data. So all private information stays within Salesforce. We also have a zero retention policy with the LLMs we work with like Open AI, meaning that they don't store your data for training or research purposes. And all of the responses that we get back from the LLM go through toxicity detection before they are served to your sales reps. So we ensure that the responses are accurate and not biased. So now that all of your responses have gone through the Einstein Trust Layer, this data is then fed through Einstein Copilot Studio, a new way for you to be able to customize AI with prompts, insights and automation to meet your unique needs. This is trusted, customized AI is then surfaced within Sales Cloud for your sales reps to use. So your sales teams are just seeing the output, but all of this is woven in underneath. Now that you have the Einstein 1 Platform working for you, it's time to unlock smarter AI with data. Did you know that companies with data-driven strategies see up to a 15% growth? We've all seen stats like that. And that's a reason to make data the foundation of your business. But that's easier said than done because for many organizations, data multiplies exponentially. Think about it, every e-mail, every meeting, every call across all of your reps, all of our managers, all of your leaders, the data is just piling up, leaving you with an incomplete view of your business. How do you make all of this data work for you? How do you make sense of this data? You can do that with the sales data platform. First, you need to build a sales data foundation. At Salesforce, we help you connect Salesforce data and external data. We have features to help you automatically capture all of your sales activities and we have out-of-the-box connectors to help you bring in data from legacy systems, ERP systems, even data lakes and warehouses. Next, within Salesforce, you can harmonize that data. What does that mean? It means that you're mapping all of this data to a unified model, so it's all speaking the same language. For example, a customer name in Sales Cloud might be called contact name. But a customer name in your billing system might be called customer name. So those 2 fields need to talk to each other. They're the same thing essentially. So you can bring them into Salesforce and map them all to a unified model. Once the data has been mapped, you can start to decide what elements of the data you need to activate smarter AI. So for example, I could create propensity to buy insights with CRM data, consumption data and subscription data or I could ground follow-up e-mail prompts in website engagement data, so I can send different types of e-mails that are tailored to what web page my customer viewed. The AI possibilities are endless when you have better data. So now let me pass it to Asal to show you what your sellers can do with the smarter AI that we've unlocked.

Thanks, Krithika. And hi, everyone, and thanks for joining us here. So we are super excited to talk about some of these early innovations that we're doing across Sales Cloud and rest of Salesforce. So I'm going to talk to you about the #1 CRM and the Playbook for Sales AI specifically and some of the feature that my team and I are delivering throughout the year. More specifically, if you look at -- as Krithika mentioned, data is super important in order to provide you a kind of an AI that's supercharging your seller. So let's use that data in order to boost the productivity. Believe it or not, a study has shown that on an average, sellers spend more than 50% of their time on manual tasks or manual data entry or admin-related task. And because of that, the #1 platform on Einstein is specifically focused around how do we boost productivity, how do we create more time for sellers so that they can focus on some of the important task, which is kind of building a relationship with the customer and closing more. So over the next few slides I'm going to talk about some of the innovations that we have, which is centered around boosting productivity and supercharging execution. So let's take a look at this flywheel. We put seller, obviously, either be it account executive or sales manager, at the heart of these productivity flywheel. And with the deep expertise that we have in the generative AI for CRM, we've been able to spin this flywheel even faster and deliver a much needed enhancement that boost productivity across sales cycle, which is grounded in the CRM data and flows and information. Let's take an example of the seller who is leveraging Sales Cloud Gen AI. We know that the sellers, their work it involves 2 core activities, building relationships and closing deals, and we are here to help them. Let's say, if you divide the core relationship-building task into pre-meeting, meeting and post-meeting, there are a host of activities such as meeting preps, sending generative AI-related e-mails that's personalized and rooted into every single specific customer queries. And also leveraging some of the meeting prep and technology that we have built with the Einstein conversation insight to get a pulse on customer and a feedback related to those meetings. Let's take a look at this. Like, if the seller is trying to generate an e-mail, leveraging the sales e-mail, we've already launched the sales e-mail which allows sellers to kind of have an access to a predefined generative kind of personalized sales e-mail from the CRM. Now with this next wave of enhancement, we're taking that even in a step further, and we are allowing you to basically customize this e-mail even further through the prompt studio, prompt builder. You would be able to basically could fine tune every e-mail and personalize it to your style and tone of voice. Isn't it awesome? The next thing that is one of my favorite and it's a timesaver is the instant meeting prep. Come February you'll be able to quickly prepare for any meeting by summarizing lead, contact or the entire opportunity, pulling and stitching different records toward the CRM, and getting it within a few commands. And when I say within a few commands, that is the beauty of what we're delivering all of these Gen AI feature through our conversational AI assistant, Einstein Copilot. So like you would be able to ask the Einstein Copilot, which is available everywhere and throughout your CRM. Whether in CRM or outside of CRM, you would be able to ask Einstein Copilot to summarize or give a status of this opportunity prior getting into a meeting, which would be a huge time saver and a fantastic tool for sales rep to be able to prep. Now let's talk about -- a little bit about the -- some of the features that we are specifically delivering with the Einstein Copilot. So with the Einstein Copilot, which is launching end of February, there's a host of activities and sales-related actions that we are launching in February and throughout the year. Obviously, in the interest of time, I have picked a few that we are super proud of, which we believe fundamentally is going to change the way it creates value for the seller and boost the productivity for them throughout the sales cycle. The number one here that I'm showing is basically a call exploration, which is deeply integrated with our proprietary ECI or Einstein Conversational Insight Engine, which essentially allows you to tap into any conversation and get a specific around that conversation and get a pulse of a customer and be prepared about the customer feedback or any sentiment analysis that you need to do around that call. So you'd be able within a few clicks to automatically transcribe and detect some of the key words across that conversation that you've had with the customer. And the beauty of it is that within the Einstein Copilot, you no longer even need to go to the app to look for those specific insight and information. You can just query the Einstein Copilot and ask for a specific part of the call that you had with the customer, be it the video call, be it the voice call, and then Einstein Copilot is able to quickly, accurately and intelligently return a response to your query and making you and arming you with the data that you need. The next one that is one of my favorite is the forecasting through Einstein Copilot. With the Einstein Copilot now, you would be able to just ask a few conversational questions and be able to quickly get a status of your overall sales plan, your forecast to close, and you get a high-level overview of where you stand in terms of your sales quota, et cetera. And then later on this year, we're focusing on even enhancing that further so that not only you will see the status of all of your account, but also the Einstein Copilot will work the magic in the background and be able to intelligently suggest you some action that has a higher propensity for you to close the deal faster. I think that would be a saviour for a lot of us. This is one of the favorite feature that we have. And then the next one is the generative sales play. The way I like to think about generative sales play is if you were to wave a magic wand and replicate your best sales rep and best sales plan there is to close the deal, that is it. So the generative sales play will just work on a specific detail from the CRM and the background and the conversation that you've had with the customer and just bringing all of that together to provide a plan of action on how to close a deal with a high confidence. And with the first iteration of the generative sales play becomes available earlier this year through Einstein Copilot, so you would be able to invoke the Copilot and ask the question about a certain opportunity and how to plan, to win that deal and win that opportunity. So the gen sales play is able to just basically provide you a series of milestone action that has a higher propensity for conversion. So we talk about the productivity and how we're planning on boosting to productivity. But that's not the only area that we are focused with the generative AI. As Krithika mentioned, we've been building AI capabilities since 2014. And we have been proud of what we have been building in terms of how we are able to help seller to boost productivity. But we also understand that productivity is one part of the day. And how about some of the execution actions that needs to go with it? So the next set of the slide I'm going to focus some of the highlights of what our customers are telling us and love about what we do in order to supercharge execution with AI. So we have a whole set of capability that helps you in terms of like execution. This slide there's a lot going on. But you would be amazed to see how we're getting feedback in terms of the depth and breadth of AI portfolio, more specifically on the sales AI that we have been delivering to our customer over the years. So some of the -- and by the way, you should definitely ask your AEs to talk about more about what is coming in the next 3 months, 6 months and a year type of a road map, so that you can get accustomed with all these great innovation that are deeply rooted into the customer feedback that we have been getting. Some of the few favorites that we have been hearing from customers is that eliminating data entry, right? We have been telling you all around the year that it's super important to keep the CRM updated. But we also know that sellers are out there, they're trying to sell. And maintaining or updating the CRM, it becomes burdensome. And the beauty of gen AI is that now we are able to automatically, behind the scene, work through all of these activities that you're doing and keep the CRM updated because let's face it. An AI is as good as the data it feeds. And most of these AI are grounded in the CRM for the quality of the response that we are getting. So it's absolutely critical for your CRM activities and contact to be updated. And now we know that this could be an hurdle to keep those manually updated, therefore, leveraging by tapping into gen AI, we're able to automatically update all of your CRM records to be able to feed that into an AI. So the other thing is that automating a lead qualification and routing all of those qualified leads from your website directly to your sales rep. So there are a host of features and functionalities that are really deeply rooted into how we can supercharge every single seller and turn every seller into an Einstein. Now that we've talked about some of these exciting customer favorite feature, I'd like to turn it over to my colleague, Kristyn, so that she can walk you through some of these features and talk about them live and demo those feature. Kristyn?

Hello, everyone. My name is Kristyn Assise, and I'm a Principal Solution Engineer here at Salesforce. Now it is my pleasure today to take you through a demo to showcase how we can give our sellers back the gift of time with Einstein. So let's start by jumping in and meeting our buyer, Lauren. Lauren is interested in our company's solar energy solutions. So she starts her journey by learning more on the website. After a few seconds on the site, she is prompted with the buyer assistant bot. This is her personalized digital assistant to learn more about the company all in her own time. She is able to easily communicate exactly what she's interested in, which, in this case, is going to be the optimizer product that, that company sells. Now once the buyer assistant bot understands her interest, you'll see it starts to capture key data, key details about her, such as her e-mail address, in order to create a lead on the back end, which could be passed over to sellers. Now this can take into account any of the data that you want to pass over to your sellers. Now in just a few messages, you'll see how buyer assistant provided a concierge type experience, and it captured the right information to pass over to a qualified lead to the sales team. Now let's shift into the role as a seller. Thanks to buyer assistant. I save time prospecting by working leads that were sourced to me by the buyer assistant bot. All of the customer's key details were captured. So with just one click I can begin drafting a personalized e-mail that populates to the right contact. Now I can send this e-mail directly within Salesforce or I can work with an outlook and leverage the same Einstein generative AI capabilities to send sales e-mails. I'll save time by drafting my e-mail with Einstein Sales e-mails and selecting a relevant prompt to schedule an introductory meeting. Now when I select the product my prospect is most interested in, in this case, a product description is automatically populated and added to this e-mail. Now this saves me time and to make sure that my prospect is getting the right, the most accurate and relevant information. And within seconds, I was able to generate an e-mail to my prospect. And it's not just any e-mail. It's an e-mail that is grounded in CRM data, like contact information and product data, which means that it's not generic. It's a tailored message that is generated specifically for our customer, which helps generate higher response rates and engagement with the customer. Lastly, I'll add in the 2 meeting times that our prospect indicated are best for her, and this will then reflect my availability in real time. This makes meeting scheduling so much easier and eliminates that back and forth, so that prospect can understands when I'm available and picks the best time. I can make any minor edits and send off that e-mail, and we are good to go. Now let's fast forward a few days after the meeting has already happened. And with Einstein Conversation Insights, I can see key takeaways from the call, including key insights mentioned by the customer at the exact moment in the call where it was mentioned. And the best part of this is that it was all captured automatically by Einstein. Now this saves me a ton of time because I don't have to listen back to the entire 30-minute call to review key moments. All I have to do is pinpoint the exact moment when the time was discussed using Einstein, and I can even share this moment with my manager. So he again can jump right into that moment when something was mentioned and review that specific moment instead of having to review the entire call. Now my main focus after meeting with my customer is progressing the opportunity and taking action on follow-ups. Thanks to Einstein. I never miss a follow-up because Einstein generates actionable call summaries and next steps. This means I can focus on deep listening during the customer conversations and take action quickly. Now in this case, I'm going to go ahead and navigate back to the opportunity where I will move up the close date based on the customer's request for an accelerated time line. Now after I update that request, when I go in to review all of my opportunities that I have anticipated to close this month, I can see all of my other deals as well, things that have pushed out, meaning that this opportunity the one that we're working with Lauren, our prospect, is my top priority because it's both the largest and the only deal that is pulled forward. So we really need to focus on this deal. And since it's my top priority, I need to make sure that I have full visibility into the details. With deal insight, I'm able to see key information about the opportunity, like how many days until close, but also account insights like open service cases. Only with Salesforce and the Customer 360 can you natively showcase all of the relevant customer details, like account insights, service cases and even customer engagements on marketing material, all in one place. This is how with Einstein sellers are able to get the gift of time and spend more time selling. Thanks to Einstein and actionable insights all within the flow of work. Thank you all so much.

Thank you, Kristyn. It really helps bring all those features to life when you see them in action from prospect to close. So next, I'd like to invite Cory to the stage, our virtual stage, to share a little bit more about Crexi and their AI digital transformation journey.

So to kick us off, Cory, could you tell us a little bit about your company, Crexi, and your role there?

Sure. Well, first, thank you all for having me here. I really appreciate the opportunity. Crexi's aim is really to revolutionize and democratize the commercial real estate landscape and the way that commercial real estate is transacted. So we have a marketplace for buying, selling, leasing and auctioning commercial real estate properties along with some marketing and workflow automation tools. We also have a data product for mostly consumers of commercial real estate to look at property and make some market-wide insights.

Awesome. Well, it sounds like a very successful company. So curious as to why did your team even turn to Salesforce?

Yes. Well, we've been using Salesforce for some time now. We've been on Salesforce for about 6 years. Before that we just didn't really have a reliable way to scale the business. Everything was mostly manual, a lot of big spreadsheets. We didn't really have the proper data structures. We had very limited automations, and it was really hard to turn sort of like attributions into actionable insights. So everything was manual. Reps had to manually find leads, find which accounts they were connected to, everything like our dunning process was done through manual e-mails. So Salesforce has really given a platform to tie all that data together and automate a lot of those actions. I think it's probably hard to say time saving of Salesforce in general just because it's pretty massive the amount of time given back to the team and the reps.

Awesome. Yes. And you mentioned -- you use the word manual a lot, which really shows that bringing in Salesforce, I feel like you then start to use the word automate a lot in terms of how Salesforce has really helped your company. Could you expand a little more, since this is a webinar on AI, how your team is using Einstein specifically?

Yes, absolutely. Well, we use Einstein in a variety of ways. We're probably really between that sort of predictive and generative category that you mentioned earlier in bordering on to the autonomous section. But we used the predictive section a lot around next best action, scoring accounts in contacts. So we know that reps are always reaching out to the right people at the right time. We use it to score opportunities and flag at-risk opportunities so managers can jump in and just sort of make them more efficient in managing their pipeline. We also use the conversational AI on individual records and for reps so that we can surface a lot of information around individual accounts and contacts faster. It really helps speed our reps in that prospecting and discovery stage before their calls. And then we do use the generative AI on our e-mail application pains all throughout Salesforce. So reps can quickly click the emails, generate e-mails and drop in the times like they mentioned in the videos here. And that's definitely one of the things that we're looking forward to most is that prompt studio coming, so we can really customize those prompts more. We can really dig in and make them probably a little bit more persona based and buyer focused and things like that.

Yes. Wow! You guys are using a lot of different features from the predictive features that Asal mentioned and as well as the generative features that we just launched this past year. Could you expand a little more on how Einstein has helped your team? Are there any benefits that you've seen that you can share with the audience?

Yes. I mean, ultimately, it's made our team a lot more efficient. I would say so far, especially so for our go-to-market teams and our go-to-market function and motion. Ultimately, it's making data actionable and it's making it actionable real time. A lot of that is reducing costs in terms of time. We estimate that we're saving reps anywhere between 3 to 4 hours a day by simply providing more information faster and when they need it. Reps spend less time researching. They spend less time following up. And all of that is brought to them right on their screen, right where they're kind of living their day-to-day with Einstein.

Wow! 3 to 4 hours. That's a lot. Imagine if you did the math on 3 to 4 hours a day, more time for selling, how many more deals you'd close. Maybe we'll work on that metric after. So you guys have done a lot, it sounds like, in the space. You're already using a lot of Salesforce AI features. So I'm curious, as you look forward to the future and this -- it's a new calendar year. What is -- how are you looking to take your AI strategy?

I mean, at Crexi, we have a very big sales team, and we really like to focus on customers. So sales team efficiency will continue to be a huge, huge sort of initiative for us. We really want to cut administrative costs or cut administrative time for our reps as much as possible and let them focus on what they do best, which is talking to customers. That's when the deals are happening and deals are getting closed. We do -- definitely want to start focusing on how do we speed up and make our teams that kind of surround our go-to-market function more efficient as well. So teams like buying on revenue operations and what can we do there to help those teams better service sales. So we're definitely looking forward to other items like the Einstein Studio and Einstein 1 Platform to really kind of explore that further. So we definitely want to look at things like automating org health and org maintenance. And we definitely want to start looking at some of the autonomous features and things that have been really difficult, if not impossible to do sort of like advanced attribution or attribution across the dark funnel, which is kind of a new buzzword now with AI, but how can we leverage AI to do all these things that we couldn't do before.

Yes. Maybe I'll have to have you on another webinar, so you can share how a lot of that strategy has gone because you guys are doing a lot. Now before I let you go, I'll have to ask you one of my favorite question. I talk to a lot of customers. Some are struggling and they just don't know how to get started. They don't know what to do. Do you have any advice for some of my customers that are still struggling in the AI space?

Yes. I mean at the end of the day, I would say, start small. There is no replacement for action. So I think this is definitely a landscape where don't let perfection impede progress. When we started looking at all of this for Crexi, you can do all these things with AI. But whether or not you should do that, it's probably something that you really need to measure for your individual business. So we really mapped out all the things and all the pain points that we thought we could solve with AI, and we kind of measured them in terms of impact and lift. So anything that was high lift and low impact, we just nixed that idea immediately. Anything that was low lift and high impact or medium lift and high impact, we put that on the road map and knock that out immediately. And then anything that's high lift, high value, we roadmap that out. We put it into our plans for going into '23 and into '24 and put a proper PM on there and really kind of laid out the steps and the groundwork that we would need to accomplish that.

That's awesome. I love that you took a very measured approach with metrics. Also, I love what you said about like not letting perfect to get in the way of getting things done. I think if anything, as I shared earlier in the webinar and we all know like this space is constantly evolving. And so our features are just going to continue to evolve, and we're going to continue to launch new and new evolutions of AI. And so as we constantly improve and innovate, like I feel like companies like Crexi that have gotten in early and are willing to partner with us and experiment and learn are the ones that are successful. And then as we continue to embark on the next revolution of AI, you guys will be ahead of the game because you're already starting to get your feet wet and using all the AI that we have. Well, thank you very much for everything. And thank you for sharing your story. I know a lot of customers love to hear from other customers in terms of their journey and it's really helpful. So thank you very much for joining us today.

Thanks, Krithika.

And with that, if you have any questions that we didn't get to answer in the chat, they will be sent to your AEs, and so we will make sure you get an answer back. But in the meantime, if you want to learn more about AI and our portfolio, there's some awesome sessions from Dreamforce. One about how to give your sellers the gift of time, and another all about the Sales Cloud road map. So you can see all the innovation that we're launching this fiscal year. So join us on Salesforce Plus to see that. Next, if you want to learn more about the breadth of our portfolio, as Asal mentioned, we have a lot of features. Check out our new sales AI demo that walks through our entire portfolio. And then last but certainly not least, we have launched a Salesblazer community. It's the largest community of sales professionals to really help you connect, learn and grow. So go to salesblazer.com and join the community. There's a lot of best practice content, networking opportunities, exclusive webinars, et cetera, that you can tap into by joining this community. So thank you, everyone, for your time. All of the links to these, everything that I mentioned, should be on the right hand side of your webinar panel. So we look forward to seeing you at another webinar, and we hope you continue your sales AI journey. Thank you very much, and have a great rest of your week.