Gabe Rothman

INTERNET, IT & E-DISCOVERY BLOG: Big surprise that Salesforce is using Einstein Copilot for an AI tool! https://lnkd.in/gQrzDxFa https://lnkd.in/gSsY6GrZ CIO.com reported that “Salesforce announced the general availability of Salesforce Einstein Copilot, its conversational AI assistant for CRM.” The April 25, 2024 article entitled " Salesforce launches Einstein Copilot for general availability” (https://lnkd.in/gacyyjDA) included these comments: The company first announced Einstein Copilot in September last year, and released Einstein 1 Studio in March as part of its bid to become the platform of choice for building AI assistants for business. Salesforce also unveiled new enhancements to the platform, including “Copilot Actions,” a library of preprogrammed capabilities to help sellers benefit from conversational AI in Sales Cloud. This is very important given Salesforce’s CRM market, what do you think? https://lnkd.in/gQrzDxFa https://lnkd.in/gSsY6GrZ #ai #salesforce

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📣 Cacheflow launches Revenue Recognition for Salesforce users in partnership with APPropoz REVvue! SaaS deals aren't as straightforward as they used to be, which has caused finance teams to struggle with Rev Rec. But with Cacheflow and REVvue, you can now... ⚙️ Automate contract ingestion ✅ Ensure compliance with ASC 606 accounting standards 👁️ Gain real-time visibility and reporting Read more about the partnership in the press release below!

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I had a great chat with Anthony Enrico where we delved into the headaches of manual revenue tracking and why my company invested in bringing an automated revenue recognition tool to market that is built directly into Salesforce. Here is the full interview and demo https://lnkd.in/gsCkuW8m Let me know if you have any reactions!

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A poorly executed #customersuccess strategy will kill your #NRR for years to come. I've seen it first-hand too many times over the years. Here is how you deliver a well-executed CS strategy to drive great NRR and ultimately, business growth: 🛣️ 𝐔𝐬𝐞 𝐭𝐡𝐞 𝗗𝘆𝗻𝗮𝗺𝗶𝗰 𝐑𝐞𝐯𝐞𝐧𝐮𝐞 & 𝐂𝐮𝐬𝐭𝐨𝐦𝐞𝐫 𝐉𝐨𝐮𝐫𝐧𝐞𝐲 The first step in any customer success strategy is understanding the full & dynamic revenue & customer journey. This means not just knowing what your customers do, but why they do it. How and why did they buy your services? How do they move through their journey with you (rarely ina straight line!)? By understanding their motivations, you can better anticipate their needs and deliver solutions that truly add value. And don't forget, the old-school customer journey is not the standard anymore, you need to use the full, dynamic revenue & customer journey to get the full picture. This stretches from pre-sale to post-sale and allows for the customer to move in and out of journey phases/stages dynamically. 📈 𝐏𝐫𝐨𝐚𝐜𝐭𝐢𝐯𝐞 𝐄𝐧𝐠𝐚𝐠𝐞𝐦𝐞𝐧𝐭 Customer success is not a reactive function. It's about being proactive, anticipating customer needs, and addressing them before they become issues. You have to ensure that your strategy is aligned around, and fosters, a proactive CS culture and process that allows your team to execute effectively. This not only improves customer satisfaction, but also reduces churn, and creates more expansion opportunities. Both key factors in improving NRR. 📊 𝐃𝐚𝐭𝐚-𝐃𝐫𝐢𝐯𝐞𝐧 𝐃𝐞𝐜𝐢𝐬𝐢𝐨𝐧 𝐌𝐚𝐤𝐢𝐧𝐠 In the #SaaS & #CS world, we have access to a wealth of data. By leveraging this data, we can make informed decisions that drive customer success. This could be anything from identifying usage patterns to predict churn, to understanding which features drive the most value for customers and beyond. And it needs to go beyond telemetry, usage etc. Also capture, track and understand customer goals and other qualitative data points. One problem is that this data is often siloed or hard to access, so make sure you have systems (like RevSetter) that can bridge that gap and allows CSMs to effectively action the data & insights. 🤝 𝐁𝐮𝐢𝐥𝐝𝐢𝐧𝐠 𝐚 𝐂𝐮𝐬𝐭𝐨𝐦𝐞𝐫-𝐂𝐞𝐧𝐭𝐫𝐢𝐜 𝐂𝐮𝐥𝐭𝐮𝐫𝐞 Customer success should not be the responsibility of a single department. It should be ingrained in the company culture. When everyone in the organization understands the value of customer success, it becomes a strategic priority that drives business growth. This is why the dynamic revenue & customer journey, the engagement focus, and the proactive mindset are so important. When those are present - and a strategic & customer-centric approach is adopted by the CEO & leadership - the sky is the limit. Leverage these four building blocks and your CS strategy and execution will thank you for it ✅ *** 🛎️ If you enjoy my content, follow me for more ♻️ Repost to share with your network

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How much do you have to spend on Sales and marketing to generate $1 in ARR? We looked at this for the 30 odd SaaS companies that we track. Top performer for Q2 was Palantir. They spent $1.10 on S&M to generate $1 in net new ARR. Salesforce was the least efficient a $4.50 on S&M for every $1 in ARR. Want to numbers for all of the companies we track. Comment "send it" and I'll shoot it over.

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If we had a nickel for every time someone said AI doesn't solve real use cases for Salesforce Service, we'd be on the NASDAQ. Just kidding. So check out some of the Service Cloud + AI Use Cases. Check out GPTfy to bring AI securely to your Salesforce: https://loom.ly/I0eFfBA. What use cases do you relate to your business? Let us know in the comments. #salesforce #ai #gptfy #aiusecases #servicecloudaiusecases

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Salesforce won’t invest more in CPQ. The market sentiment says so. Since the launch of RLM (Revenue Lifecycle Management), the market sentiment for CPQ has gone down. People are speculating: → no new advancement → differences b/w RLM and CPQ → CPQ as an outdated tool and more. Here’s the most absurd yet believable speculation: In light of RLM, Salesforce will discontinue CPQ in 2-3 years. But all of this may be just that - speculation. There is nothing to worry, yet. Because RLM isn’t ready to use. It is still in beta. I’ve been getting a lot of queries around - how to migrate from CPQ to RLM. My answer - There is no straight forward way. Even if we do, the migration is going to be costly. What do you think about the future of Salesforce CPQ? #cpq #salesforce #salesforcecpq #rlm

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Forrester has an entire practice area dedicated to Revenue Operations - wouldn't it be cool if their practice leader came to speak at RevOpsAF 2025? 🤔 Well, that's kind of exactly what we've got planned. 😏 Cristina De Martini is the VP and Research Director at Forrester who leads this practice group, And I'm pumped to announce she'll be speaking at RevOpsAF 2025 in New Orleans. 🙌🏻 She'll be joined by some other incredible folks like: Ali Rastiello, VP of RevOps at Health Catalyst ☁️ Cliff Simon, CRO at Carabiner Group, a part of SBI Growth and Darrell Alfonso, Director of Marketing Strategy and Ops at Indeed Plus we've got some pretty incredible things happening outside of sessions, like: A RevOps AF/ter party at the House of Blues 🎷 A NOLA inspired cooking class (sponsored by our friends at Scratchpad) 🧑‍🍳 A city-wide scavenger hunt 🔎 And more. Operators from companies like Cisco and Zoom have already snagged their tickets, So what are you waiting for? Snag yours and learn more at the link below. 👇🏻 🎫 www(.)revopsaf(.)com #revops #revenueoperations #revenueops #salesops #salesoperations #sops #marketingoperations #marketingops #mops #csops #cxops #gtmops #alltheops #conference

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The overlooked reason why you might not be maximizing your Net Retention. Every SaaS exec I speak to wants to know the best way to increase net retention -- and they’re all trying different tactics to do it however perhaps we just need to follow the data… 2 in 10 RevOps leaders believe they have clean and actionable data in their Salesforce org, so… here are some things you can start to dig into: 🎅 What and how are you cleaning your data - manual, tools or other? Check your data foundation, specifically your account data. 🎅 Mastering your account data is where the gold lies, how are your Parent-Child data set up, how are you bringing to life your enrichment data (if you say APEX or SF Flows, I challenge you to dig more). 🎅 How does your team carves territories, how does finance managee billing, how does marketing operations route leads, and ultimately, how you build your GTM strategy. From a CRO point of view, if revenue teams want to expand and retain across your large enterprise customers, you have to bring your account data to life and align it into a process. When your team understands this in a visual way (and no, native account hierarchies or account hierarchy data is NOT the same thing) it will help resolve duplicate accounts, ensure visibility into your largest accounts, and make sure accounts are always owned by active sales reps. It also means that come territory season (which I’m sure your team is still reeling from) you can effectively reassign and mass modify directly in Salesforce. Whether you’re looking to reduce churn or sell more effectively, or even just stay consistent through different market events like mergers and acquisitions, it all starts with having clean account data. Clean, Connected SF Account Data IS the path to Higher Net Retention! Happy Holidays!

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I like money. A lot. I also like saving money. (So I can spend more of it later 😂). So when looking at what SaaS to integrate into our marketing and sales stack, Total Cost of Ownership is a pretty huge metric for us. https://buff.ly/3SexH1J #salesforce #hubspot #finance #marketing

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We're thrilled to introduce Real-Time Integrations with top CRMs like Affinity.co, Attio, Salesforce, HubSpot, Airtable, and many more! 🎉 These integrations will transform your workflow by: 🔄 Syncing Companies and Contacts in Real-Time 🎛️ Offering Fully Customizable Settings 🧠 Automating Data Updates And, with our Push and Pull features, you can enrich your CRM data with Specter's unique growth signals and insights, making your decision-making process faster and more efficient ⚡ Read more in the first comment below 👇

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Get up to speed on any account in 30 seconds with ZoomInfo Copilot. On the latest episode of In Your Corner, our CEO and Founder, Henry Schuck, shows how ZoomInfo Copilot is changing the game for AEs and AMs. ZoomInfo Copilot makes meeting prep and account research simple — surfacing everything you want and need to know about an account. From recent engagements and key contacts to upcoming deals, ZoomInfo Copilot's AI Account Summaries help frontline sellers prepare for any customer interaction. Have a question? Just click "Ask Copilot." See how it works. ⬇️ #ZoomInfoCopilot

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Kelvin’s been helping businesses solve their Salesforce CPQ challenges for years. His technical expertise is deep, and he’s worked with customers in every industry. This article shares what he’s learned in that time, and how businesses can get the most from their CPQ: https://lnkd.in/gDtmFTcm 

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Vendor renewals slipping through the cracks? 📅 We've all been there—one missed renewal, and suddenly you're scrambling to negotiate terms on the fly (or worse, paying double). Opstream automates renewal tracking, so deadlines never sneak up on you again. 🛑 Alerts for upcoming renewals ⏲ Streamlined approvals before time runs out Save time, avoid stress, and focus on what matters. Renewals don’t have to be a pain. Let Opstream handle it. Get in touch today!

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Key takeaway from Lenny Rachitsky's podcast with Marc Benioff:  1) Salesforce can’t win the AI Agent race 2) Marc’s part of the problem 3) Salesforce's customers will suffer most 𝐒𝐚𝐥𝐞𝐬𝐟𝐨𝐫𝐜𝐞 𝐜𝐚𝐧’𝐭 𝐰𝐢𝐧 𝐭𝐡𝐞 𝐀𝐈 𝐀𝐠𝐞𝐧𝐭 𝐫𝐚𝐜𝐞 Salesforce is a 30-year old platform designed from the start to silo data, it's completely isolated from other critical enterprise systems, and it's been frankenstiened by various bolt-on acquisitions (e.g. mulesoft, tableau, slack, heroku, etc.). Agents require seamless data connectivity. The only thing seamless about Salesforce is the annual price increases. "I keep having these kind of existential freak out moments about AI." Rightfully so, Marc. He knows Salesforce is structurally deficient. The best he can do now is paint an alternative reality:  “This is a startup. We're a 25-year-old, 75,000-person, $300-something billion market cap startup.” Sure, Marc. Just like Larry’s got Oracle running like a $500B startup. No one’s buying the distribution stats. Call it AgentForce because it'll be forced into every renewal, just like “premium support,” whatever that is. And, telling us that Einstein led the way is simply insulting. No customer ever looked at their bill and said “that Einstein upgrade really paid for itself.” 𝐌𝐚𝐫𝐜’𝐬 𝐩𝐚𝐫𝐭 𝐨𝐟 𝐭𝐡𝐞 𝐩𝐫𝐨𝐛𝐥𝐞𝐦 Just to be clear, Marc’s a brilliant entrepreneur. An all-time great. But, he could not sound more out of touch: > Ads with Matthew McConaughey and Woody Harrelson (jump the shark?) > Name dropping “my friends” Chris Rock, Michael Dell, and Neil Diamond > Stock’s at an all-time high but “I didn’t even know” > “Money isn’t the goal,” easy for you to say > Various homes, especially the one in the “blue collar town” A 60-minute podcast, and two-thirds of it was Marc humble-bragging. Even Lenny joked "You have the most amazing friends list, all these folks you mentioned." Engineers capable of solving this generation’s most transcendent technological challenges want a leader who’s in the trenches with them grinding, sacrificing, inspiring. Look at Sam Altman, Elon Musk, and Jensen Huang - driving cutting edge technology, leading with mission and purpose. The contrast could not be more striking. 𝐒𝐚𝐥𝐞𝐬𝐟𝐨𝐫𝐜𝐞 𝐜𝐮𝐬𝐭𝐨𝐦𝐞𝐫𝐬 𝐰𝐢𝐥𝐥 𝐬𝐮𝐟𝐟𝐞𝐫 𝐦𝐨𝐬𝐭 “I'm throwing everything against the wall and looking at what's going to stick.” Translation: Salesforce is spraying and praying.  1) Flood the zone with noise and misinformation 2) Buy time sewing seeds of distrust and consuming customer resources 3) Get lucky and find something that works, likely via M&A.   Marc’s right, AI is an existential threat to Salesforce. It’s just sad that Marc’s willing to burn the bridges at the expense of his customers. Hopefully, one of Marc's many "good friends" will offer some candid advice. #AI #Agents #CDO

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