Scott Jorgensen

💸 How can Salesforce ISVs use tiered pricing and multi-year contracts? 😎 Clip from discussion with Chirag Mehta, Founder Satrang Technologies, an ISV partner with multiple paid apps on AppExchange. 😎 The full Video podcast will premier soon on 🔗 https://lnkd.in/gdkzhmsu #Salesforce #AppExchange #Startups #ISVs #PDOs #TagsPodcast

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Ground your Salesforce AI prompts To prevent bad responses. Simple. Effective. Here. Built-in Support for grounding rules is now available in 1.6, our latest release. Standardize your grounding rules - You can have a set of grounding rules that can be applied consistently to any prompt. Custom grounding supported - GPTfy always let you add your grounding to the prompt, and now you can add those custom grounding rules to the set as well. That way, a repository of tried and tested ones can be selectively applied as needed. This ensures that the AI responses are in line with your internal standards for ethics, content, privacy, and security. Learn more about this new feature in our release notes for 1.6. https://bit.ly/3UjACYA #salesforce #salescloud #servicecloud #aicloud #ai #gptfy #appexchange GPTfy

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NEW PRODUCT ANNOUNCEMENT ⤵ ▶ Unleash repeatable success through relationship intelligence ▶ Harness the power of all your data enrichment tools - LinkedIn Sales Navigator, Pipelaunch, Zoominfo, D&B, Lusha, and more ▶ Drive Salesforce's #AI to benefit your entire revenue team Registration link in comments

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Some great hack by Colby Ricker for troubleshooting #salesforce with AI https://lnkd.in/gYTtvq-s My favorite part is on the proactive stance SF teams can and should take instead of waiting for error messages... "While error messages may be a common use case for those looking to leverage AI in their Salesforce management, there’s another benefit to capitalizing on this technology: proactive problem solving. By using AI, Salesforce teams could determine where potential errors may be lurking and solve them before they even become an issue."

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Great article by Vernon Keenan talking about some of the new Einstein releases and the impact it will have on RevOps market. We've seen Salesforce recently take a number of steps to integrate more data sources between this announcement + Data Cloud and the deepening relationship with Snowflake. We think there is a big opportunity for an AI native company to help unite data across the enterprise sales data stack. That's where Myko comes in, as we build a proprietary knowledge graph of your data during onboarding so you have one layer than can communicate across systems.

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"If it's not in your CRM, it didn't happen." You've likely heard this phrase before. Unfortunately, a lot of valuable business information never makes it to your CRM. That's why Nylas recently launched a new #Salesforce integration. It provides businesses with visibility into email conversations from customer-facing teams without requiring any changes in user behavior, and at a fraction of the cost of other solutions. Join our experts in this webinar to learn how this solution is creating a massive impact into your daily GTM activities. #partner, #salesforce, #email, #GTM

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Speed to lead might sound simple, but the architecture behind it is anything but. ZoomInfo's demo routing is powered by Zoominfo Enrich, which we used to create a system of models and workflows for SDRs to connect prospects with closers (AEs). As always, our goal is to optimize outcomes while maintaining equitability for reps. Let's break it down: ⚖️ Balancing Model: Designed within Salesforce, this system prioritizes demo allocation by evaluating the number of eligible events over their event quota over a rolling period to ensure a fair distribution of leads among AE cohorts. 📏 5 Tier Prospect Scoring Model: Dynamically assesses and assigns prospects to a tier based on channel, segment, win rate model, and title department rating collected and enriched at the time a prospect fills out a form via ZI form complete.. 🏆 Win Rate Model: Leveraging ZI enriched data points, this model refines demo allocation by categorizing prospects and accounts into win rate cohorts based on thousands of ZoomInfo’s industry-specific and title data points, such as # of sales employees and recent funding activity all help pinpoint the best meeting. ✅ AE Tiering Eligibility: Based on segment and ACV quota, AEs are eligible from anywhere from 1 to 4 tiers of demos. The demo router matches eligible AEs to a prospect tier to determine whether or not an AE is best suited for this particular meeting. 🗓️ Availability Integration: Through direct integration with Google Free/Busy API, we prioritize speed to lead by matching AE availability with the time the SDR coordinated with the prospect. This way we can book more same-day and next day meetings. The magic is that an SDR simply has to hit a button to initiate this process and schedule a meeting, making the handoff and tracking practically seamless We're continuously refining our model to adapt to nuances like PTO, market changes, and shifting demands to keep our leads flowing as quickly and smoothly as possible. See what Steven Bryerton, our SVP of New Sales has to say about Speed to Lead 👉 https://lnkd.in/gSQ5JyrD 

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There is often considerable overlap between Revenue Operations (RevOps) leadership and the Chief Revenue Officer (CRO) roles due to the interconnected nature of strategy and execution in driving revenue growth. This signifies a move toward a transformation in Revenue executives where decision-makers combine strategic foresight with operational expertise that drives sustainable revenue growth. The opportunity for senior RevOps professionals to take on these executive roles is more relevant than ever. Here is my advice on considering this move: https://lnkd.in/eEp263QR

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I’ve got AI on the brain as Salesforce keeps rolling out its new Einstein 1 advancements. They’re generating buzz, and for good reason, but the question I keep hearing is how can we actually make use of these? Tools like prompt builder and copilot builder are powerful, no question, and could show enormous ROI…but how do we harness them beyond generic use cases? The secret lies in leveraging them to supercharge Professional Services and Customer Success within Salesforce: 1. Hyper-Personalized Customer Success: Einstein AI can analyze support tickets, past interactions, and product usage patterns. This allows your CS team to proactively suggest relevant features, training content, or expansion opportunities. Best part? It’s tailored to each customer. ✨ 2. Empowered Services Delivery: Imagine your consulting and implementation experts equipped with AI-powered insights during onboarding. They can recommend tailored configurations, pinpoint potential roadblocks, and highlight success patterns from similar customers - accelerating time-to-value. 💡 3. Bridging the Sales-CS Divide: What if Sales could use AI to instantly understand the customer's current sentiment and pain points before a handoff to PS? Einstein can analyze communication history and give a playbook directly to your project manager.🤝 The Key: Don't Treat AI as a Shiny Toy To see true ROI, we need to integrate Einstein strategically into the processes driving customer success. I hear people ignoring these as they try to scale quickly, but output is only as good as preparation: - Data Hygiene: Clean, well-structured data is essential to effectively make use of Einstein. 🧼 - Cross-Team Skill-Up: Offer AI literacy workshops for those directly leveraging its insights. 🧠 - Targeted Metrics: Track the impact on time-to-resolution, upsell rate, and implementation success.📈 Who's actually started using Einstein AI? Let's discuss real-world examples and strategies! #Salesforce #EinsteinAI #AI #customersuccess #services

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Are you navigating the Salesforce ecosystem? Here’s a quick guide to demo orgs that could turbocharge your next project! ⚡️🌐 Developer Org: Perfect for those in the coding trenches. Pre-sales Org: Customized setups for your client pitches. Trial Orgs: Experience full features with a temporary setup. Why not share your go-to Salesforce demo org and how it elevates your workflow? Let's exchange insights! 💬 🔗 Are you tired of juggling multiple demo environments? Wish there was a way to streamline everything into a single, accessible location? 🌐 We've made it easier than ever to manage all your demo orgs from one dashboard! https://lnkd.in/gnUACSAd #Salesforce #CRM #TechTools #BusinessDevelopment #CloudComputing #SalesforceAdmin #SalesforceDeveloper #Technology #Innovation #DigitalTransformation

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Probably the best video you will watch today, which will explain how to drive 536% increase in engagement - ask Salesforce how they used Kaltura to do it.

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Probably the best video you will watch today, which will explain how to drive 536% increase in engagement - ask Salesforce how they used Kaltura to do it.

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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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Struggling with churn? Validate the value your customer receives. This is not a static metric/KPI - it needs to be nurtured, revisited, redefined, and reinforced throughout the customer lifecycle ♻ #customersuccess #sales #customervalue #value

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RevOps Needs to Evolve From Systems Admins to Strategic Advisors 🚀🧠 RevOps isn’t just about managing systems; it’s about transforming them into strategic assets. + They are the ones turning complex data into actionable insights for leadership. 📊🔍 But here’s the real deal: With all the knowledge of systems, processes, and insights…RevOps needs to step up as strategic advisors 👔 It’s not just about keeping the systems running; it’s about steering the ship towards opportunity. What does this mean for businesses? It means elevating RevOps from the backroom to the boardroom. Transforming them from tech troubleshooters to key players in strategic decision-making. This shift is crucial. It’s about recognizing the potential of RevOps to influence and shape the future trajectory of the company. It’s about tapping into their unique insights to drive smarter, data-driven strategies. So, how do we do this? It starts with giving RevOps the tools, authority, and, most importantly, the seat at the table they deserve. 🪑 It’s a journey from operational support to strategic partnership.🚀 #RevOpsEvolution #StrategicAdvisors #InnovativeBusinessStrategies 🌟📊

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For the past decade, Product Led Growth (PLG) has been the golden strategy for SaaS success. But PLG isn’t cutting it in the world of GenAI today. In the past, sales teams relied on bottoms-up adoption, where users within disparate organizations would embrace a product, eventually leading to viral adoption. In the realm of GenAI, however, PLG might not be the golden ticket anymore - at least for now. Just as cloud applications faced some initial skepticism, GenAI solutions are encountering similar hesitancy. This reluctance stems from concerns about compliance, security, and data usage. To overcome these barriers, companies need to resort to a top-down sales approach. That means old-school relationship building with key stakeholders. Think back to when companies like Salesforce and Workday relied on outbound sales reps to woo CIOs with promises of secure products and trustworthy relationships. It took time and effort to build that trust, but once it was established, cloud applications became more widely accepted, and PLG flourished. Likewise, with GenAI, it's crucial to secure buy-in from top decision-makers before expecting widespread adoption. This means forming strong relationships and addressing concerns about compliance and security. Only after earning their trust can companies expect employees to freely adopt new tools. So, to all the founders out there, I’m forecasting that sales will be more top-down for the next 5-10 years. With that in mind, don't shy away from enterprise sales and hiring a sales leader when it’s time to move on from founder-led sales. A Sales leader will be able to pave the way for navigating the complexities of enterprise sales and gaining access to crucial enterprise data. This shift back toward top-down adoption is a tough pill to swallow, but it's our reality. Companies that make the most of it - and do so quickly - will flourish!

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Salesforce saw a year-over-year increase in revenues and earnings but fell short of market expectations. This led to a big hit in after-hours trading. A sizable portion of the revenue shortfall was in the Professional Services and Other category (not a big surprise, PS is hurting everywhere), but there was also growth in all product areas. Salesforce also increased its 2025 fiscal earnings forecast but kept revenue estimates flat. Commentary from leadership on the investor call made major mentions of financial transformation (margins, cash flow, dividends, etc). Also a great deal of commentary on AI being integrated into multiple product lines and good initial adoption. Good financial discipline is good business, but the level of excitement from the leadership team in AI would suggest a higher level of investment (and lower not increased earnings forecasts) to drive a long-term revenue ramp. #SFDC #MoorInsights #AI #CRM

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🚨 Salesforce Stumbles 🚨 Salesforce's Q1 results missed revenue expectations, and Q2 guidance also fell short. The full-year subscription growth outlook has been downgraded to "slightly below 10%". On the call, the company noted moderated buying behavior due to elongated deal cycles, deal compression, and higher budget scrutiny. A new spending outlook for 2H24 will be available soon. Will the trends shift for Salesforce? Stay tuned! 🧔 #Salesforce #TechNews #MarketUpdate #BusinessInsights #SalesforceStumble

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