And we’ve been very disciplined, especially around headcount as we’ve been doing that. Right now, I really see areas of investment in AI and Data Cloud. In distribution, we’re looking at those success stories like MuleSoft and doubling down. But we’re also being very careful on how we do that. We are questioning levels. We are questioning locations. We’re making sure that we’re maximizing really high-scale, lower-cost locations as well. So I feel like we’ve got the room to do this, and we have the opportunities to invest into our future as well as to manage our margin very efficiently.
Brian Millham: Yeah. I’ll just add a little bit there, too, Amy. I think we have really a team focused on the margin expansion. We want to continue to simplify our go-to-market strategies, how we optimize our pricing and packaging going forward as well. We talked about some of the things that we’re doing there. New channels to market. We’re really excited about the AWS Marketplace as a new channel to market for us. Amy mentioned location strategies, how do we continue to look at our real estate portfolio as an opportunity, how do we leverage our own technology, sales force on Salesforce and using our own products to drive more efficiency and automation in our business. So lots of opportunity to continue to do this. I’m excited about the culture and structural change in the way that we’re thinking about margin expansion of the company, and I think you’ll continue to see that.
So thank you, Keith. And then on the Fortune 500 that are using it, you’re right, it is early days. And as we said in the script, a lot of our customers are starting to trial and use this technology to see the benefits around productivity and cost takeout, leveraging the technology. But as we’ve also said, the data is an important aspect of this. And how do they clean up and harmonize their data first before they start to roll out these AI technologies broadly? How do you trust the output that you’re getting from your AI investments? And so what we found in conversations with our customers is an energy around and excitement around AI, but in a need to clean up the data first before they can really take advantage of this. And we’ll continue to see the expansion.
The 17% is great. We want to continue to go faster there, and we’re going to work with our customers to go drive those outcomes.
Michael Spencer: Thanks, Keith. Operator, we will take next question, please.
Operator: Your next question comes from the line of Mark Murphy with JPMorgan. Please go ahead.
Mark Murphy: Thank you and congrats on an amazing performance. Marc, part of the story of 2023 has been optimizations weighing on hyperscaler spend and then greater scrutiny on seat-based SaaS licenses. We are now starting to hear from hyperscalers that the optimizations are attenuating. Do you sense that a shift in mentality spilling over a little into the thought process, for example, for Sales Cloud seats or perhaps some excitement sparked by Sales GPT and freeing up some budget there on gen AI that maybe wasn’t there six months ago?
Marc Benioff: I think your number one thing that you’re going to see is customers trying to achieve more productivity. This AI revolution is a productivity revolution, and it means that every customer is just a lot more augmented. When I was in Tokyo, obviously, the yen is very depressed. And of course, we see that in our financial results as well. They’d be so much higher if the yen was higher. But I had an opportunity to walk into a couple of our customers’ retail stores, and one of them that I was extremely impressed with was Louis Vuitton. And when I walked into Louis Vuitton, they know exactly who I am. They have — even in Tokyo, and I test this wherever I go in the world, lots of different customers, I had an incredible experience.
They use this amazing app that they’ve built with our platform called ICON. They’ve done an incredible job. They have my full customer data and buying history. The sales executives are guided on how to work with me and what kind of products I’m interested in and what I want to buy. And it’s a productivity revolution for them. They are able to get a lot more success with our technology. And I walked into another store which is not one of our customers, and I have to follow up still with the CEO because, wow, the customer experience was just Oracle. It was the exact opposite. They didn’t know anything about me. They couldn’t work with me at all. It took probably the salesperson 3 or 4 or 5 times as long to complete the transaction because they did not have the automation.
The product revolution had not come to this company. So when I look at the companies that have had that great success, obviously, the entire Louis Vuitton group, obviously, the entire Kering Group, when I look at so many of the organizations that I had the opportunity to kind of touch, it’s amazing. I guess I was also very inspired in Japan talking to Goto-san as the CEO of Seibu. He has an incredible hotel chain called Prince Hotels. And they’re building a whole next-generation loyalty system based on Salesforce. They’ve had great success in using our product for marketing their hotels and having much higher levels of customer touch, both in B2B and B2C. But now they can take it to another level with the Data Cloud and provide a high-level loyalty management point system, something that’s so important for their future growth.
I had another opportunity to talk to Amazon is the Head of Technology at Toyota. His point was very simple, that we’ve fully automated all of the Toyota dealers in Japan. It’s been an incredible success story. We have done that with Toyota Media Services as our partner, a company that we have an incredible relationship with. But now with Toyota, we have the ability to take our vision to a whole another level, making this connected car experience really go one step higher, connecting all the Toyota cars directly to our Data Cloud and the Data Cloud then having the ability to proactively deliver the customer information and interactivity as it hits different thresholds. These are the opportunities that I see going forward. It’s about productivity.
