Amy Weaver: No, I think that was great, Brian. We have to be customer number one and use it. And I’m excited that we are. Lots of opportunities for us.
Michael Spencer: Thanks, Mark. Brandon, we’ll take the next question.
Operator: Your next question comes from Kirk Materne with Evercore ISI. Please go ahead.
Kirk Materne: Yeah. Thanks very much. I’ll echo the congrats on a great fiscal year. I don’t know if Brian or Marc wants to take this one, but we realize AI is applicable to every industry. But I was just kind of curious, are there any industries that you believe are farther along in terms of taking advantage of AI where there frankly could be a domino effect due to the competitive advantage one customer could get over another if they don’t start down this path?
Marc Benioff: A very good question, and an unknown. I mean, this is the future. Look, does anybody really know what is going to happen? I mean, we saw Minority Report war games, it was written by our futurist Peter Schwartz at Salesforce. Many decades ago, we’ve seen the movies, her terminator. Is this our future? Do we really know what’s going to happen? Look, at the end of the day, we all know that everything is underway with AI. The future is unfolding between our eyes. And we all remember the Minority Report scene when Tom Cruise walks into the gap store and the hall store turns into a highly personalized experience. And the digital sales agents and the human sales agents all start talking. We got this Jeans last time, you need to buy the new jeans this time.
Listen, if I go into the gap store right now, and I love the gap, amazing new CEO, San Francisco company, fantastic, incredible, worked with him at Mattel. But the store has not yet transformed into the Tom cruise scene. We know that, okay? But great products, great brand, great company, great lineage, great founders. Okay? We are on the verge of something huge happening for all of our customers. We have to be driving that. We think we have the solution. This is going to happen. We also need to be guiding it with the right values. We all know that. We have to have the right core values. I went to this AI safety summit. Not enough focus on values. The values — not just the woke values that we’re seeing in these filters, which are horrible, but the values of trust.
And that story I told you on the script, when I saw that last week, I’m like, I’m putting this in the script that this company, which is a great company and a customer of ours, but did not use our technology, went out there and used some kind of rogue AI that they picked off the Internet. Some engineer just hobbled it, hooked it up, and then it started just spewing these hallucinations and falsehoods around their loyalty program, and the courts are holding them liable. Good. Let every CEO wake up and realize, we are on the verge of one of the greatest transformations in the history of technology. But trust must be our highest value. And that is why at Salesforce, we are going to lead this not just with great technology like you see, but also and I just put on my Twitter feed, I hope you see at the top of my Twitter feed the results for the quarter.
But please watch the five minute video that’s on the Twitter feed so you can understand coming into Trailhead DX. What we are delivering with AI? A trust based AI for enterprises built on our data and metadata. This is what’s truly important.
Michael Spencer: Great. Thanks. Brandon, we’ll take our last question now.
Operator: Your final question comes from Brad Zelnick with Deutsche Bank. Please go ahead.
Brad Zelnick: Great. Thank you so much for taking the question. Listen, great to see the data cloud traction, the recognition of Gartner’s magic quadrant. And Marc, I appreciate you taking us into why the architecture is different from general purpose data platforms and that it brings together the data and the metadata. But my question is a two-parter. A, it’s clear Data Cloud is optimized for customer data and customer related apps. Can you take it beyond that? And then, B, how much of the customer base today is really viable to take Einstein 1 on and UE plus at a 50% higher list price point? And how far penetrated are we into that? Thank you.
Marc Benioff: Well, I’m going to do the first part, and then I’m going to turn it over to Mike Spencer to do the second, because he not only runs IR, but he also runs FPNA. And he’s been doing that analysis. So I know he was going to come in on this. Look, number one, this is a huge upsell opportunity for us. You probably know, I think not even 50% of our Sales Cloud users use Service Cloud. Not even 50% of our Service Cloud users use Sales Cloud. Maya Copa, that is on us. Okay. I wish I could say that all of our sales users are service users, our service users are sales users. But even ADP that I talked about in the script, who we’ve worked with for more than two decades, and I remember the first time I made a sales call there to extract Siebel from their infrastructure was not yet using us for service.
So we have a lot of work to do to sell our existing clouds into our customers and also to upsell our existing customers and cross sell them with Data Cloud, with Einstein 1, with the full platform. We’re rewriting our whole platform to be deeply integrated. We will no longer have all these separate acquired platforms. When we’re done, we have one integrated platform, Einstein 1. One unified data and metadata platform. This is something I have deeply focused on in the last year to make sure it’s clear to all of our engineers and are also financed that this must be funded, which it is. And then we will deliver this capability and then we will light up and give you these great success stories. Look, some companies operate at the highest level, the user and the productivity level.
That’s not where we are. Okay. Some companies, okay, they operate maybe at the model level. That’s also not where we are. We are a data company. We operate at the data level. Yes. We’re about customer success made possible by data. This is AI revolution, it’s a data revolution. There’s no question. You cannot have the AI without the data. That’s why those AI companies stole all that consumer data, so they could have some semblance of those party tricks. For the enterprise, it’s not going to fly. You’ve got to have these comprehensive data sets that are informed by the metadata. And Mike’s now going to answer the second part and we’ll wrap it up. Mike, go ahead.
Michael Spencer: Yeah. Brad. Thanks for the question. I think the way to think about the price uplift, moving to Einstein 1 edition used to be a limited edition plus. It’s really about the value that we’re providing to our customers. Because at the end of the day, our ability to get increased price is about the value that we’re going to provide. And so as customers start to ramp up their abilities on AI, ramp up their learnings, and understand what it means for them economically, our ability to get price will be dictated by that. Early signs of that are pretty strong. We feel good about the progress we’ve seen. It’s only been in market for four plus months now in FY24, but we’re encouraged by what we’re seeing. But at the end of the day, it’s — we’re trying to make it as simple as we can for our customers to buy it. But it’s going to be predicated on the value.
Brian Millham: I agree. And just one last comment, Brad. It’s Brian. We want to be able to deliver data cloud and AI at all levels, in all segments. And you see that in our offering around Salesforce starter where we’re building an AI and data cloud capabilities as part of that. So every segment of our customer base should be able to enjoy the power of AI and data cloud.
Michael Spencer: So thanks for the question, Brad. And we thank everyone for joining the call today. We look forward to seeing everyone over the coming weeks.
Brian Millham: Thanks all.
Operator: This will conclude today’s conference call. Thank you for joining us. You may now disconnect.
