As we’ve moved to virtual briefings, I have increasingly been excerpting short video segments (with permission) as part of my Analyst Cam series.
I attended Dreamforce last month fully expecting to be inundated with AI messaging–and I was, with Salesforce taking a sensible “trust-first” approach. I also wanted to get an in-person perspective on progress within Salesforce Industries and its Revenue Lifecycle Management offerings. While there, I watched several Industry Cloud presentations (Salesforce is now up to 13-plus Industry Clouds and solutions) and also spent time with many industry-focused customers and partners, in addition to walking the show floor which offered plenty of industry-specific product demos.
Jujhar Singh, EVP and GM, Industries & Revenue Lifecycle Management for Salesforce, generously followed up with me in a post-Dreamforce video interview to share the latest on Salesforce’s Industry Strategy. See below for links to each of the eight segments, including an annotated description of each.
For more information about Salesforce Industry Clouds, click here; watch on-demand Dreamforce Industries sessions on Salesforce+ here.
Segment One: Introduction (3:46 minutes)
Jujhar sets the stage and explains the meaning of its five Product Pillars. He also emphasizes the importance of Salesforce bringing together all its core clouds based on one common metadata, stating “that’s our special sauce.” Finally, he stresses the company’s focus on AI, saying “the AI revolution is a data revolution more than anything else.”
Segment Two: AI Strategy (2:31 minutes)
Jujhar says the goal is to make sure that AI is a continuum from predictive to generative, not segmented in different boxes. The key to that is a solid data foundation. Salesforce was one of the first enterprise vendors to bring predictive AI to customers. Via Einstein, it claims to have made a trillion predictions. Now around vertical scenarios, it is packaging 31 industry AI applications out-of-the-box and looking at industry-focused LLMs and other verticalization. This segment includes examples of AI use cases.
Segment Three: Deep AI + Data Cloud Applications (5:46 minutes)
Jujhar highlights four vertical AI and Data investments announced at Dreamforce across a wide range of sectors:
- Connected Twins for Auto and other industrial markets (in a partnership with Qualcomm)
- Personalized Finance for Banking and Financial Services
- Trade Promotion Optimization & Effectiveness for Consumer Goods
- Unified Health Score for Healthcare – both at an individual and population level
He also emphasizes the “trust” factor which was repeated early and often at Dreamforce. “We don’t own the data. Customers do.”
Segment Four: Generative AI Scenarios (1:37 minutes)
Here, Jujhar highlights 10 industry-specific GenAI use cases. He also drills into Education Cloud, which is being built to support lifelong learning. Jujhar explains that as an institution designs courses, GenAI can recommend skills needed as a baseline for each course. As individuals complete different courses, they can see the aggregation of skills they’re building.
Segment Five: Revenue Management Foundations (1:44 minutes)
Jujhar discusses three solutions: Enterprise Product Catalog, Pricing, and Contracts. This segment includes Generative AI to generate contract language and collaborative redlining among other features.
Segment Six: Strengthen Scale Clouds: Financial Services and Health Cloud (5:07 minutes)
Here, we talk about two of Salesforce’s most successful verticals: Financial Services Cloud and Health Cloud, with the latter being complemented by the company’s latest industry offering: Life Sciences Cloud. He explains that Life Sciences Cloud isn’t just about the Pharma sector, but also includes MedTech. Jujhar also shares what’s going up-market with Group Insurance, expanding into compliance with more Know Your Customer (KYC) integrations for banks, and other new functionality for the Financial sector.
Segment Seven: Impact Portfolio: ESG, Nonprofit, Education, and Public Sector (6:00 minutes)
Jujhar covers four pillars in what the company calls its “Impact Portfolio.” For ESG, he talks about how the “E” is covered by the company’s Net Zero Cloud. He shares that Nonprofit Cloud provides a lifecycle approach, from fundraising, to program execution, and to a scorecard on outcomes. For Education Cloud, he says the company is starting to focus on lifelong learning, emphasizing that “You cannot be in a model of ‘one and done.’” And for Public Sector, he says “It’s one of our fastest-growing Industry Clouds. We’re getting traction across the board, really, whether it’s state and local, or the whole domain of federal, and across functions from benefits management to social, as well as licensing permits and inspections.”
Segment Eight: Maturing & Emerging Portfolio: Manufacturing, Connected Cars, Loyalty by Industry, Referral Marketing by Industry, Clean Energy (1:35 minutes)
Here, Jujhar talks about other recent investments, and they span across sectors. He says “the next set of innovation is going to come through the focus on clean energy.” For industrial sectors, he talks about a focus on assets and their maintenance, warranty management, and the concept of connected costs. He also explains how the company is investing in loyalty programs by vertical, and a referral marketing module for Education, Nonprofit, and Financial Services.
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