Andy Mowat

For the right use case, AI can be truly dynamic... for a broad stroke implementation, you can see big failures. Drive down the scope of AI for specific sales motions and test, test, test...

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Robert F. Smith, CEO of Vista Equity Partners, recently posted a video about the future of enterprise software that's worth watching. He describes a shift with pricing and the emergence of what he calls "agentic enterprise solutions." This is terminology that Salesforce has been talking about since Dreamforce. Context, trust, and the ability to operate at scale are what separate the winners. The specific agentic enterprise technology matters. It's certainly no secret that we are big believers in the power of Salesforce, Agentforce, Data 360, and love Slack. We also understand and are huge fans and users of solutions like Claude, and others. No single technology can or should do it all. You really need to understand the motivation behind the work, what success actually looks like for a given job, before you can determine the right technology and approach to get there. Smith makes a point that really resonates: when you're processing insurance claims or sending wire transfers, "probably right" is not good enough. He's right, and that's why getting value from AI requires two kinds of orchestration. 1️⃣ You have to orchestrate the technology, the right AI combined with well-designed enterprise software that brings structure, workflows, and accountability. 2️⃣ And you have to orchestrate the workforce, designing digital worker roles, onboarding them with context, managing their performance, and coaching them over time just like you would any employee. I go deeper on both of these in a couple of blog posts I'll link in the comments. That's what we help our customers do at Asymbl. Design, coach, and manage digital workers that drive real ROI. Technology to hire the human talent who can orchestrate alongside them. Broad platform and solution expertise to bring it all together. You can't scale digital labor without the discipline to manage it, and you can't orchestrate a workforce you can't build. Smith says this could be the most valuable chapter in software's history. We agree, and what we're building next takes it even further. Links to video and blogs in comments. #workforceorchestration #digitallabor #futureofwork #AI

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Thanks to Andy Engin Utkan at Salesforce Break for this quick video walkthrough on creating customer feedback surveys with SurveyVista. Because when your data lives in Salesforce, you avoid integration headaches, reduce churn, and keep sensitive data to act on right where it belongs. Watch to learn more: https://lnkd.in/gWmwPWca #Salesforce #CustomerInsights #CustomerExperience

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Sales leaders, this one's for you! Many organizations roll out Salesforce expecting results, only to face low adoption and stalled performance. In this fireside chat, Jeff Davis, Director of Revenue Operations at Lucas Oil Products, breaks down how he drove Salesforce adoption from 30% to over 90% in a complex, fast-growing business and what it really took to get there. If you’re accountable for revenue outcomes, forecast accuracy, or technology ROI, this session offers practical, experience-led insights you can use right away. Sign up for the free webinar, all registrants will receive the recording. 🔗 Link in the comments!

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Instead of just asking where a deal is stuck and how to fix it, imagine instantly identifying the key decision-maker within Salesforce (using the CTD integration of course). That's the power of targeted introductions. By leveraging connections and pinpointing the right contact, stalled opportunities can regain momentum and close faster. It's about working smarter, not harder, to unlock potential. #Salesforce #SalesStrategy #RelationshipAI #BusinessDevelopment #GTN

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I recently sat down with Antonio Grassi, CTO at Fastcall, to talk about their journey going all-in on Salesforce 🚀 From the early “wild west” days of building a dialer for Salesforce Classic, through the introduction of OpenCTI, to today’s Salesforce-native communications platform 📞💬 In our conversation we cover: 🔹 Why “native in Salesforce” is important – communications data stored in Salesforce for reporting, automation and security 🔹 Leveraging Salesforce desktop and mobile experiences to deliver a seamless user workflow 📱💻 🔹 Navigating modern telecom challenges like deliverability and compliance 🔹 What’s next with emerging technologies like RCS and AI/Agentforce 🤖 A fascinating look at the evolution of a Salesforce ISV over more than a decade. ▶️ Watch the full interview: https://dub.sh/qaokLwC Thanks to Fastcall for sponsoring this conversation. Salesforce Architects Salesforce Developers

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💡 The Business Case for RevOps Automation. Every B2B SaaS company is being asked to do more with less - tighter budgets, fewer resources, and higher accountability. The question isn’t if you need RevOps Automation - it’s what happens if you don’t. Companies using RevOps Automation achieve: ✅ 3× faster revenue growth ✅ Up to 30% lower GTM costs ✅ 20% better forecast accuracy ✅ Aligned, confident teams We’ve built The Business Case for RevOps Automation to help you quantify the ROI across growth, efficiency, and alignment. See the impact for yourself: https://lnkd.in/euuCCU9J #RevOps #B2BSaaS #RevenueGrowth #RevenueOperations

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Announcing ​the Acquisition of Momentum by Salesforce We are excited to announce that Momentum has entered into a definitive agreement to be acquired by Salesforce.  Momentum is an emerging leader in the rapidly growing  AI-native Customer Intelligence and Observability space.  Over the last 5 years, call and meeting recordings became standard practice in the Enterprise, with the promise of improving sales productivity and much more.  The reality turned out to be much more difficult, as the prospect of reviewing thousands of hours of video became a "needle in the haystack” exercise.  Enter AI. Santiago Ordoñez, Ashley Wilson, and Moiz Virani – the founders of Momentum.io – realized the new hidden gold that was accumulating in the enterprise.  Leveraging their deeply technical backgrounds, they built a purpose built data infrastructure to index all this information for the AI era.  The product offered profound insights from all conversational data, from forecast and pipeline intelligence to competitive and product insights to customer service empathy.  Customers could flexibly define automations and watch Momentum’s AI infrastructure offer insights they could only dream of.  This led to rapid adoption amongst some of the most demanding and fastest growing customers in the world. With such rapid growth and enterprise scale adoption, it is not surprising they caught the attention of Salesforce. FirstMark’s journey with Momentum started a little over 18 months ago when we led their Series A.  We had been looking furiously to find companies that could successfully and deterministically deploy AI against the demanding rigor of larger enterprises.  In Santi and Moiz, we found deeply technical founders who had the foresight that context, data infrastructure, specialization and deep integrations were the winning ingredients to build a category defining platform for go to market teams.  In Ashley, we had the glue who brought the team together.  Our original thesis centered around how the atomic unit of a meeting could serve so many different use cases.  From specific insights on a rep or customer basis to aggregated insights around competitive share shifts, as small examples, the “meeting” – at scale – could become the ultimate source of truth for an organization. An acquisition of a company with the momentum (not the first time!) of Momentum is always bittersweet.  But it is obvious what a powerful combination Salesforce + Momentum will be.  Working with Santi, Ashley and Moiz, along with the new leaders and fantastic employees at Momentum, has been an incredible privilege for David Waltcher and I.  They have built a fantastic organization across the US, Vancouver, India and Argentina.  We are grateful for their partnership and, more importantly, friendship.  ​This ​is a fantastic outcome for FirstMark and we look forward to continuing to back the next generation of leaders driving the next wave of AI adoption.

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For years, we've asked revenue teams to do what technology should’ve done for them: ✅ Check boxes in Salesforce 📝 Fill in methodology frameworks ☎️ Manually track deal progress When those don’t happen, we blame adoption or enablement or the reps. But what if the real problem wasn’t poor adoption? What if the problem was the burden itself? Enter AI agents: purpose-built to remove the manual, time-consuming work that slows teams down and holds maturity back. Now, agents don’t just suggest actions — they take them. They review calls, map them to methodology, and surface insights instantly. This is AI as a team member. And it's how revenue organizations are going to truly mature operations. 🚀 For more on how AI agents are changing the game, check out my latest on The Edge here: https://lnkd.in/ggnxeb77

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