SaaStr 855: How Anthropic Rebuilt Its Sales Org From Scratch When Demand Went Vertical with Eleanor Dorfman, Anthropic Head of Industries

Speaker 1 Give a. Speaker 2 Warm welcome. Speaker 3 To anthropics ahead of industries. Eleanor Dorfman. Speaker 1 All right. Hi everyone. Speaker 3 My name is Eleanor. Speaker 1 Dorfman. Speaker 2 I lead the commercial. Speaker 3 And industries sales. Speaker 1 Team at Anthropic and I've been at Anthropic. Speaker 2 For a little over a. Speaker 3 Year and a half now. Speaker 1 We've had a commercial. Speaker 2 Product for the last. Speaker 3 Three years. Speaker 1 But it wasn't until the Claude. Speaker 2 Three family of models. Speaker 1 When Claude started. Speaker 3 Getting really good at. Speaker 1 Coding that things. Speaker 3 Started to accelerate. Speaker 1 And it wasn't until. Speaker 2 December of. Speaker 1 2025 when things really took off, the launch of. Speaker 2 Opus 4.6 in December was a bit of a. Speaker 1 Sea change for us and we came back from what was, in hindsight, an. Speaker 2 Incredibly restful winter break. Speaker 3 To demand going vertical, we had not. Speaker 2 Hired for it, we had not prepped our processes for it. Speaker 1 We had done extensive planning for the year and what we. Speaker 2 Thought the year or at least the first quarter. Speaker 1 Was going to look like we were not prepared even if we were. Speaker 2 Prepared to hire an on board and 3X or 4X or five. Speaker 1 X the sales team. You simply can't absorb that number. Speaker 2 Of bodies at the. Speaker 3 Pace. Speaker 1 That we needed to absorb them. Speaker 2 In order to deliver. Speaker 1 Against the demand and in order. Speaker 2 To deliver. Speaker 3 A positive customer experience. Speaker 2 So the. Speaker 1 Question we had to answer early in January. Speaker 2 Of this year, which? Speaker 1 Now feels like a life team ago. Speaker 2 Was how do you? Speaker 1 Build. Speaker 3 An AI native sales. Speaker 2 Ord from scratch. Speaker 1 Because we fundamentally had to turn. Speaker 3 Everything we've been doing on its head. Speaker 1 In order to meet. Speaker 3 The moment that the market had put in front of us. Speaker 2 Our thesis was that we actually. Speaker 1 Had invested in a really incredible. Speaker 3 Stack of existing tools. Speaker 2 All of these tools had thread or had threaded. Speaker 1 Claude natively within them. Speaker 3 They had. Speaker 2 I think we. Speaker 3 Just heard from from someone who had. Speaker 2 Put Claude inside of their tools. Speaker 1 And if we had a strong stack. Speaker 3 And a foundation. Speaker 1 We could build coherence and a. Speaker 2 Holistic approach to the. Speaker 3 Customer journey. Speaker 1 In those tools and then. Speaker 2 Thread clawed where we didn't have solutions so. Speaker 1 Build on the stack. Speaker 2 We already. Speaker 1 Had and lean on clawed for everything. Speaker 3 Around that stack. Speaker 1 In between that stack. Speaker 3 And making sure. Speaker 2 Clawed was the. Speaker 1 Narrative thread and the. Speaker 2 Connective tissue so it. Speaker 1 Wasn't just six. Speaker 2 Tools with clawed bolted. Speaker 1 On. Speaker 2 It was a cohesive customer experience built on top of our. Speaker 3 Existing investments. Speaker 1 With Claude doing things we hadn't even imagined. Speaker 2 It was capable of before Opus 46. Speaker 1 We'd invested in tools. Speaker 3 And we use them. Speaker 1 So we use lean data for routing. We use Play for enrichment. Speaker 2 Salesforce is our. Speaker 3 System of record. Speaker 1 And source of truth. Speaker 2 We use JIRA for tickets. Speaker 1 Intercoms fin product we use. Speaker 2 For customer support as well As for sales support. Speaker 1 I joke with the ironclad team that I'm a daily. Speaker 2 Active user. Speaker 1 I am an ironclad every day working on contracts. We have Snowflake. Speaker 2 We have big. Speaker 1 Query we are the. Speaker 2 Heaviest Slack users. Speaker 1 You can imagine. Speaker 2 We use the G Suite all of the above. Speaker 1 And these were all working for us and we. Speaker 2 Decided to double. Speaker 3 Down on our investment in them. Speaker 1 So we. Speaker 3 Fundamentally made 4 investments. Speaker 1 Around the four constraints that we couldn't move, we had demand, we couldn't staff, we had clawed. Speaker 3 Inside of our existing. Speaker 1 Stack we have. Speaker 3 Functions around sales. Sales doesn't operate on its own. Sales sits around legal and deal dust. Speaker 1 And Rev OPS and billing and compliance and customer. Speaker 2 Support and customer success. Speaker 1 Sales is not alone on an island. Speaker 3 Delivering a great customer journey, Many, many teams needed to meet the moment alongside of sales and we had to just aggressively grow AE capacity. Speaker 1 Without killing them. Speaker 3 Which is also a constraint I probably should have put on this slide. Speaker 1 So we couldn't kill our sales team, but we couldn't grow headcount overnight. We have an extensive recruiting process. We weren't. Speaker 3 Going to sacrifice our. Speaker 2 Bar our culture or. Speaker 1 Anything like that in order to service the demand, so we were left. Speaker 3 With no choice but to build to support it. Speaker 2 There are a lot of orthodoxies that have. Speaker 3 Governed and really defined the last 15 years of enterprise software. Speaker 1 I've been in developer tooling and. Speaker 2 Infrastructure for 12. Speaker 1 Or 4 I'm. Speaker 3 Actually not going to do the math. Speaker 1 For a very. Speaker 3 Large part. Speaker 1 Of those last 15 years, and this is one that I really stood behind there's. Speaker 2 Product LED growth. Speaker 3 And their sales LED growth. Speaker 1 And never the two shall meet. Speaker 2 Self-service. Speaker 1 Wasn't the enemy, it was just a different team. It wasn't. Speaker 2 Part of what the? Speaker 3 Sales team did. Speaker 1 And we had. Speaker 2 To throw that orthodoxy aside. Speaker 3 At the beginning of this year. Speaker 2 So I've always thought and I've always operated. Speaker 1 With my product counterparts. Speaker 3 That. Speaker 1 Enterprise plans should be. Speaker 3 Dated by a human. Speaker 2 Customers want to talk. Speaker 1 To an AE. Speaker 3 During this buying journey. Speaker 1 And we no longer could make that. Speaker 2 The case. Speaker 1 So we no longer. Speaker 3 Have enterprise plans dated by humans. Speaker 1 We've launched. Speaker 2 Enterprise self-service we. Speaker 3 Launched an MVP in January. We launched it into. Speaker 1 Production I think in February and it's been a huge success we do not think of. Speaker 2 Self-service as a. Speaker 3 Downgrade. Speaker 1 We think of it as. Speaker 2 A. Speaker 1 Part of the. Speaker 3 Buying journey and a way that we can. Speaker 1 Move remove. Speaker 3 Friction and made sure that we did the right customer. Speaker 2 The right buyer. Speaker 1 With the right. Speaker 3 Plan at the right time. Speaker 2 All of our leads. Speaker 1 Are enriched and evaluated and. Speaker 2 Qualified by Clay. Speaker 1 And by Claude and then there are two. Speaker 3 Funnels and we're still. Speaker 1 Working on. Speaker 3 Nailing this so you might. Speaker 1 Hear some people who feel that they ended up in neither funnel but we're willing to make sure we're really. Speaker 3 Investing to make sure. Speaker 1 That everyone who wants to talk to Claude can anyone who wants to. Speaker 2 Talk to a sales. Speaker 1 Member can and anyone who wants to buy claw tan so clawed and clay. Speaker 2 Do the qualification. Speaker 1 They do the enrichment and then you can go into the. Speaker 2 Self-serve funnel. Speaker 1 Where Fin from Intercom guides you on their journey? We partnered really closely with the Fin. Speaker 3 Team. Speaker 2 To build, take their flagship support product. Speaker 1 And make it a. Speaker 2 Viable tool for. Speaker 3 Sales and it's been amazing. Then they get. Speaker 1 Set up with an enterprise plan, it's. Speaker 2 Real ACV. Speaker 1 They have terms of. Speaker 2 Service. Speaker 1 They can do invoicing. We get them enrolled and provisioned, enrolled in training and kick start their journey completely self-serve using Claude. Speaker 3 In our tech stack. Speaker 1 If Claude and Clay qualify. Speaker 2 You for the sales funnel, the lead goes to the BDR team. They're qualified. Speaker 3 And they're AE routed. Speaker 1 So we're running these two in. Speaker 3 Parallel at any given time. Speaker 1 And since we launched this soft launched in January, hard launched in February. Speaker 2 50. Speaker 1 454% of our new enterprise loaders have come. Speaker 2 Through the self-serve funnel. Speaker 3 In 2026. Speaker 1 So this has been an incredibly. Speaker 3 Important funnel and a way. Speaker 1 That we've tried to. Speaker 3 Meet the moment and drive a more effective sales funnel. Speaker 1 The second investment is that we knew. Speaker 2 That Claude lived. Speaker 1 Inside of the tools. Speaker 2 That we had already bought. Speaker 1 And spent the last. Speaker 2 Three years. Speaker 3 Building around our needs. Speaker 1 We have 6 core tools that really defined the journey of a. Speaker 3 Lead. Speaker 2 We've talked about. Speaker 1 Clay. I'm a huge clay fan. Clay for enrichment lead lean data for routing. Speaker 2 Salesforce for OP. Speaker 1 Creation and opportunity management donned for call coaching. We are heavy, heavy. Speaker 3 Donned users. Speaker 1 Ironclad for contract red. Speaker 3 Lines and. Speaker 1 Slack for close one. Speaker 3 Feels like a really. Speaker 1 Small way of describing. Speaker 2 The role Slack plays, but Slack is for deal. Speaker 3 Coordination. It's for comms. Speaker 1 It's for many other things, as I'll show you in a few slides, but for the. Speaker 2 Purposes of a lead. Speaker 1 Working its way. Speaker 2 Through our architecture. Speaker 1 And our plumbing. Speaker 2 These are the six tools. Speaker 1 However, I imagine you don't want to just. Speaker 3 See an architecture slide. Speaker 2 That talks about the tools we built. Speaker 3 And as I said. Speaker 2 Earlier plot. Speaker 3 Isn't just the 7th. Speaker 1 Tool. We built it on. We bolted on. Plot is what makes. Speaker 2 The tools we've already bought. Speaker 1 Talk to one another. Speaker 2 Work. Speaker 1 Together and create a. Speaker 3 Seamless customer journey. Speaker 2 So let's talk a little bit about how that shows up for the. Speaker 3 AES and the sales. Speaker 1 Team on a Tuesday. Speaker 3 Morning. A Monday morning any day. Speaker 1 When a new lead comes in and the accounts created in Salesforce, we're working on getting all of them in, but it's a work in. Speaker 3 Progress prioritization is done. Speaker 1 Claude and Clay do the account research upfront. Speaker 3 They do the prioritization, they update the account. Speaker 1 Record they pull in any historical context, from Slack, from Google Docs, from previous GONE calls and when the AE is slotted. Speaker 3 In they have. Speaker 1 All of the context. Speaker 3 They need. Speaker 2 That helps drive their. Speaker 3 Prioritization and their actions. Speaker 1 Every. Speaker 3 Single customer facing Rep starts the day in. Speaker 2 Claude, I'll. Speaker 1 Talk about this a. Speaker 3 Little more later. Speaker 2 But we've built. Speaker 3 A series of stills. Speaker 1 Inside of Claude that enable the AES. Speaker 3 To be massively more productive 1. Speaker 1 Is the morning brief which is built on top of all. Speaker 3 Of the connectors. Speaker 1 That we use. Speaker 2 To run our business. Speaker 1 So on Gmail, on Gong, on Slack, on Google Docs, on Calendar, on Salesforce, on Intercom, on Greenhouse, there are so many systems where little pieces of context are incredibly relevant to ensure you're prioritizing your time, you're operating efficiently, and you're delivering a world. Speaker 3 Class customer experience. Speaker 1 So with one prompt. Speaker 2 This is how every. Speaker 3 AE starts their day. Speaker 1 I have mine. Speaker 3 Sent to me and. Speaker 1 Slack every morning. Speaker 3 At 7:00 AM Eastern because I'm based in New York. Speaker 2 But it tracks. Speaker 1 Everything that looks. Speaker 2 At your calendar. Speaker 1 What do you have? Speaker 3 That day, what emails have you not answered? What slacks have you not actioned? Speaker 1 What centralized initiatives do you? Speaker 3 Still need to deliver. Speaker 1 What marketing events are coming up where? Speaker 3 You need to prioritize inviting customers that morning brief. Speaker 1 Is deposited in your inbox or. Speaker 2 Slack or in claw dot AI. Speaker 1 Every single day and. Speaker 2 Prioritizes your day. Speaker 1 These three actions need to be. Speaker 3 Taken these. Speaker 1 Emails need to be. Speaker 3 Responded to. Speaker 1 Further along in the deal cycle, we've leveraged Claude inside of our tooling, which? Speaker 2 We use, people use. Speaker 1 Outline for. Speaker 2 So where we put? Speaker 1 And Google Docs. Speaker 2 Where we publish our. Speaker 1 Policies inside of historical precedent and. Speaker 2 Policy as well as. Speaker 3 Context based on Slack discussions, emails and gone calls. Speaker 2 So when AE is ready. Speaker 3 To draft and ship a. Speaker 2 Proposal to a customer. Speaker 3 Claude does it. Speaker 2 Claude made sure. Speaker 3 It's within. Speaker 1 Policy. Speaker 3 Claude made sure it lines up. Speaker 2 With the customer. Speaker 1 Expectations. Claude has all of the knowledge. Speaker 2 Of our products. Speaker 1 Of our. Speaker 2 Models of our Rd. Speaker 1 Map Claude knows where we've. Speaker 3 Won in the past. Speaker 1 And why we've won. Claude knows who the customer. Speaker 2 Is what they care about. Who are the? Speaker 1 Stakeholders that had been that have been involved, what has been the shape of the negotiation and with one prompt. Speaker 3 Instead of an AE. Speaker 1 Opening up a spreadsheet. Opening up 9 different. Speaker 2 Tabs with all of the deal. Speaker 1 Desk guidance listening to Don calls and looking at transcripts to find the history of what had been negotiated. Speaker 2 Claude generates the proposal. Speaker 3 For you. Speaker 1 Uploads it into. Speaker 3 Ironclad and ticks. Speaker 2 Off the process. Speaker 3 I will be honest. Speaker 2 We still. Speaker 1 Start every forecast meeting with that minimum a 10 minute discussion on how we should be forecasting. We're doing a lot of forecasting. We're trying to be disciplined. It is a moving target and a work in progress when the ground is shifting under your feet. Speaker 2 As rapidly as it is in. Speaker 3 AI and for the labs today, it's definitely. Speaker 1 Something where I'd like to think we're getting a little. Speaker 2 Bit better at this week, felt like we had a good forecast call yesterday but we still have a ways to go. Speaker 1 What's most important is forecasts are being largely run by Claude and then inspected and reviewed. Speaker 3 By managers. Speaker 1 So AES are using stills to make sure. Speaker 2 Their sales. Speaker 1 Force is updated next. Speaker 2 Steps are accurate. Speaker 1 Account notes and account plans are current. We have a sense for a consumption business. So we know where spend is, we know what the commit is that we're talking about. We know what historical patterns have shown for. Speaker 2 That type of customer. Speaker 1 In that. Speaker 2 Cohort with that set of products. Speaker 1 And a ES are submitting their forecasts using Claude. Managers are then reviewing them. Speaker 2 Because all of the. Speaker 1 Reconciliation has happened between Claude and our existing tools and then submitting them and forecast. Speaker 2 Calls are for discussion. Speaker 1 They're not for. Speaker 2 Dachas they're action. Speaker 1 Oriented and they're focused. Speaker 3 Around where does the a a? Speaker 1 Need help. Speaker 3 Where do the managers need help? Speaker 1 Where do we need to make sure that the? Speaker 3 Customer needs are on someone's radar. Speaker 1 What is hopefully coming soon is forecast accuracy, but we are not. Speaker 3 Quite there yet. Speaker 1 One other way we've been leveraging our existing stack that shows. Speaker 2 Up for the a. Speaker 1 ES and this one to me is critically important because when you're absorbing as many new. Speaker 3 Hires as we are. Speaker 1 And when you're operating in an environment where things change hourly, I'm confident while I'm up here with you, something will have changed in the AI ecosystem that I'll need to internalize. But with product launches, with model launches, with an incredibly dynamic competitive ecosystem with many different flavors of customer needs, preserving a culture of coaching is incredibly important. Speaker 3 And so we have tried. Speaker 1 To really make. Speaker 2 This part of our culture for the. Speaker 1 AES and for frontline. Speaker 3 Managers. Speaker 2 Where every week cloud surfaces 6. Speaker 3 Coaching moments. Speaker 1 And this isn't a static set of coaching. Speaker 3 Based on a methodology. This is dynamic based on how the needs of our business evolve month over month. Speaker 2 What was a priority? Speaker 1 Last month is not necessarily. Speaker 2 The top priority? Speaker 1 This month is not. Speaker 2 Necessarily the top priority. Speaker 3 Next week and the. Speaker 1 Most important thing we can. Speaker 2 Do the stereosys resource we have is? Speaker 3 Mindshare. Speaker 1 And ensuring that we're hitting the coaching moments. Speaker 3 With the a ES. Speaker 1 Focused on the most important things is the moment is the way to ensure we maintain a culture of coaching. We maintain focus in the field, which is an in critically important thing in order. Speaker 2 For the a ES. Speaker 1 To meet the demand. Speaker 3 And to be effective. Speaker 1 And we maintain a growth. Speaker 3 Mindset. Speaker 1 Nobody has done this before. Speaker 3 And. Speaker 1 If anyone says they have the, they are fooling themselves. Speaker 2 We. Speaker 1 Are all learning. Speaker 3 Together and making that part of our DNA. Speaker 1 And how we work with our managers. Speaker 2 How we? Speaker 1 Work with the sales team. Speaker 2 How we work with our. Speaker 1 Customers is so important to showing up authentically and ensuring that every member of our go to market team is getting. Speaker 3 Even a little bit better every day. Speaker 1 And what I always tell the team is your job is to wake up. Speaker 3 Every morning and figure out. Speaker 1 How you can make? Speaker 3 Claude and Anthropic incrementally better that day. Speaker 2 With our customers for our cross functional partners or for your. Speaker 1 Deals, now you have. Speaker 2 To do all this. Speaker 3 Closed 1 is my favorite dopamine hit. Speaker 2 It's reliable. Speaker 1 It gets me every time. It never gets. Speaker 3 Old I never get. Speaker 1 Sick of it? Speaker 2 But it's a checklist. Speaker 1 And when we're growing as quickly as we are, the governance of closed one really matters. You need to make sure you. Speaker 2 Have terms of. Speaker 1 Service in place you have a provisioning. Speaker 2 Path for the customer. Speaker 1 They're getting enrolled in onboarding. They're receiving an invoice. We have mapped their. Speaker 2 Orgs. Speaker 1 Correctly, we're a complex. Speaker 3 Business we're available on. Speaker 2 First party services as well. Speaker 1 As through cloud partners and sometimes just getting. Speaker 2 All of the little. Speaker 1 Admin pieces in place can accidentally create a horrible. Speaker 3 Customer experience if you don't get them all right. I have personally spent many late nights inside of our billing system trying to reconcile invoices when customers get locked out. This is a. Speaker 1 Very important. Speaker 3 Part of the cycle. Speaker 1 And so we have one still. Speaker 2 Per step for closed. Speaker 1 One so that Claude can work. Speaker 2 Across the cross. Speaker 3 Functional systems and ensure that. Speaker 1 Everything is in place. We do. Speaker 2 This for self-service too to get. Speaker 1 The customer's account closed. Provisioned billing set up. Speaker 3 And getting them on enrolled in an onboarding training. Again, sales is not an island. There are so many supporting functions that needed to have the same elasticity. Speaker 1 We were trying to build. Speaker 3 In the AE org. Speaker 1 In order to meet the. Speaker 3 Demands this is deal. Speaker 2 Dust. This is legal. This is Rev OPS. This is customer support. Speaker 1 And we had had. I mean, we still do, but it. Speaker 3 Was a gnarly system. Speaker 2 It was a. Speaker 1 Sea of DMS you needed to have the institutional knowledge or just simply be Co. Speaker 3 Located on the same. Speaker 2 Floor A lot of A's would just walk by. Rev. Speaker 3 OPS and deal desk desk to try. Speaker 1 And get quotes approved a lot of people on the east. Speaker 3 Coast and definitely in Europe, we're staying up very late chasing. Speaker 1 Approvals we were. Speaker 3 Creating a very unhealthy cycle and reps So what we did? Speaker 2 Is we looked. Speaker 3 At this and said. Speaker 1 These functions play dual roles. Speaker 3 They are there. Speaker 2 To support the sales. Speaker 3 Team and enable a customer an excellent customer experience. Speaker 2 But they're also there. Speaker 1 To protect the company. Speaker 3 And to provide governance to ensure you're doing good deals that are in policy that you can stand behind in the future. Speaker 1 So with the supporting functions and all of the systems that. Speaker 3 They leverage, which are honestly even many more than I had. Speaker 2 Laid out but JIRA. Speaker 1 Is a critical. Speaker 3 One for us. Speaker 2 We. Speaker 1 Structured this and invested in our. Speaker 2 Tools so that reps. Speaker 3 Stopped going to their systems and rather their systems came to them. Speaker 1 So we made Slack the front door. Slack comes in. Speaker 2 Took it out. Claude does the triaging. So, Claude. Speaker 1 Actually Co work now. Speaker 3 Does a lot of. Speaker 2 This. Speaker 1 And that's changed for us. Speaker 3 Probably in the last week since I made these slides. Speaker 2 But Co work. Speaker 1 Can check your emails and can submit the slack ticket in your behalf or the seller can submit the slack. Speaker 2 Ticket Claude will triage and either resolve the ticket. Speaker 1 Based on precedent and policy. Speaker 2 Or it will escalate the ticket with all of the requisite. Speaker 1 Customer context. Speaker 2 All of the history. Speaker 1 Pulled from e-mail from Salesforce, from Dong and we'll. Speaker 2 Assign it to a. Speaker 1 Human and let the AE know that they're in the queue. Speaker 2 So that the. Speaker 1 AE can set expectations for the customer and can follow along so that. Speaker 2 The quote is resolved. Speaker 3 The. Speaker 2 Terms of services resolved. Speaker 1 The vendor onboarding, the security questionnaire, all of the compliance pieces. Speaker 2 That are. Speaker 1 Required to unblock. Speaker 3 And get a customer. Speaker 1 Started, so we made slack the front. Speaker 2 Door for All. Speaker 3 Of the support functions. Speaker 1 And so then the last investment we made and this. Speaker 3 Is the more fun one the? Speaker 1 Last investment we made was taking the. Speaker 3 Best practices. Speaker 2 Of our best reps. Speaker 1 And encoding them as. Speaker 2 Stills So this is how we looked at all of the spaces. Speaker 1 In between our existing text stack. Speaker 2 All of the activities. Speaker 1 And the patterns. Speaker 2 That are. Speaker 3 Best reps for doing. Speaker 1 We don't have time or the luxury of having incredibly handheld onboarding. Speaker 3 And a detailed. Speaker 2 Methodology so that we. Speaker 3 Know when a new Rep starts on their 7th day? They'll get their first account on their second week. Speaker 2 They'll take their first call on their. Speaker 1 4th. Speaker 2 Week they'll be able. Speaker 1 To start. Speaker 3 Working with customers. Speaker 2 On their. Speaker 1 6th week we expect. Speaker 3 Their first deal? Speaker 1 We aren't able to model. Speaker 2 Out productive capacity. Speaker 1 Like that anymore? Speaker 3 We have to get reps in the door. Speaker 1 They go through boot camp, we give them a. Speaker 3 Territory and we. Speaker 2 Give them a sales. Speaker 3 Plug in. Speaker 1 And a plug in is a combination of MCP connectors and stills and we. Speaker 2 Built a sales. Speaker 1 Plug in that documented. Speaker 2 What our top reps do. Speaker 1 And turned them into 5. Speaker 2 Stills. Speaker 1 That we included in Claude that. Speaker 2 Every Rep uses every. Speaker 3 Single day. Speaker 1 The first one is the one I talked. Speaker 2 About before, but it's so helpful. Speaker 1 And so simple that it. Speaker 3 Merits a second call. Speaker 1 Out the. Speaker 3 Morning Briefing I I. Speaker 1 Simply do not know how I. Speaker 3 Used to operate without it. I am someone. Speaker 1 Who gets lost taking the subway home and it's. Speaker 3 Incomprehensible to me that I used to navigate my day or week without. Speaker 1 Claude telling me every morning what's important. So this is the one we. Speaker 2 Talked about earlier. Speaker 1 The second one is call prep. The morning briefing will give you the. Speaker 2 Bird's eye view of what to prioritize. Speaker 3 And how to think about your day. Speaker 2 But before calls your best reps. Speaker 1 Used to go on LinkedIn and research. Speaker 2 Stakeholders, they used to go. Speaker 1 Through Slack and Salesforce history to find contacts from previously closed. Speaker 2 Lost OPS. Speaker 1 They would spend time thinking about how did they want to position what. Speaker 2 Was their exit criteria for the call? What are the? Speaker 1 Right Discovery questions, Claude. Speaker 3 Is now their copilot. Speaker 2 We do that back slash is the shortcut to. Speaker 1 Summon a still. Speaker 2 Back slash call prep and the Rep. Speaker 3 It's a briefing. Speaker 1 Who's on the call? What do they? Speaker 3 Care about? Speaker 2 What is the historical? Speaker 1 Context What is a? Speaker 3 Great outcome look like for the call. What are some discovery questions they should ask? Speaker 2 How should they? Speaker 1 Position. What's the competitive landscape? What is this company been saying publicly? Speaker 3 About their needs are and where. Speaker 1 Claude could fit in. What partners are they working? Speaker 2 With what other? Speaker 3 Tools. Are they using? Speaker 2 A succinct 1 pager before every call directly. Speaker 1 To the AE to ensure even if they're back. Speaker 3 To back-to-back to back they can get on that call and provide a seamless, tailored and personalized customer experience now they still. Speaker 2 Have to read it Claude. Speaker 1 Does not do that for them yet, but I think ever. Speaker 2 But this is a. Speaker 1 Way that even with. Speaker 3 5 minutes. Speaker 1 An AE can show up on a call. Speaker 3 And know in their bones and manage the context switching that happens throughout their day. The third one is my favorite. Speaker 1 Many things keep me up. Speaker 3 At night. Speaker 1 One of them is wondering RA ES. Speaker 3 Following up on everything when they tell. Speaker 2 A customer they're. Speaker 1 Going to do something? Speaker 2 Do they do it? The customer follow up still solves for exactly this. Speaker 3 It will extract action items from your e-mail from your Dawn. Speaker 1 Calls from your sales force. Speaker 3 Notes. Speaker 1 If you're working with a customer or a partner on Slack. Speaker 3 It will extract. Speaker 2 The follow. Speaker 3 UPS for you there. It will draft responses and put them directly in your e-mail provider and send you a summary of everything you need to do and then a reminder in your morning brief the next day. Speaker 1 If you didn't actually go in, review and click. Speaker 3 Send. Speaker 1 Which you still need to do because humans in the. Speaker 2 Loop are still a. Speaker 1 Critically important part of the. Speaker 3 Sales cycle. Speaker 2 So the customer follow up still. Speaker 1 Is so you can manage all of the volume and the contact switching. Speaker 3 Without missing a beat. Speaker 1 And go to. Speaker 3 Bed every night knowing you have. Speaker 1 Followed up and. Speaker 3 Responded to your customer. Speaker 2 We try to set. Speaker 3 Internally, A-24. Speaker 2 Hour SLA to follow up with. Speaker 3 Customers and deliver on action items. Speaker 1 The next still is called competitive. Speaker 3 Intel. Speaker 1 This is a competitive environment and it is changing hourly, certainly. Speaker 2 Daily. Absolutely weekly. Speaker 1 And there's a lot going on. AE spend their days on the phone with. Speaker 3 Customers and they're. Speaker 1 Not able to necessarily keep track of every AI newsletter, every competitive release, every. Speaker 2 Small product. Speaker 3 Update from our team. Speaker 1 And it's happening over a ton of surface. Speaker 3 Areas. Speaker 1 So with the competitive. Speaker 2 Intel still rather. Speaker 3 Than having a battle. Speaker 2 Card that. Speaker 3 Product marketing maintains every. Speaker 2 Quarter. Speaker 1 Claude will. Speaker 3 Generate an interactive battle card. It will. Speaker 1 Have a matrix. Speaker 2 Of the customers, it will be tailored to the. Speaker 1 Customer you're working on, it's dynamic. Speaker 3 It's up to date, you can interact with it and this enables a. Speaker 2 ES to always be ready. Speaker 3 From a competitive perspective and to make. Speaker 1 Sure. On every call and in every customer interaction, they're positioning Claude in order to win the deal. Speaker 3 And provide the best customer experience. Speaker 2 The last one is very. Speaker 1 Whimsical. It's my. Speaker 2 Favorite. It's called create. Speaker 3 An asset. Speaker 1 Previously in prior lives. Speaker 3 If you wanted to build custom. Speaker 2 Collateral for a deal you either had to be. Speaker 1 Working on a top. Speaker 2 Five deal or you had? Speaker 1 To have a. Speaker 3 Friend on the marketing or design team who would prioritize your work. Speaker 1 With create an asset inside of clod for any deal. Speaker 3 Any stakeholder at any stage you can generate a completely. Speaker 1 Custom piece of collateral and Claude will surprise you. You can tell Claude what you wanted to do, but you can also. Speaker 2 Let Claude. Speaker 3 Decide what is the best asset for this moment in this deal with. Speaker 2 This stakeholder at this. Speaker 3 Moment in time. Speaker 1 And Claude will. Speaker 3 Generate a prototype A1. Speaker 1 Pager, a landing page, an interactive HTML file. Speaker 2 A puppet show. Speaker 1 Probably not a puppet show, usually one of the. Speaker 3 Ones I just said. Speaker 1 But Claude will. Speaker 3 Generate that asset. Speaker 1 For you, you can generate it while you're on the call. Some of our reps. Speaker 3 Like to take gone. Speaker 1 Calls when they've had a. Speaker 2 Really good discovery call. Speaker 1 And drop them into Claude code so that Claude code can build a prototype, but they can build a completely. Speaker 2 Tailored asset. It could be a. Speaker 3 Proposal. It could be an. Speaker 1 ROI. Speaker 3 Calculator. Speaker 1 It's designed to assess. Speaker 2 The deal Assess. Speaker 3 The stakeholders and assess. Speaker 1 What the needs? Speaker 3 Are at that time. Speaker 1 This is the only one that got. Speaker 3 A follow up slide because I really do like this one. Speaker 1 And it's the one where the teams are, really. Speaker 3 Using it all the time. Speaker 1 The stills also know. Speaker 3 Your brand and it's so so nice to not have to worry on if you've selected. Speaker 2 The right color. Speaker 3 Or if you're a, is in the. Speaker 1 Rights position. Speaker 3 We are very, very. Speaker 2 You know we're. Speaker 1 Protective of our brand. We care a lot about it. We invest a lot. Speaker 3 In it we. Speaker 2 Work really hard. Speaker 1 And we don't want a ES shipping. Speaker 3 I heard AI. Speaker 1 Slot mentioned. Speaker 3 A lot in the previous session, so we don't. Speaker 1 Want them shipping? Speaker 2 AI slot to customers. Speaker 1 We want it to be tailored. We. Speaker 3 Want it to be on brand? We wanted to. Speaker 2 Help them win. Speaker 1 This would not be a Ted talk. Speaker 3 At a conference if I did not. Speaker 1 End with four ways. Speaker 3 That you can get started today to make your team a little more weak, I call. Speaker 2 It AGI pills. Speaker 3 How can we be an AI native sales team? Speaker 1 How can we do? Speaker 3 One thing manually once and then make sure we've. Speaker 1 Trained Claude to do. Speaker 3 It the next time, how can we have Claude spotting the patterns? Speaker 1 Before we can because. Speaker 2 Claude is the Co. Speaker 1 Pilot on every. Speaker 3 Deal and Context is flowing in between Salesforce and Slack. Speaker 1 The a ES. Speaker 3 Brain and back into. Speaker 1 Claude and Claude. Speaker 3 Is just getting better and better at our sales motion and delivering for our customers so number. Speaker 1 One turn on Claude. Speaker 3 Where it's already embedded. Speaker 1 It's not even just flipping a switch, it's making sure you're being intentional. Speaker 3 And not just saying. Speaker 1 OK, great. We're using this AI feature. Speaker 2 In Salesforce it's. Speaker 3 How are we using it and how does it connect to the rest of the customer journey? Speaker 2 Thread clawed through the sales cycle you're. Speaker 3 Already running. It's an accelerant. Speaker 1 And with new capabilities, we've moved from just. Speaker 2 Deterministic workflows for probabilistic. Speaker 3 Ones it is. Speaker 1 Fun to experiment with Claude and to use. Speaker 2 Claude as your coach. Speaker 3 As your partner, as your copilot in the deal. Speaker 1 And to let. Speaker 3 It make you better and let it. Speaker 2 Push you outside of what? Speaker 3 Always got you here. Speaker 1 And think about new. Speaker 3 Ways that you can honestly win and close deals. The sales cycle you're running works. Speaker 2 So thread clawed through the. Speaker 3 Sales cycle you're already running and think about it from. Speaker 2 What is the customer? Speaker 3 Experience. Speaker 2 What is the AE? Speaker 3 Experience and how can I track and accelerate these at every single stage? Speaker 1 Getting tickets submitted. Speaker 3 For deal. Speaker 1 Desk and Legal was a. Speaker 3 Massive accelerant for. Speaker 1 Us This is not something you'd normally spend. Speaker 3 Time thinking about as a sales leader, but. Speaker 2 Sales leaders are rapidly. Speaker 1 Becoming systems thinkers. Speaker 2 Over deal strategists. Speaker 3 And you? Speaker 1 Have to think about. Speaker 3 The system in its entirety #3. Speaker 1 Really double down there. Make Slack or Teams. Speaker 3 The front door of one of your support functions. It is a massive enabler and. Speaker 1 4 Document what your. Speaker 3 Best reps do and ship it as a scale as a still I. Speaker 1 Cannot fully explain the. Speaker 3 Cognitive relief that comes from knowing. Speaker 1 That I can take. Speaker 3 The best practices. Speaker 2 Of my best reps. Speaker 1 And make them the. Speaker 3 Baseline. Speaker 2 For how everyone else. Speaker 3 Operates and have total confidence that I have made that the baseline. Speaker 1 This was entire deck was brought to you by Clon. Speaker 3 Design I did. Speaker 1 Not actually. Speaker 3 Try to pitch any. Speaker 1 Products. Speaker 2 So we'll put that to the side. Speaker 1 But it. Speaker 3 Isn't a new stack. Speaker 1 And I think that's the thing I really. Speaker 3 Wanted to convey today it's being intentional about your existing. Speaker 2 Stack these tools. Speaker 3 Are incredible. We have spent years. Speaker 1 Learning them, building around. Speaker 3 Them. Speaker 1 Investing in them, designing them to. Speaker 3 Fit our sales motion. Speaker 2 But if you have. Speaker 1 Clawed in between and clawed. Speaker 3 Around it to enable. Speaker 2 The reps your people. Speaker 1 Your processes you can. Speaker 3 Massively increase. Speaker 2 The adaptability. Speaker 3 Of your team and the capacity and productivity that they can manage. Speaker 1 Thank you.