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…o that when the next agent comes out it affects my you know power system again it's all right there in front of them because that's going to be the nature field service you know even like when we work with PG&E on their wildfire prevention they're out there with our field service app where they're looking at every powerful and every branch and every piece but they're not alone the agentic layer is with them it's humans and agents working together but the system of record the agentic layer the LLM all have to be integrated together you know it's that we talked about this actually nine months ago I remember the data layer the data foundation the application layer and the agentic layer are the three core layers of how applications are working going forward and that's well at least that's how I use them every single day and maybe you have a different way even when I'm using for example like last night I was shopping for ties so I was you know on an LLM and I'm looking for the right tie of this kind of thing it wasn't one of the two that you mentioned it was a different one and then it brings me in there it's kind of a super search you know it's like helping me search to find the website and then I'm getting now I'm on the website but I still had to go to the website to complete the transaction to identify you know who I was complete the commerce will that maybe get more refined it probably will but when it comes to the fundamental trust security and information sharing in an enterprise that is a different ballgame right there what is what is managing agents and managing workers in tail you guys have gone through this transition on the support side a little bit and increasingly maybe on the R&D and development side and now on the sales side is well I guess what how do you think about if you're a leader in trying to figure out how to deal with both the change management process associated with going through that but then also like how do you actually organize and design the business such that KPIs and accountability is actually roiling through the organization well we talked about that two nine months ago which was I really felt I was going to be the last CEO is only managing games remember that yes I do think and I still haven't come up with a better term of like managing agent workers or something for some reason that feels a little dystopian to me but it's it's clearly heading down that path in some way shape or form now I don't think it's dystopian at all I think that this is reality at least for me but I'm managing agents and humans and that means my agents when they show up to a customer like I told you of that sales person now that's calling back all my leads and that sales agent there has to be a certain kind of set of guardrails a certain personality a certain kind of tone the ability to know when it needs to escalate immediately to a human being because these large language models can do a lot of things but they cannot do everything and you know that so and that we're kind of hitting in some ways you know a high evolution of the large language model as we can kind of see as els can do a lot of things but they cannot do everything and you know that so and that we're kind of hitting in some ways you know a high evolution of the large language model as we can kind of see as we got in a GPT five looks a lot like GPT four it's more evolutionary than revolutionary so we're seeing a maturation of that type of technology right now that deeply integrated into the tech into the application layer that's where I'm getting the most value and that idea that those agents then when they're directly talking to the customer or directly talking to the employee they need to be you know manage through those guardrails they need to be managed through that structure and that's incredibly important for us as the tech vendor to be able to provide that to the customer when you say 30 to 50% of work is being done by agents today I guess how do you think about the the unit of work being done how do you assess that at an organizational level to try to figure out where the balance is of who's doing what well I think we kind of lay it out like in that support example which is really I think the best example right that if we were having this conversation a year ago and you were call ing Salesforce there would be 9,000 people that you would be interacting with globally on our service cloud and they would be managing creating reading updating deleting data we called CRUD database with an app of very powerful interface you know with lightning in some cases if there's a case maybe it gets swarmed on the slack but this is what they're doing maybe they're checking the analytics and Tableau maybe they're over here you know doing doing some others kind of sentiment analysis now it's a different system now all of a sudden here we are a year later and the million and a half conversations that are happening going forward over the next year and a million and a half human conversations that are going forward over the next year how now bifurcated 50% are with agents 50% are with humans and there needs to be also technology and people who are managing how are these working together and because all of a sudden like the agent will scale out and say whoa I can't handle this I need a you got to go help handle have the human work on that it's not any different than have you been like in your Tesla and all of a sudden itself driving it goes oh I don't actually know what's happening you take over and that's kind of the same thing but on a very complex you know you're working with a very complex customer you know in a support environment that is really the magic going forward you know how do we get these two and so that idea of the 50 50 I think that's definitely where we're going in sales in service in marketing in field service in the fundamental collaboration of our employees all of all of these pieces are going to have that kind of balance I don't know if you've reported since May on numbers related to this what I had down was 8,000 deals and generating over a hundred million in ARR for agent force I don't know if there's newer numbers out there if that's the latest well you'll you'll hear those when his what I had down was 8,000 deals and generating over a hundred million in ARR for agent force I don't know if there's newer numbers out there if that's the latest well you'll you'll hear those when we do earnings next okay great okay so so earnings well wait and baited breath for that I assume they're higher than they were in the past what what was counterintuitive or as this has ramped up what's been unexpected in the response of actually seeing this out in the wild and in production well you can see that our AI and data product line is the fastest growing product line we've ever had it's you know the it's over a billion dollars now and all that is been a huge shock that we've been all the scale it is fast I mean we've seen the these great startup companies like Databricks and snowflake you know we've been investors in both of those companies we help bring snowflake public or investors and Databricks as well and you know and then you know we look at other companies that are doing data foundations or data foundries and others it's like wow this is a big category these companies are all like three to four billion dollars in revenue and now all of a sudden well we're a billion dollars and we're fast tracking the two billion in revenue on that product so that's very exciting I think that that idea that the data foundation product line that data cloud the you could even say agent force at some level though I wouldn't put it at that stratification mule soft which also provides the integration capabilities as well as in Formatica which you know as we've announced we're going to acquire as part of our data foundation and getting all of that working to really get our customers to harmonize all their data because if you don't have that data together you can't have the accuracy with the AI but this is really a huge category for customers and I think that this category will radically expand or it has been expanding will continue to expand for us and you guys not closed in Formatica yet these big regulators man it's uh it's crazy how long these deals take to close I guess you've never acquired a company for not at whatever your guys valuation is we've got quite a few acquisitions I think maybe more than 60 so I'll just tell you that you know we'll just let everyone work at their own pace yes yes I uh that's very diplomatic of you a lot of respect for everyone they're a lot of hard workers yes yes exactly I uh that's very diplomatic they talk about a place we could use of agents I guess um I guess one of the things we touched on last time that I'm very curious about is like the the per seat pricing which you guys were a pioneer in and then the shift the more agentic pricing I guess any updated observations thoughts perspectives on like what's going to be maybe cannibalistic as you don't need as many seats to do it but might increase overall dollars that a customer spends how do you think about that now with a little bit more data I've been on the road for two months with customers and so I'm just back now in my office so you know my view of that really continues to evolve which is of course we had per seat pricing we've always had…

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