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…a lot of stuff in preview or get to have conversations that a lot of people aren't privy to do you think we're increasingly moving to like an absorption and digestion phase where we just try to take a advantage of all the value that we've already presented or those model companies have already presented for enterprises to take advantage of or do you think we're still on a fairly steep slope and it's a little bit of ways from the harvesting stage it depends what category of the market we're talking about you know the market is really in five segments you have the small and medium business you know the you know call it a couple hundred employees you have the medium businesses call it a couple hundred to a few thousand employees you know you have the large businesses call them like four or five thousand employees then you of course have the very large fortune-wet in your businesses any of the government and these five segments of the market each need a slightly different version of the product they need something with a slightly UI they consume it a little differently and the speed of their deployment is different because their architectures are deployment are different and also AI is going to dramatically change you know small businesses there's going to be a radical explosion of the number of small businesses because AI is going to make entrepreneurs so much more you know capable and probably meaty business to and of course in large business like mine it's happening but you know not everyone is probably as committed to deploying the technology rapidly and at the bleeding edge as I am so those five segments will all adopt the technology slightly differently and that's my observation of technology over 40 years and so where do you think we are on that do you think we're at the absorption stage for for the mainstream enterprises or we're at the beginning of the beginning a lot of for big enterprises let's call them the big extra large enterprises you know they've a lot of them have tried things out some of the like in the dream force keynote Pfizer will be there they've deployed agent force to 20,000 you know their sales professionals they use our life sciences cloud which is now also a genetic that idea that we're able to kind of you know work with a company like that to kind of give them much more capability for their professionals that they're they're they're it's a force multiplier you know for their employees that is very powerful and for their customers as well and other customers need to see that in the pharmaceutical industry it's a great example you know it's a variation of companies who are willing to try technology to companies like Pfizer who are always the leaders in deploying that technology so you know I'm called the Albert Borla's CO Pfizer please come be part of my keynote that's very important for me because they're pioneers they're really doing an incredible job you know really delivering this next generation of AI one of the things we're seeing in the private markets for startups I guess is this it may be a overused terminology but but adopting some of the nomenclature from the Palantir world of like forward deployed the things we're seeing in the private markets for startups I guess is this it may be a overused terminology but but adopting some of the nomenclature from the Palantir world of like forward deployed engineering which I think is being purpose felt purpose fit a little bit differently than what Palantir intends it to be and maybe it's a little bit more of I saw someone call it sparkling sales engineering or something versus in the past but I guess do you are you seeing more consultative relationships with customers that are helping or that are looking to you to help them more map the journey than you have in the past and therefore it is that required like different staffing or different utilization of resources internally I'm very inspired by Palantir you know they sell and they sell in parts of the market that I have not traditionally sold and they also sell at prices that I've never seen and our price offer being sold at so I've very inspired by and they try and broker goals that you know rarely are seen as well right yeah and I mean yes the the federal US federal government sales force is largest customer and you know we run all the major you know civilian agencies like the veter ans administration all is fully automated on salesperson and I would say that now you know when we look you know certain parts of the government we haven't sold into but in some areas you know we are you know selling in and the US army we just beat you know Palantir it's a public it was publicly announced you know on on a new deployment and I would say that we're going to do that because our prices are so much better at lower cost and our technology is probably so much easier to use deploy but when it comes to forward deployed engineers this idea that we had salespeople and system engineers on the front lines that was always true we had professional services that was always true but early deployment engineers are for deployed engineers where you're starting to build the application before the deal is signed that isn't something you know that we've really ever done before I find that very inspiring and I'm definitely you know trying that out and seeing if that will help me you know accelerate you know customer acquisition I think it's a really cool idea and I'm very inspired not just by you know the hundred times revenue multiple that's inspiring to know that's inspired yeah but I'm also I'm inspired look you know I've been a four million dollar company a 40 million dollar company a 400 million dollar company I've also been a four billion dollar company like Palantir and now I'm a 41 billion dollar company so I've been all of those stages and each stage is a little bit different but I can be inspired by everyone and anyone are there are there unique pockets that you think are advantaged to be a startup these days versus in an incumbent in the in the market and you would say hey here's the opportunity for investment that might exist outside of the core advantages that incumbency has well I mean sales force has been a very active investor you know we run our sales force ventures you know we own 1% of them thropic we just ght exist outside of the core advantages that incumbency has well I mean sales force has been a very active investor you know we run our sales force ventures you know we own 1% of them thropic we just were part of selling whiz to Google you know which was a huge you know outcome for us I think more than a billion dollars and you know we tell we we took snow plate public that was more than a billion a billion and a half both of those I think were billion and a half I would say that I don't know what the IR exactly is in sales force ventures I think it's like 33% something like that when we're looking at these companies today and I just met with two entrepreneurs myself yesterday they're both 18 years old they're both like obidator they're both building on and thropic cloud they're both addicted to it because and thropic gave them 30 thousand dollars of free credits they're using their new Harmony API they're doing all of these things and I'm like whoa innovation is alive and well and Silicon Valley at every time you hear that's you know San Francisco is dead or something I'm like don't worry another gold rush is coming and then people never will go oh mark you don't know what you're talking about and oh yeah here we are it's a gold rush and look at people are coming in from all over the world with their pans and their shovels and their picks and their got their blue jeans and their panting and I would say that it's a very exciting moment where you can see all these new technologies new ideas incredible innovation and things are moving fast and as evidence that I'm going to go back and watch what we said nine months ago and see how much of it has iterated evolved and changed and how much we've actually been able to get done because usually it's not these enterprise deployments are not done Logan in nine months you know it's like whoa I've got this oh yeah hey Logan I got this is my actual results here's the KPIs here we go and that's why I'm super motivated and excited I'm super energized and you know when you get to dream force this needs to be like a big message that I have which is hey you need to become an agentic enterprise here's the products every app is now agentic here's the data foundation here's all these pieces but I don't think customers care that much about what I have to say about the new products I think what they want to know is hey what did that person do what did FedEx did this and here's you know the CO FedEx explaining exactly what they did here you know OpenAI did this and this is exactly how they did it and that I think is cool and that I think is another level of kind of capability that we have to be able to show and I'm going to pivot you know how I present my keynote based on that feeling I have which is that you know these customers like I'm built these big customers in Europe and they're like well I want to become an agentic enterprise these are customers that I've had for like one or two decades now I'm like hey we're going to move your whole infrastructure forward rebalance your head count the way I'm rebalancing mine change your business KPIs and you're going to come out the other side as an…

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