salesforce(US:CRM) 智通财经网·2025-12-04 23:15Core Insights - Salesforce has achieved significant enhancements in its distribution organization, which is crucial for future growth, with total capacity increased by approximately 23% [1][9][10] - The company is witnessing a long-term trend towards the rise of the Agentic Enterprise, where businesses aim to leverage AI for growth and cost reduction, despite initial frustrations with DIY AI solutions [2][3] - The integration of AI into human workflows is essential, and Salesforce is uniquely positioned to provide a comprehensive solution that combines context, data, and reliable workflows [3][5] Strategic Focus - The "back to basics" strategy includes four key aspects: extensive training and empowerment of the sales team, driving core capacity with double-digit growth in multiple segments, aligning sales compensation with core objectives, and implementing rigorous management to identify and resolve sales barriers [1][9] - The sales team has increased by 20% in total capacity, with 15% of new sales representatives expected to ramp up in the current fiscal year, aligning with demand surges [3][4] Market Performance - The order pipeline for Q3 showed healthy double-digit growth, exceeding expectations, and is expected to maintain double-digit growth into the next year [4][10] - The Agentforce initiative is acting as an accelerator for core business growth, with existing customers seeing average order value (AUV) increase by 3 to 5 times after adopting Agentforce and Data Cloud [4][5] Competitive Advantage - Salesforce's data foundation, which includes Informatica, Data 360, and MuleSoft, is projected to contribute approximately $10 billion in revenue next year, enhancing the company's competitive edge [5][6] - The company emphasizes its federated capabilities, allowing integration with clients' existing data systems, which is critical for delivering accurate and reliable AI services [5][6] Pricing Strategy - The company has shifted from complex pricing models to a more straightforward commercial framework, including fixed-fee multi-year contracts and flexible pricing options to address customer concerns about potential reductions in employee numbers [7][8] - In Q3, 362 customers made additional investments in Salesforce, indicating strong demand for the Agentforce solution [7] Future Outlook - The investments in capacity and management are expected to drive future growth, with the company projecting a cRPO growth of approximately 11% in Q3, surpassing initial expectations [10]