Salesforce’s Chief Revenue Officer, Miguel Milano, is optimistic about the company’s long-term strategy of investing in AI agent seat-based licensing, despite potential initial losses. The new Agentic Enterprise License Agreement (AELA) allows a flat-rate, seat-based model, which CEO Marc Benioff noted is gaining traction among clients. Milano emphasized that the company’s AI platform could exponentially enhance monetization opportunities, predicting three to four times the revenue from CRM, marketing, and data analytics. He is open to customers exceeding profitable usage under these arrangements, prioritizing their success over immediate profitability. This approach reflects a shift towards embracing AI-driven solutions, although Forrester cautions that companies must invest heavily in employee retraining. Benioff also highlighted the significant profitability potential of transitioning clients to the AI platform, asserting that customers would derive three to ten times more value from these offerings. This transition marks a crucial step in Salesforce’s monetization journey in the evolving AI landscape.
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