Introduction to A.I in Sales Cloud and Sales Cloud Einstein

1. Intro to Artificial Intelligence
in Sales Cloud and
Sales Cloud Einstein
For our Partner Success Community
April 27, 2017
Kamilla Khaydarov
Sr.Manager, Product Marketing
Salesforce
Erik Lue
Sr.Manager, Product Management
Salesforce

2. Forward-Looking Statements
Statement under the Private Securities Litigation Reform Act of 1995:
This presentation may contain forward-looking statements that involve risks, uncertainties, and assumptions. If any such uncertainties
materialize or if any of the assumptions proves incorrect, the results of salesforce.com, inc. could differ materially from the results
expressed or implied by the forward-looking statements we make. All statements other than statements of historical fact could be
deemed forward-looking, including any projections of product or service availability, subscriber growth, earnings, revenues, or other
financial items and any statements regarding strategies or plans of management for future operations, statements of belief, any
statements concerning new, planned, or upgraded services or technology developments and customer contracts or use of our services.
The risks and uncertainties referred to above include – but are not limited to – risks associated with developing and delivering new
functionality for our service, new products and services, our new business model, our past operating losses, possible fluctuations in our
operating results and rate of growth, interruptions or delays in our Web hosting, breach of our security measures, the outcome of any
litigation, risks associated with completed and any possible mergers and acquisitions, the immature market in which we operate, our
relatively limited operating history, our ability to expand, retain, and motivate our employees and manage our growth, new releases of
our service and successful customer deployment, our limited history reselling non-salesforce.com products, and utilization and selling
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available and may not be delivered on time or at all. Customers who purchase our services should make the purchase decisions based
upon features that are currently available. Salesforce.com, inc. assumes no obligation and does not intend to update these forward-
looking statements.

3. `
Agenda
• Salesforce and Artificial Intelligence
• Sales Cloud Einstein
• Sales Cloud Einstein demo
• Next steps
• Q&A

4. Everyone and every thing is connected
Too much data and not enough intelligence
Mainframe /
Terminal
Client / Server
100K
mainframes
10M
PCs
AI
IoT
Mobile
Social
Cloud
mobile phones
6B 75Bsmart things

5. For Most Businesses, AI is Too Complex
Data prep & integration at scale
Modeling & data science
Infrastructure
Context
Hidden complexity
What businesses want

6. The most comprehensive AI for CRM
Salesforce Einstein
Introducing
Machine Learning • Deep Learning • Predictive Analytics • NLP • Smart Data Discovery
World’s smartest
CRM
Empowering Sales,
Service, Marketing & IT
Everyone can build
AI-powered apps fast

7. The World’s Smartest CRM
Sales Cloud Einstein
Einstein Lead Scoring
Einstein Opportunity Insights
Einstein Account Insights
Einstein Activity Capture
Service Cloud Einstein
Recommended Case Classification
Recommended Responses
Predictive Close Time
Commerce Cloud Einstein
Product Recommendations
Predictive Sort
Commerce Insights
App Cloud Einstein
Heroku + PredictionIO
Predictive Vision Services
Predictive Sentiment Services
Analytics Cloud Einstein
Predictive Wave Apps
Smart Data Discovery
Automated Analytics & Storytelling
IoT Cloud Einstein
Predictive Device Scoring
Recommend Best Next Action
Automated IoT Rules Optimization
Community Cloud Einstein
Recommended Experts, Articles & Topics
Automated Service Escalation
Newsfeed Insights
Marketing Cloud Einstein
Predictive Scoring
Predictive Audiences
Automated Send-time Optimization

8. `
Sales Cloud Einstein - Spring ’17
Maximize sales with intelligence from lead to cash
Einstein Lead Scoring
Focus on the highest value leads first
Einstein Opportunity Insights
Secure opportunities and reduce forecast risk
Einstein Account Insights
Discover key business developments impacting your customers
Einstein Activity Capture
Log data automatically and spend more time selling

9. 6 months of
Lead data
Standard
and custom
fields
How Einstein Lead Scoring Works
Score & Re-score
leads
hourly
Build the model
monthly
Deliver predictive
scores
Scoring equation
Likelihood of Conversion
= 𝑓{lead fields}
Riley Schultz
COO

10. How Einstein Account Insights Works
Deliver insights
M&A Activity
Co. Expansion
Leadership Change
100K+ News
Sources
Monitored
Continuously
Refresh insights
Every 4 hours
Build the model and
update based on
customer feedback
Ex.: “M&A Activity
Detected”

11. 6 months of
Email &
Calendar
Data
All Oppty
data
How Einstein Opportunity Insights Works
Model application
4 times / day
Build the model
weekly
Deliver insights
Ex.: “Competitor was
mentioned”
Predictions
Key Moments
Smart follow-ups

12. Historical
Email &
Calendar
Data
(Gmail or
Office 365)
New data
How Einstein Activity Capture Works
Populated
Activity Timeline
Automatic
Association
Leads
Contacts
Accounts
Person Accounts
Opportunities
Crawl user data
Surface intelligence

13. Demonstration
Erik Lue
Senior Manager, Product Management
Salesforce

14. Who to Target
Find customers that...
● Don’t know the best leads to call
first
● Lack insights needed to help close
deals
● Not up to speed on news affecting
their customers
● Spend too much time on data entry
GREAT FITS
Less qualified customers...
● Are not on Enterprise Edition &
above
● Do not have Lightning enabled
users
● Do not convert Leads to
Opportunities or are not using
Opportunities today
● Do not convert 20+ leads / month
● Do not have 1,000 leads created
over last 6 months
● Not using Gmail or Office 365
THINGS TO CONSIDER

15. `
More Partner Success Community webinars
Date Topic Where to Register
Thursday, May 11
8-8:30am PT
Applying Artificial Intelligence to Key
Sales Processes
http://bit.ly/EinsteinSeriesThursday, May 25
8-8:30am PT
Implementing Sales Cloud
Einstein: A Hands-on Walkthrough
of Setup
On Demand
Convert Leads Faster with Einstein
Lead Scoring
Reduce Forecast Risk with Einstein
Opportunity Insights
Add Every Email to Salesforce
Automatically with Einstein Activity
Capture
https://sfdc.co/EinsteinLeadScoring-CSCvideo

16. Next steps + Q&A
REACH OUT
to your Salesforce rep
for more information
DOWNLOAD
the Einstein data sheets
31
bit.ly/EinsteinDS
CHECK OUT
our NEW Sales Cloud
Einstein Trail
(self-guided learning!)
2
bit.ly/SCEtrail

17. thank y u