Interpretation and argument from our editors, built on the reporting.
Salesforce says people “don’t have to come to Salesforce” anymore, and Salesloft has its own MCP server. Once the CRM is a backend, forgotten access grants show up in chat answers and login-based adoption reports undercount.
Salesforce sells Agentforce by the action, the conversation, or the seat. Credits beat the flat rate until a conversation passes 20 actions, and the choice is made per org.
A vendor report LinkedIn cites says 94% of buying groups use an LLM before talking to sales. Its method isn’t public. The planning problem it points to is real, and you can measure it cheaply.
The logic is tidy. The evidence that it improves pipeline is thinner than the announcements suggest.
You trade seat-count uncertainty for consumption uncertainty. Whether that’s better depends on what you can see.