Salesforce, Inc. Q4 FY2026 Earnings Call

Good afternoon, everyone.

My name is Layla, and I will be your conference operator today. At this time, I would like to welcome you to the Salesforce fourth quarter and full year fiscal 2026 conference call. This conference is being recorded, and all lines have been placed on mute to prevent any background noise. After the speakers prepared remarks, there will be a question and answer session. At this time, I would like to turn the call over to Mike Spencer, Executive Vice President of Finance and Investor Relations. Sir, you may begin.

Good afternoon and thanks for joining us today on our fiscal 2026 fourth quarter results conference call. We are trying out a new format today and as such have shortened our prepared remarks to ensure we have time for your questions. Our press release, SEC filings, and a replay of today's call can be found on our website. Joining me on the call today are Mark Benioff, chair and CEO, and Robin Washington, chief operating and finance officer. We also have Miguel Milano, President and Chief Revenue Officer, and Patrick Stokes, President and Chief Marketing Officer, joining us for the Q&A portion of the call. Some of our comments today may contain forward-looking statements that are subject to risks, uncertainties, and assumptions which could change. Should any of these risks materialize or should our assumptions prove to be incorrect, actual company results or outcomes could differ materially from these forward-looking statements. A description of these risks, uncertainties, and assumptions and other factors that could affect our financial results or outcomes is included in our SCC filings, including our most recent report on Forms 10-K, 10-Q, and other SCC filings. Except as required by law, we do not undertake any responsibility to update these forward-looking statements. As a reminder, our commentary today will include non-GAAP measures. Reconciliations between our GAAP and non-GAAP results and guidance can be found in our earnings materials and our press release. And with that, let me hand the call to Mark.

Thanks so much, Mike. We're so thrilled to be here with everybody, and I'll tell you what, we're here in this beautiful San Francisco on the 60th floor of Salesforce Tower, and it is a gorgeous day, 70 degrees, the AI capital of the world, and we're coming here to you live, really excited about everything that's going on. So let's start with the highlights from one of the absolute best years in our history and one of the best performances in software ever and guiding one of the best performances in software ever. We have delivered phenomenal performance across revenue, across margin expansion, across cash flow and CRPO and RPO. I mean, the numbers are really incredible. For the full year, we delivered $41.5 billion in revenue, up 10% year-over-year, 9% constant currency. we had $11.2 billion in revenue for the fourth quarter, up 12% year-over-year, 10% constant currency. CRPO rose to $35.1 billion, up 16% year-over-year, and 13% in constant currency. And we passed an incredible milestone with $72 billion in total RPO, which is up 14% year-over-year. year. Now, that is $72 billion in total RPO, up 14% year-over-year, in case you missed that point. I did read a tweet that RPO does not matter, but evidently we have it if it does matter. So total RPO, $72 billion. Last year, we laid out a path towards double-digit revenue growth by the second half of fiscal year 27, and we're hitting our marks. And based on our strong Q4 performance and the fast start with Informatica, we're updating our fiscal year 30 revenue target to $63 billion. Now, that means we've only spent two years of the 40s. Kind of hard to believe. I have never seen performance like this. But this obviously is not a rational market. We all know this. So we're using our remarkable cash flows to take advantage. You know, this is not our first SaaSpocalypse. We have been through many SaaSpocalypse. You know, I remember the horrible sasspocalypse of 2020 when not only the software industry was dying, but we were all dying. But we made it through that. And now everyone is back doing great. So we're so grateful to make it through that. And we're going to make it through this one as well. And it's just a great marketing opportunity and a great buying opportunity. And that's why we are doing this incredible repurchase authorization of $50 billion. In fiscal year 26, we return more than 14 billion dollars or 99 percent of our free cash flow to shareholders thank you robin for that and today we're increasing our share repurchase authorization to 50 billion dollars because these are some low prices so robin will share more about that in a moment the biggest brands in the world are choosing salesforce to lead their agentic transformation companies like amazon ford at&t moderna gm pfizer so many and these are big deals in Q4 wins over a million were up 26% year over year. That's just so we know in Q4 wins over a million were up 26% year over year. Congratulations, Miguel. Wins over 10 million were up 33% year over year. For example, the U.S. Army run by Army Secretary Dan Driscoll is doing an amazing job, has awarded us a 10-year indefinite delivery, indefinite quantity contract with a ceiling of $5.6 billion. Thank you, Dan. This level of financial performance is a clear signal, a clear signal that companies across every industry and region are investing in Salesforce to become agentic enterprises, just like we've been talking about now for two years at Dreamforce, that the agentic enterprise is a real idea. And we're going to talk about agent force. And I think it just became an $800 million business. We're going to talk about that. You've heard me talk about it at Dreamforce and on these calls, our vision of humans and agents working together for years. Companies bought apps. We all use apps. I've got apps right here on my phone. I've got apps on my computer. But now I'm using apps and agents. I use them at home. I use them in my company. We can pretend talking about that. That is a reality. We have 83,000 employees here at Salesforce Humans. And we have lots of agents running around as well. Miguel qualified 50,000 leads this week with agents. So we have apps and agents. We have humans and agents working together. We've been talking about that at Dreamforce as well. And this is just an incredible opportunity for Salesforce. Our market is bigger than ever because not only selling apps, we're selling apps and agents. So bringing humans, agents, apps, and data together, not just to make people better at their jobs, but to redefine how work gets done. This is just an incredible, exciting moment in software. So we're seeing incredible demand for Agent Force. In its first 15 months, we closed 29,000 deals, up 50 percent year quarter over quarter. Customers in production have increased as well, nearly 50 percent in Q4. It can do more, has more power, more capability than ever. If you haven't seen the new Agent Force, you haven't seen Agent Force, the level of determinism, the voice capabilities, Agent Force Studio, Agent Force Builder. We are spending a huge amount of time on AgentForce. I just saw the new AgentForce demos from our team. It was incredible. We even have AgentForce running in Slack. We have AgentForce Builder running in Slack. We have amazing things happening. And our AgentForce data, 360 ARR, including Informatica, now exceeds 2.9 billion. I heard ARR doesn't matter anymore. But in case it does, we have 2.9 billion, up 200% year over year, more than 75% of our top 100 wins in Q4 included both Agent Force and Data360. In a bit, we're going to hear from three amazing customers. Wyndham, one of my very favorite customers in the world, the world's largest hotel chain. Shark Ninja, I just got one of their great new products I'm sure you know about. They've got the best slushy machine, but one of the most innovative consumer product companies in the world, Ancestor, an incredible community of B2B software founders, executives, investors, and I think you all know that I love Jason, but I've never been more excited about our business here at Salesforce. No one else is delivering this level of capability at this scale to this many customers, and we are taking the power of the agentic enterprise of these apps and Salesforce, and we're giving them the security, reliability, availability, scalability, that you need to make them successful in business like ours, but in all businesses, in small and medium businesses, in general size businesses, in very large enterprises, in the government, and in ISVs as well. So this is a category that just did not really exist a year ago. You know, I will just say that look at IT service management. You know, We just launched Salesforce IT Service in October, you know, Salesforce ITSM. And in just a few months, Miguel has won over 180 customers. Amazing, Miguel. But I especially loved five customers who got to leave the purgatory of ServiceNow, like Sunrun, Cornerstone, CoolSys, and there's others, too, that we're not allowed to mention, but I might mention them anyway, who are leaving ServiceNow now for the new Salesforce IT Service product, which is about apps and agents helping you manage all your ITSM. But don't just think it's just that. We built an amazing new life sciences product this year. Agent Force for life sciences. And since we launched so many of the global pharma companies, and I've met with so many of the CEOs myself, they're leaving Viva, the purgatory of Viva, including AstraZeneca, Novartis, Takeda, and of course, Albert at Pfizer. They're all saying that they are going to salesforce life sciences which is a product that has apps and agents and this is amazing they are the most regulated businesses in the world and they're choosing salesforce and you know over the years i've met with untold numbers of customers call it thousands call it more than that they used to tell me that maybe okay i i want to roll my own ai i'm going to build my own model i'm going to build my own agent i said tell me about that let me know how that goes show me exactly what you're doing or you can just turn it on in the salesforce product you already have you have sales cloud turn on the agents you have service cloud turn on the agents your marketing cloud turn on the agents you have slack turn on slack bot and that idea that every app now has the capability to have agents so customers tell me that they want to basically kind of get to that next level and the way to do that is by including this context, the ability for the AI, the data to know you. No better example of that than Slack bot. Immediately as you turn it on, you're a Slack customer. It looks at all your Slack. It looks at your DMs. It looks through Salesforce. It looks through Google. It looks even that Microsoft Teams, as hard as that is for some agents to go and do, but we've told them how to do it. And then it says, I understand your business and I can give you help, advice, support. And, in fact, a recent survey of 100 CIOs found that the number of companies planning to use a platform like this, this idea of apps and agents, has now doubled just in the last 18 months because, because of this, they realize this is more than just turning on MaltBot on your Mac Mini. Okay, which, by the way, I have a Mac and the setup is great. open claw I love it but for companies who want to have the reliability availability security okay the sharing models the key parts of that to really make sure that the business is safe and secure while you're running all these skilled agents well let's just know that that is what Salesforce is doing and that's why Salesforce has become one of these incredible companies because our platform provides these amazing four layers that you see right here that everyone needs to convert raw intelligence into real work. Everything they need to become an agentic enterprise. Just look at this. Look at what we've built. Look at what we have built. And thank you to our team. They have done a phenomenal job. Srini can't be here because he's in India. He was at the India AI Summit this week. He could not make it back here in time. Look at what our engineering team has built. And thank you to them. Look at where it starts. First of all, yes, we can use all those large language models. We love them all. You know, we love all of our children equally. And down below here, whether it's Anthropic or OpenAI or Mistral or Lama, you know, all of them. And there's more coming. They're amazing. You know, world models are coming. They're amazing. They're all down below here and we're using them. And then, of course, we bring them into Data360 And that lets you harmonize your data, integrate your data, and federate. That means connect into other data sources throughout your company and grab it. You know, other data repositories. You might be using Snowflake or Databricks. You might be using BigQuery or, you know, anything, even IBM mainframes. And you can bring it into Data360, activate your data, and then it comes up into your apps. So if you're using the service app and you want to have an experience like help.salesforce.com for your company. Now the service app has that agentic capability. The data is coming up and it comes up to the next level to agent force and you can build your agents, train your agents, put the guardrails in your agents, give them voice. They can talk now. They're talking and then all of a sudden you can even manage and orchestrate and collaborate from Slack. So this is our architecture And all of this is unified, integrated, and that idea that we can deliver this unified platform to our customers to help them deliver humans and agents working together. So you can see right here, Agent Force has the tooling to build, to manage, to orchestrate the agents, to make them talk, to give them determinism, you know, to give them the capabilities that they want. And then we have the engagement layer to deliver agentic enterprises where work happens in Slack, across our apps. If you haven't seen Slackbot, you know, I talked to a lot of customers like, I don't see Slackbot. Why are you using it? I have the free edition. I'm like, maybe you should pay us and get the enterprise edition. That's when all the Slackbot turns on and you can go through your whole company, run your company. I had, you know, one of our customers over last night, Anil Bushri at Workday. I'm like, have you seen Slackbot? Anil, he's like, no, I haven't seen it yet. I'm like, you're the biggest Slack customer we have. I'm like, I just sit there and say, look at this. And I'm like, said to Slackbot, I'm having drinks with Anil. And I just am trying to, like, give him a demo of Slack bot. What should I say to him? What is the strategy between Salesforce and Workday? And then boom, boom, boom. It just went through the whole thing, showed him every deal. He couldn't believe everything that was happening between our two companies. He had to get updated because he's the new CEO of Workday. And it was amazing. That was my real experience. You know, together, all of this is the complete operating system for the Agentec Enterprise. Yes, I'm using it myself. you know and we're using it we're customer zero and that's crucial because look we already know now our customers aren't going to deploy just one agent there's going to be many agents many capabilities the ability to automate many different types of work and they're going to deploy hundreds or thousands many are going to be from us others could be from other amazing companies you know like one that i just mentioned workday i love them but these agents can't work in isolation. You know, like ET, each one of them needs to phone home. Okay, so that home is Salesforce, and they are calling us through the MCP server or maybe even just through one of our core platforms, and the more agents that our company deploys, us or anyone else, the more essential our platform becomes. This is my personal testimonial. I'm giving you my personal testimonial of how I run Salesforce. You can come here. I will show you how I run a business with apps and agents together. And it's why nearly 90%, 90% of Forbes top 50 AI companies, Forbes top 50 AI companies use Salesforce and Slack. And if there is a SaaSpocalypse, I think it might be eating, being eaten by the Sasquatch, because there are a lot of companies using a lot of SaaS, because SaaS just got a lot better with agents as a service. Now, I won't get, tell you exactly, tell you what that, you know, says, but let's just say there's SaaS and there's also agents as a service. Now, I want to tell you how we're measuring the value our platform delivers to customers. Today, we are one of the largest consumers of tokens in the world to date. Now over 19 trillion tokens. So we continue to show you that because we want you to see that we're actually doing what we say. I know that there's been some enterprise software companies who say they're doing agents or they're doing AI, but then they're not showing up in the token rankings from the language model companies. So here's 19 trillion. Okay. But we really want to take this to another level. And another level is a token on its own doesn't know your customers your pipeline your org chart but salesforce does and the value isn't in the token the value is when what our platform does with it the work that's why today we're introducing an additional metric the agentic work unit created by our very own patrick stoke sitting here at the table the awu not to be confused with our customer aws and awu represents one unit of ai work agentic work unit we're rolling this out to see how you like it actually here in earnings it's a record updated workflow triggered decision made mcp called and to date ai agents on the salesforce platform delivered 2.4 billion agentic work units that is where ai isn't just thinking or calling things it's getting work done work done transactions and in q4 alone we delivered about 771 million of them you know we're still trying to exactly figure out exactly what these numbers mean for us. But what it means for me is that we are doing what we say. That is, we are explaining that humans and agents are working together. We are showing you a business at scale running them. We are showing them how we are making our business better. Our service is so much better this year because we're using our new service cloud with our omni-channel supervisor deployed with AgentForce. Our sales, Miguel just hit record sales numbers, you can see them. We've never sold or had so much ACV in our history in the fourth quarter because not only does he have 15,000 account executives, but he has all these agents who are out there doing this amazing work. So that is so exciting. This is raw intelligence converted into real work. It's driving efficiency and growth. Okay, now let me tell you about one of the biggest drivers of these work units, Slack Bot. A lot of you use Slack. I use Slack every day. it's the employee ultimate employee agent and many of you know that x the social media platform hosts about 500 million messages a day right elon must do an amazing job on x incredible what he has done but did you know that slack hosts about a billion messages a day so while x amazing x i use it myself i just tweeted something you know 500 million messages a day well slack is hosting a billion messages a day. And remember, every one of them is about getting work done. That's why we bought it. Remember, Slack's ticker symbol was work. Slack bot can access all of those messages as well as your files, your calendar, your Salesforce, your Google, your Microsoft Teams, your this, your that. Slack bot goes around, pulls it all together, and then it knows your business. So then it's able to orchestrate with other agents. It has an incredible partner marketplace, really the number one AI ecosystem in the world and has more than 350 AI apps and agents already. There is no other AI ecosystem like it. One of those partners is the great Anthropic. We love Anthropic. We love Dario, Daniella. I tweeted about what they did yesterday. Incredible demo. Just yesterday, Dario demonstrated how he is doing something amazing with Salesforce and the enterprise. Every single one of their demos, whether it was for HR, engineering, investment banking, started and ending in Slack. Pretty awesome. And so it's about, you know, agents and apps, humans and agents. It's all working together. You can see it in his demos. You can see it in our demos. By the way, Anthropic runs its whole global operation on Salesforce and Slack. I think actually every AI company does. Yeah, I think they do. So maybe you saw they're hiring a Salesforce admin, Dario. Let us know if you need new names. But I think it's just a point we're making that Salesforce is doing great with these AI companies. We're so thrilled of our relationship with Dario. And I think we just put another $100 million into the new round. We're up about $330 million into Anthropic Invested. It's almost about 1% of Anthropic. And believe me, I wish we had invested a lot more, John. I don't know why we didn't do more. With that, it's time we're going to hear from some of our most inspiring customers becoming a Gentic Enterprises. We have the great Mark. Mark, I see you. Mark is there from Shark Ninja.

Hey, Mark. Hey, Mark. Congratulations to you and your team. What a quarter.

Mark, I'm so thrilled to talk to you, and I love all your products, and thank you for the Christmas presents. I have them, and I'm using them.

Appreciate it. I'm really happy that, you know, so much of our, you know, holiday selling season was really driven by the launch of Salesforce that, as you know, happened at the end of September. And, you know, we'd love to talk to you about it.

Well, Mark, you know that we've been working together now, just me and you, as well as with our whole sales team, to make we can automate all of Shark Ninja. We want to automate your sales, service, marketing, your commerce, everything you're doing. I'm so excited about your future. We have our best team working with you. Give us your view of what's happened and the value we've been able to deliver. What's your biggest surprise? You know, what in the slushy machine, what came out?

Look, Mark, I mean, we launched 25 products a year, and we're really innovating at speed. And we need customer service solutions that move just as fast. I mean, most companies treat service as a cost center. For us, Mark, it's really about lifetime value of the consumer. I mean, we view service as a growth engine for the business, and it's not just about serving, you know, servicing problems. It's about building lifetime value. We set up with you and your team a guided shopping agent in eight weeks right before the holiday season. I was nervous about it as I went to my team and I said, we're putting this in place in October. There's generally kind of a cutoff in our business where, you know, after October 1st, you don't really do anything. And we launched this in eight weeks, and it brought tremendous value to the consumer. I mean, it helped them with researching and buying and troubleshooting, really all in one seamless conversation. So it was a great success for us this holiday season.

Well, Mark, you know, I think that working with you has been extremely interesting because you're very much a B2C company. And, you know, there's so many exciting things that you're doing. You know, when you look at what Salesforce has done and deployed, especially in regards to AI and agents and apps, you know, where has it really impacted you the most?

Well, look, I mean, let me start with this stat for you. I mean, just since we launched Salesforce in Q4, I mean, agents have participated in a quarter of a million consumer engagements during that period of time. So just in a really, really short period of time, a quarter of a million engagements. We put so many products out into the market, and sometimes that many products creates complexity for the consumer. And so whether they're calling about a service issue or a troubleshooting issue or a where's my order issue, it's allowed our customer service agents to focus on really the really challenging issues. and it's freed up an enormous amount of time for them. It's a win for the consumer because the consumer is getting their questions answered quickly. They're not waiting. And it's a win for us because it's driving down cost. And it's, in the end, just having a better service experience.

Well, Mark, I just want to thank you so much. We're so grateful to you as a customer of Salesforce. It has been an absolute pleasure getting to know you, working with you. And I think that we have such a great future together. and thank you for the Christmas presents. I'm using them. I made some amazing mango sorbet actually this week and it was awesome.

Sounds great. Thanks, Mark.

Bye, Mark. Great to see you. Well, I've been so thrilled to work with Mark, but I have to also introduce you to another really good friend of mine, Jeff at Wyndham. And you probably heard from Jeff this week. He had a phenomenal quarter, doing great. The number one hotel in the world. Jeff, we are so thrilled. You know, Jeff, congratulations on everything that's going on with Wyndham. Give us your vision of what's going on in the world and with Wyndham. And we'd love to hear how you're using Salesforce as well.

Well, we have, Mark, I mean, when you think about just how far we've come in the last year, today we have over 5,000 deployments of AgentForce across our over 8,300 hotels. It is a huge, huge part of our agentic platform. And we are really just getting started. We're starting to roll out to Canada and internationally. but with Salesforce tools like MuleSoft and Data360, we have built a single source of truth, unified all of our guests' reservation information and data, all of their loyalty information and all of their CRM data so that all of our agents now are operating with the same trusted and real-time guest and hotel information, which they weren't before. We're calling it Wyndham Guest360. It is a key enabler for our Agent Foundry, and it is delighting in better guest experiences, improving those experiences and building on increased loyalty engagement. But most importantly, Mark, you've talked a lot about labor, which is agentic. It is taking millions of dollars of labor costs from our small business owners in the front office, out of their operation, and it is driving millions of dollars of increased revenue for these franchisees.

Well, I just have to say this one thing, which is I have been hugely surprised at how fast you have gone, Jeff. We work with all the major hotel companies, and I love them all, and I stay in them all. They're fantastic. I'm actually going to stay at a Wyndham hotel tonight. I'm flying east. But I have to ask you this question, Jeff, because I don't understand. How are you going so fast? What are you doing? Is this because you're leading from the top? I mean, you seem to like, you know, I just talked from Mark at Shark Ninja. He really is owning this. Why are you guys going so fast? Why are you doing so well? I mean, it's just incredible. You're loading out these apps and agents. Your team is crushing it.

What is going on we're in the hospitality business and we always say it's all about humans yes but it is humans as you've always said with agents who are driving that customer success together think about our customers for before our integration with you all our agents had to spend time gathering basic guest information on who mark benioff was before he checked in tonight and that was not easily at their fingertips or even worse asking mark for his information that we should have had and our agents now have encyclopedic knowledge think about it of all of your guest history all of your booking behavior all of your loyalty status because we tied it all together giving us an ability to answer any question imaginable that that any guest like you might have before you check in tonight before your stay in moments not minutes and and we're booking you into your preferred room based on our knowledge our guest salesforce knowledge of your past day history we are successfully working now i hope to upsell you a sweet upgrade if we haven't already an early check-in sounds like you're getting in late a late checkout tomorrow if you'd like one i don't know if you're bringing if you have pets but if you were with those agents would be selling you a a pet fee or an f and b amenity for your dogs about that they're gonna jump they're gonna jump in but look this is all being done autonomously which which small business owners and operators would not have had time to do before. We have been working so hard. It is generating so much money. We're seeing faster average speeds of answer. Zero hold times. I've heard you talk a lot about why no customer should wait, and that's why we're doing it. We're receiving, and we're removing, more importantly, millions and millions of dollars, as I said, in the front office, but we're generating millions of dollars of increased ancillary revenues to these small business owners. It's not costing them anything. And we're also seeing, which is really, really important, a 200 basis point increase in direct bookings from AI voice agents and an AI voice agent conversion versus having to get those bookings through expensive third-party online travel agencies. That is increasing guest satisfaction. Our guest satisfaction scores are up 400 basis points. that have never been higher, and this customer experience that we've created is more efficient. Again, humans with agents driving customer success. We're agent first, and we're very proud of it.

Well, I just want to thank you so much, Jeff. Thank you, and thanks to your team, because I'll tell you, it takes a great leader like you, but it also takes a great team, and you've got both, and you've made something really incredible happen. Great job, and congratulations we're we're proud to be with you our our chief uh commercial officer was on stage with you at dreamforce uh did a great job strickland and we'll be back this year see you i hope you come to dreamforce this year bye jeff all right well you i want to now introduce you to incredible person who i've known for 20 years and it's very inspiring entrepreneur who's really become a huge influencer in the world who's getting his hands dirty at the great company called SASTR, building agents, learning how they work, deploying them, really being on the bleeding edge, the cutting edge of this technology. And thanks for being here, Jason. I'm so thrilled to have you.

Super exciting. Yeah, congrats on the quarter, by the way. Jason, I just want to ask you one question.

What is it that's making this happen? What is inspiring you to kind of transform yourself and transform, you know, SASTR to this incredible opportunity?

Well, maybe two things. if you're we're builders we've been I mean you you you were I think you were like on a Radio Shack computers or something back in the day right we've been building since right down the street here Berlin game so we've been built we're builders at our heart right and this is the most exciting time to build ever ever for us as executives entrepreneurs honestly if you're not excited to be building in the Gentry Gage you should quit you should go off and go to pasture do your next thing so we backed into agents because I got tired after our own big event of rebuilding the team and we went all in and we said I want to try to rebuild the whole team with agents about almost 10 months ago the agent force was a key part of that can't and we wanted to push

it early can you really do all of this all these go-to-market motions with agents and the numbers are pretty good well you've been a pioneer you you you know it's a funny thing because in our own independent world here we are we're out here building agent force slack bot you know that we also acquired momentum and we acquired you know qualified and so forth we're so excited about these companies and then all of a sudden whoa you kind of were building our vision of the future totally independently yeah you know and so you know we felt very validated in a way it was kind of crazy but then we looked at you and said wow this is a true visionary and you know you really have always had a lot of clarity not just in sass before that you know that yeah and now here you are you know as agents as a service as well you have a your vision there now as well so i guess once a visionary always a visionary but give us your vision then you know where are we going because you've heard about the sas apocalypse yeah and you know that this isn't our first sas apocalypse we've had a few of them but you know now you know where are we going over the next couple years well i think and i think this is good for Salesforce, but I think we're underestimating how powerful these agents are.

I think, look, for most people, AI is confusing. The media is confusing. What the hell is going on? Let me simplify this. I was just looking at our numbers on AgentForce this morning. So far, and again, we're a small organization. We went from 15 humans to two and a half and 20 agents. Okay, that's a lot of change. But on AgentForce alone, as a tiny organization, we've closed 2.7 million dollars that's that's not a the the army contract you got but that's a lot for us 2.7 with an agent and we have 3.5 million more in the pipeline those are agents and it works and so that is exciting that is exciting that these agents can go out and sell for you and the first thing i did is kind of crazy and amazing isn't it it's crazy it's it just wasn't not only was this not really possible a year ago and this is this a year and the problem with all of us we were using ChatGTV in the early days, it was all hallucinations. It was hard to believe this stuff would work even 18 months ago, wasn't it? It was hard to believe. But everything got okay last summer, and then at the end of the year, it got great. And there's reasons at Salesforce it got great, but to be nerdy, even at Anthropic, your customer, when they rolled out these four dot models, up to four or five, for B2B stuff like we do, it wasn't a little bit better. It was like jaw-droppingly better.

The hallucinations would be worse than a human makes and the productivity is high so it's just we've never seen these gains and the idea that now our salesforce instance can run autonomously versus doing manual data entry this was always a dream i want to tell everyone exactly why i wanted you here because number one is yes we love by the way market shark ninja was awesome right great and then we had jeff you know windham and these are very big companies like good size companies and um not the biggest companies in the world but incredible companies but you're a small you're a small company you're in some ways a solopreneur right you're an entrepreneur you're you know and i think that it is going to go across the whole market that is small businesses are benefiting medium you know we sell we call small businesses zero to 200 employees maybe that's where you are then we have 200 you know to 200 to 2 000 you know medium then we have the 2 000 to 5 000 in general business then we have the 5 000 and the monsters, then we have the government, we have software companies. Every segment is impacted by this, don't you think? Every company is impacted?

I think everyone is gonna look at their business and say, what can I fully automate with an agent? Everyone's gonna, you're gonna unleash a torrent of creativity, right? The key thing that I've learned for folks is just start with one use case. For us, it was what you, the idea you came up with like last summer, reactivate the leads the sales team never talked to.

That was our first use case. find something or with window huge thing right because like we there's 20 million 30 million we don't even know maybe a hundred million people we didn't call back in last 26 years but miguel called back 50 000 people with agents last week that we would not have gotten to even though he's got all these reps he still doesn't have the ability to call everybody back it's amazing we did 3 000 with agent force and for one i'm just looking at a couple examples we closed a 250 000 customer this week but the first one with agent force was fresh works you know Freshworks.

They do support and a bunch of other stuff, but they've changed. Garish isn't the CEO anymore. The marketing team's turned over. We don't know anybody. The agent found the right person and closed the deal. That's sort of magical. That wouldn't have really been possible without agents and AI, would it? Isn't that exciting?

Yeah, it's just like... That's exciting, right?

It's exciting, and the fact that every company can start with something here. They can reactivate something, or even with Wyndham, responding after hours. Actually, my old head of customer success is now head of SMB at PayPal. They use AgentForce. And he just texted me this morning, or DM this morning, they have a broken merchant flow where folks would sign up to use PayPal and then they would abandon it, like an abandoned cart. They put AgentForce on it and the conversion rates are much higher. But they couldn't get any people to do this, right? So all of us have some process where there's no one to do it.

That's why I think it is so exciting because you have humans and agents working together. You're working with your agents. It's the apps and the agents working together. But, you know, it's kind of fun because i think that for the last 26 years you and i we've been in this kind of sas industry and it's all been all about apps yeah and that's now but the apps aren't gone away because paypal still using those apps they have by the way paypal is a huge customer in sales b2b and also service call center contact center yeah but now just as you articulated so beautifully more productivity more capability you know the ability the lost card idea you know that's what we're finding this ability so now we're selling not just in the sass apps world we're also selling agents and yeah these two are going to be two markets and who knows maybe one will be bigger than the other maybe they'll both be the same size we don't exactly know i mean we're so that we're just gave we just gave guidance you know that we're going to do 46.2 billion this year you know on revenue so i can't tell you when the you know and agent force is like about an 800 million dollar business you know now so I can't tell you exactly when agent force will be a 46 billion or 30 billion dollar but it it has the potential to go just like but what I'm still planning to help me what's 46 times 3 help me you guys that's how big I think is 120 plus 18 is 38 138 I think agent force and I'm not being facetious I think it'll be 140 billion dollar business because I think the value is about 3x the software yeah this is why

I think the Sasoccalips or Sasquatchcalips or whatever, I think there's some truth to this because agents are changing the world. And if you don't have agent force, if you're one of the leaders and you're not there, I think it's fair to be concerned, right? But the value, I wrote this post about how much more valuable Salesforce is us with our agents. It's not a little more valuable. I read it, it was awesome. It's like 10 times more valuable.

I don't think you were using Salesforce really six months ago.

Not really, our team had shrunk and the value was, we were using it as a data store. Never fire, they left, yeah, yeah.

Okay, they left. They left, yeah. But now you have like a team of agents and humans and your company's bigger and more successful than ever.

And we're using Salesforce all day long.

And your conference is going to be amazing this year, right?

And actually what's interesting is not only are these agents using more Salesforce, I just figured this out today, the most dated part of our software stack is a company called Marketo. You'll remember from the old days for marketing automation, right? Back in the day, very innovative, right? Jaw dropped in the day. We're sort of a prisoner. we're stuck on it these agents I got some things to show you there yeah but the agents our Salesforce agents have taken all of that data and put into Salesforce so now Salesforce is accumulating all the value from all these other stores and becoming the hub so that's why whatever the math is one I'm gonna bet on the 150 I'm not gonna it might take eight years but I think it's three I think the agentic side is worth three to four times the software side a plus great job thank you in here we really appreciate you joining the your news call.

It's great. Thanks, everybody. All right. There we go. We just had three great customers. We gave some numbers, and now I'm turning it over to you, Robin. Take it over.

Thanks, Mark. What an amazing trilogy of three great questions.

Congratulations on such a great quarter.

Oh, absolutely. On a great year. We're going to turn to the numbers and tell everybody about it. So good afternoon. We closed an exceptionally strong fiscal year. We have rebuilt our platform to convert the raw intelligence of LLMs into real work that drives As revenue, as we just heard about, reduces costs and scales reliably without limits. This is powering the transition to the agentic enterprise for our customers and ourselves. So to share a few data points, as expected, as Mark said, we had a great quarter or great We finished the fiscal year 26 with second half net new AOV growth ahead of second half AOV growth. AgentForce and Data360 ARR, inclusive of Informatica Cloud ARR, reached $2.9 billion. That's up over 200% year-over-year. This includes Informatica Cloud ARR of $1.1 billion and AgentForce ARR of approximately $800 million, which is up 169% year-over-year. New bookings for Agent Force 1 Edition and Agent Force for Apps, or as we call it, A4X, our most premium SKUs nearly tripled quarter over quarter. Our consumption flywheel is spinning faster than ever. In the quarter, more than 60% of Agent Force and Data360 bookings came from existing customers expanding their commitments. requirements. Looking at our largest deals, every single one of our top 10 wins included agent force, data, sales, service, platform, and analytics. Our newest addition to our portfolio, Informatica, landed in six of those top 10 wins, proving it is a critical component of us building the data foundation for the agentic enterprise. So let's dive a bit further into these incredible results. Subscription and support revenue grew slightly above 10% year-over-year in nominal and constant currency. Total revenue was $41.5 billion, up 10% year-over-year in nominal and 9% in constant currency, driven by AgentForce, Data360, Slack, AgentForce sales, and service performance. Informatica's Q4 results also outperformed our expectations. This strong performance was partially offset by continued weakness in marketing and commerce, weaker than expected Tableau performance, and the on-prem revenue timing in Tableau and MuleSoft we shared last quarter. Q4 revenue attrition ended the year at approximately 8%, in line with recent trends. Our current remaining performance obligation, or CRPO, ended Q4 at $35.1 billion, which was up approximately 16% year-over-year in nominal and 13% in constant currency. Driven by strong net new AOV, especially in Agent Force, Data360, Slack, and Sales. This does include a four-point contribution from Informatica. Our top priority remains accelerating growth. Based on our FY26 net new AOV performance, we are more confident in our path to re-accelerate organic revenue in second half FY27, as outlined at Investor Day. Given our strong net new AOV performance and the incorporation of Informatica, we are updating our FY30 framework as follows. levels. We are now targeting FY30 revenue of $63 billion, which represents an 11% CAGR from FY26 to FY30. We remain on track to Rule of 50 by FY30, and we are pleased that with our continued focus on operational excellence, we delivered 60 basis points of expansion in FY26. As we think about FY27 and fueling our framework, we are making targeted investments, including advancing our hyperforce third-party infrastructure for trust and security, ramping our AE capacity, and scaling FDEs to drive adoption. These investments are partially funded by efficiency we've unlocked becoming the lean agentic enterprise as our own customer zero before we turn to guidance a quick update on capital allocation i'm proud to say that we have achieved all elements of our investor day commitments including capital allocation also our board has approved a 5.8 increase in our quarterly dividend to 44 cents per share. Additionally, and as you've heard, given the current stock price dislocation, the most prudent investment we can make is in Salesforce. We are updating our share repurchase authorization to $50 billion. So let's talk about FY27. We are initiating fiscal year 27 revenue guidance of $45.8 to $46.2 billion, growth of approximately 10% to 11% in nominal and constant currency. We expect subscription and support growth guidance of slightly under 12% year-over-year or approximately 11% year-over-year in constant currency. This is fueled by continued momentum in AgentForce and Data360, partially offset by weakness in marketing, commerce, and Tableau. Our non-GAAP operating margin guidance is 34.3%, an expansion of 20 basis points. As I mentioned, this is the year where we are making further investments to fuel long-term growth and ensure customer success with AgentForce. We expect GAAP operating margin of 20.9%, an expansion of 80 basis points. Turning to Q1 guidance, we expect revenue of $11.03 billion to $11.08 billion, growth of approximately 12 to 13% in nominal, and 10 to 11% in constant currency. CRPO growth for Q1 is expected to be approximately 14% year-over-year in nominal and approximately 13% year-over-year in constant currency. Clearly, we are executing against our FY30 framework, accelerating growth and investing with discipline, including investing in Salesforce via share repurchases. Before we wrap up, to better reflect our agentic enterprise strategy, we are re-evaluating our revenue by cloud disclosures in FY27, so stay tuned for an update on this disclosure prior to our Q1 earnings release. Finally, a big thank you to all of our employees for their dedication and hard work delivering a very successful FY26 and onward to an incredible FY27. Mike, I'll turn it over to you. Thanks, Robin.

And with that, Layla, we're going to go to the first question, please.

Thank you. At this time, if you would like to ask a question, please click on the raise hand button, which can be found in the black bar at the bottom of your screen. If you have joined by phone, please dial star 9 on your keypad to raise your hand.

When it is your turn, you will receive a message on your screen inviting you to become a panelist. please accept and wait until you are promoted to a panelist then you may unmute your audio turn on your camera and ask your question as a reminder we are allowing analysts one question and one related follow-up today we will now pause a moment to assemble the queue and your first question will come from keith weiss with morgan stanley excellent uh thank you guys for uh taking the question and uh congratulations on a uh really nice end to fy26 particularly when it comes to the agent force numbers the agent force numbers uh definitely eye-popping getting to a big scale and still growing um at really really high rates but on the other side of that crpo perhaps was a little bit disappointing on an organic basis you grew that at nine percent just in line with your guidance and typically we expect a little bit of a beat 100 150 basis points of a beat and i think that's stoking some concerns with investors can salesforce do both can we grow a big agent force business and sustain the growth and momentum in the broader Salesforce portfolio? Can we bring along the entirety of business? So can you talk to that aspect? Can Agent Force catalyze the broader Salesforce product portfolio? Can it bring along everything? And what gives you confidence in that acceleration in the back half of the year?

All right. Well, I think that that is absolutely a great question. And I think the reason why it's such a great question is because Salesforce is just as you said, it's a comprehensive business. We're closing new business, new ideas, we have building new technology, and we also carry with us that we are a subscription business, so we're carrying with us our legacy as well, and we're renewing and moving that legacy business forward. That's also one of the exciting parts of Salesforce, because that also gives us the predictability to understand what's going to happen in the future fiscal years. So yes, we are innovating. We're creating the future. We're adding to the future. We're also renewing our customers. And I have to tell you, we're just very proud, actually, of the numbers. I mean, this fiscal year is far better than I expected it at the beginning of the year. In the fourth quarter, actually even the third and fourth quarter, Miguel's numbers were far exceeded my expectations. And to your point, Agent Force also, and also Data360 are exceeding our expectations. And yes, could we sell more? Could we renew more? Can we do more? Can we do this? Can we do all these various things? We absolutely can, but we are very grateful for what we've been able to achieve so far. Robin, do you want to add to that?

Yeah, I agree with that. I think we're monetizing AI, Keith, through many different fashions. We've got multiple ways to monetize. We're seeing great growth, as I mentioned, in our premium SKUs. We're seeing acceleration. I think just listening to the three customer interviews talks about the great value that they're getting from core it's also important to point out we didn't talk about it a lot but our seats we're still seeing them grow year on year and quarter on quarter so what we see is now with agent force with the system that you laid out the system of agency etc we're just seeing incremental value to our software and some of it's going to be consumption based but we're gonna have a hybrid model seats will continue to be a key component of our growth going forward and what we hope to see is just what you heard from the three customers today incremental value coming as the result of our agentic technology and capabilities great thanks keith layla we'll

take the next question please your next question will come from brentville with jeffries good Good afternoon.

Mark, the $50 billion buyback, I guess many are asking, given the fall off in big multiples, why not lean a little harder in acquiring technology and M&A versus buying the stock back?

Well, I really appreciate that. I think, Brent, the way to look at this is, I'll just tell you how I look at it, which is that there's many uses of cash. Number one is dividend you know we just increased the dividend by five percent that's one use of cash very important and then we're also look at buyback traditional buybacks okay and so we're we're doing that we've done that very aggressively over the last few years as you know and acquisitions we'll continue to do acquisitions but using our new formula that we put into place and we've done now quite a few acquisitions using that new formula and it's been great i wish i had used it actually through the entire history of Salesforce, I think we have a much better understanding of how to do acquisitions that are accretive to the business but not dilutive to investors. And then debt. So I think there is a role here that, you know, we're just very under leveraged on our balance sheet. And I think, you know, look, you're a great banker. You've been a great banker for decades now. I think if you look at our balance sheet, now we're going to do more than $16 billion in cash flow this year. We're not using debt effectively. And I think at these prices in the market, the ability actually to kind of come to terms that, you know, we had some acquisitions in the past like Slack and Tableau that diluted our investors. I think now is the opportunity to take some of that stock back out of the market. And these are great prices. I'm sure you would agree with that. And we want to use our capital correctly. And I think that is a great way to do that. And I think our stock is a great price. And I want Robin to buy as much of it as she possibly can.

And I'd maybe add to that, Brent, it doesn't preclude us from doing all the things you mentioned to grow, as Mark just said, with our free cash flow, with our cash balance, with our access to market. We're going to do, we brought 10 companies and we also returned over 99% of our free cash flow to our shareholders via buybacks and dividends. So as we think about optimizing our balance sheet to Mark's point, we're positioning ourselves to grow organically inorganically and also return value to our shareholders.

I think that when you look at such a huge cash flow number, although we just finished a $15 billion year coming into it, what will we be? Probably at least a $16.5 billion cash flow year. Then we should be really just thinking about how do we use cash correctly? What is the right way to use cash? And yes, I think that there are many ways to use cash, but focusing on those four things you know the dividend the buyback the acquisition and debt all four critical and if you have other ideas or you have other thoughts we're very open we would i'd love to have the conversation of course well thank you brent layla let's go to the next question please our next question will come from kirk materan with evercore yeah thanks very much for taking the question uh mark you alluded to it in your in your comments, you know, the presentation yesterday by Anthropic, I thought was an interesting example of sort of a better together strategy with you and one of the model partners, but there is, you

know, continued concern that those providers might become more competitive with you over time. I was wondering if you just give us an idea of how you see the lines of demarcation in terms of partnering, as well as, you know, potentially competing down down the line, you know, where you think you guys have a right to win, where they might have a right to when I think just a little bit more color on that would be helpful in terms of people's view of where we might be going in terms of the partnerships with those companies.

Well, no, I'd be delighted to do that. And maybe we can even put up our slide again of our kind of stack diagram, because it makes it really clear what our vision of the world is, which is at one very critical part of this, these new models, whether it's open AI, whether it's Anthropic, whether it's Gemini, whether it's Llama, whether it's, you know, you pick. Deep Seek, Mistral, there's so many you go, you can go off as well to look at that there's thousands of them. We make some of them ourselves. These models are new parts of our infrastructure that we really did not have in place, you know, a few years ago. We had some of our own models. You remember when we did Einstein, and I would talk about on the earnings call that I was using Einstein to understand what was happening in my business. That was all based on salesforce models that we had so we've always had models at the bottom of our infrastructure but now we really are able to kind of say look at this we've done 19 trillion tokens with these models so these models here that's who we have today they will change over time they're a critical part of our infrastructure i think the strategic question that you're asking is this not only does it look like that in this slide that we just saw but could those models themselves become platforms so could open ai then also be a platform could um anthropic be a platform can gemini be a platform can deep seek be a platform can mr all be a platform can llama be its own platform so that in the way that we have windows and mac you know or html or different things as platforms where applications all of a sudden appear well all of a sudden an application come in within one of those platforms and then use some of those services absolutely those could be new platforms there will also be other new platforms i have a platform right here as well ios there are many platforms and our job as a software company is to help our customers to create success and to take that and help them connect with their customers in a whole new way so we'll deliver our products our capabilities our value proposition with our customer relationships of course we have over a hundred and fifty thousand I think customers on our core a million on slack we have 15,000 sales reps who are out there their job is to work with customers to help architect their future success with these ideas and our primary vision though today because this in the current reality this is about humans and agents working together and these customers like you saw today with Wyndham, with Shark Ninja, even Sastr, even Salesforce. Our job is to take what's available today and make it successful. And that isn't where those platforms are today, as you know. You know, and in your business, you work for an amazing company. Keith works for an amazing company. You know, in these large banks, where we are providing a lot of automation for the sales professionals, the service professionals, there is a lot to do to not only automate those call centers, those contact centers, the sales forces, the employees with Slack, but then to also then unleash the agents in a way that is compliant, that is secure, that is available, that is scalable, that is reliable, that is able to operate hand in hand. So if you go to help.salesforce.com today and you want to get help from Salesforce, you know that you're going to be able to automatically connect to our contact center as well. That's incredible. We couldn't do that just a couple years ago as you know so that's the current way we're deploying well there could there be other ways that we deploy it's definitely possible the future you know could have many different forms but we can see right now what we're going to sell this year to our customers we have a lot to sell and a lot to do thank you great thanks kirk leila we'll take the next question please your next question will come from gabriella borges with goldman sachs Hi, good afternoon.

Thanks for taking the question. I wanted to ask the team about the 2.4 billion disclosure on AWUs. Tell us a little bit about how you translate the tokens and the agentic work units to monetization. I know you've been working on AELAs. How do you think about the evolution of a time of the pricing model? Jason from Sastra was just talking about the agentic value of the stack being three to four times more than software value of the stack. So tell us a little bit more about how the ELAs are going, and Robin, for you specifically, how does it impact gross margin?

I think Patrick should really lead this AWU discussion because it's kind of his brainchild, and he was very unhappy that, you know, I keep bringing out this token number because I'm very impressed that we have 19 trillion tokens. But, you know, because I think that really, you know, shows, you know, that we're really using these products to deploy these agents. Well, I mean, everybody can now knows AgentForce is hugely successful and all the new capabilities of AgentForce, the determinism, the voice, the programmability, AgentForce Studio, AgentForce Builder, and now SlackBot as well. But I think that then there's another level, this idea of agentic work units. So why don't you tell us what your vision?

Yeah, sure. So, you know, as we started looking at how our customers were using AgentForce and we started looking at how we're consuming tokens from the model providers, right, all those models that sit at the bottom of our layer from OpenAI and from Anthropic, what they're doing is they're providing intelligence into our system and we're able to measure that intelligence through the lens of a token and that's how most of these model companies are charging. It's the amount of tokens that your platform, in our case, is consuming. But when we started looking at that across our customers, we can start to see, okay, you know, our top ten customers are consuming this many tokens. We know how many tokens Salesforce is consuming internally but it begs the question well is it are they doing anything are they working are they providing any value or is it just input and output of intelligence right so you know you can ask it a question it can write you a poem but that's not really all that valuable in the enterprise world what's valuable is creating a document for you or updating a record or you know helping us right here at this table we all used slackbot to prepare you know our notes here are you know our customer stories we're all preparing that with Slackbot and so what we did is we said what if we could count those individual work units and then what if we could look at those work units relative to the tokens and we said oh there's a relationship between the two we can start to see a ratio of tokens being consumed and work coming out and that ratio starts to become really interesting because now we can look at our customers and say hey customer a you have a really nice ratio you're getting a lot of work done on the platform for the amount of tokens that you're consuming, and hey, Mr. Customer B, your relationship is actually not so good. You're consuming a ton of tokens and not getting a lot of work done. What can we do to help you? So it becomes a really kind of interesting way. The tokens are kind of a leading indicator, but the work unit, we think, is a much more valuable indicator in terms of where the value is actually coming from for our customers and for our own transformation into an agentic enterprise. But maybe on the monetization, I can toss to you.

Yeah. I mean, you know, this is something that we continue. Look, I think you were asking specifically, Gabriella, about what does it do to gross margins? And as we think about margins in the short run, we think we're pretty neutral. You know, Patrick talked about this differentiation between tokens and AWUs. Well, tokens, those prices, we're working with our various partners, those are going to start to go down over time and commoditize. But also importantly, when you think about our products, engineering and product is working on ways to continue to fine tune our products with things like agent force scripts, which is going to make it easier for us to produce the work, but reduce the overall costs. So those are things. And then, again, we're optimizing. We're using customer zero. Mark talks about the fact that we're reallocating resources. We're also looking at other things to overall continue to drive our efficiency down. So short term, we don't see gross margins getting worse. Fairly neutral. Long time, we're doing everything in conjunction with our FY27 framework and our overall operating margin improvement to continue to get efficiencies in gross margin and operating margin.

Miguel, do you want to take on the question about AILAs and kind of what we're seeing in the market and how customers are consuming this technology?

I've been working very hard for the last quarter to have this minute because I really want to tell you the story. Q3 was stellar. You heard the numbers at the time. We made a very clear commitment, Robin and I, in partnership at the Investors Day. We shared three key messages to you all. Number one is we were seeing the very likely possibility of revenue re-acceleration in 12 to 18 months. That was four months ago. Today we are saying that the revenue re-acceleration, organic revenue acceleration of subscription and support is going to happen in H2. And we are very committed to that. And we are certain now because we've seen the net AOV growth, outpacing the AOV growth in H2 last year. We're sitting now in Q1, we're looking at Q1 and Q2, and I can tell you with absolute confidence that the NENU-EOB growth is going to significantly outpace the AOB growth. So now four quarters of NENU-EOB pulling up the AOB growth is going to finally translate in H2 into a revenue reacceleration. That was number one. Number two was the fiscal year 30, a long-term durable growth plan. One, we are recommitted to that to the point that we've increased the target from 60 to If you do the math, it's not all because of Informatica. It's because we are more and more certain that we are going to hit the numbers. And then the third thing, which is substantially important, and it goes to the monetization and to the IELA question, is we have found the formula to monetize AI. There are three ways, three ways, distinct ways, the main ones, that we are using to monetize AI. Number one is our large install base of hundreds of millions of seats, we are upgrading to our premium SKUs that contain already embedded AI and unlimited access to Agentik for employee use cases. Number one, we've seen, as Robin referred to earlier, that SKU business has triple, AgentForce First Edition and AgentForce for Sales and Service has triple, quarter on quarter, last quarter, it doubled. So it's pretty monster. The second way to monetize is, this is very peculiar, because now our apps are AgentForce Sales, AgentForce Service, all of them are agentic. So now the ROI that companies generate by implementing our apps has increased. So now we have access to new seats that before companies couldn't afford to roll out Salesforce or any of our apps. And the third way is for customer-facing agent use cases, agents, we sell thrill, the credits, flex credits. And companies, if you look at the bookings of Agent 4s in Q4, 50% were credits, flex credits, fuel, and 50% were higher SKUs. If you look at the top 12 deals, which, by the way, record, Robin and Mark, we've never done more than 10 deals above $10 million in any given quarter. This was our best Q4 ever, our best quarter ever. We did 12 deals above $10 million, one of them above 50, three of them above 20. When we look at those, and if you look at the three ways to monetize, six out of the top 10 deals basically were upgrades of the existing SKUs. Seven out of the top 10 deals, we added seats. credits, and five of the top 10 deals included credits for agentic use cases, customer-facing use cases. Three of them included everything. But the beautiful thing is, in every story that we heard today that was very incredible, these three customer stories, I have a bunch of stories that I wanted to tell you, but we're running out of time here. In every one of these stories, we are monetizing AI through these three different angles, and we're seeing it in the bookings. we're seeing it in the pipeline. I'm very confident about Q1. I mean, something happened in Q4 that was monster. I mean, Mark set a target to me and to my team. I need to see bookings starting with a number, and we deliver above the number. That was incredible. I'm looking at the pipeline, double-digit growth in pipeline. I'm looking at my capacity. We've hired over time. We started last year, 12 months ago, with 0% growth in ramped A's. These are A's that are ready to sell. It takes our A's a year or so to sell, to be prepared. We are starting this fiscal year with 15% to 17% more growth in ramped A's. That's dynamite. We have double-digit growth in pipeline. I'm very confident about the net AUB growth, significant pace in AUB growth. And AELAs have been a big part of this. This is the number one product that we sell now. We sold 120-plus IELAs in Q4. I thought we were going to do between 50 and 100. We did 120. In the top 10 deals, we sold eight IELAs in the top 10 deals. These are customers that go all in and commit long-term to the future. And they are outsized deals.

Very good. Thank you so much, Miguel.

Thank you. Thanks, Gary. Thanks, Leila. We'll take the last question now, please.

Hey, your last question will come from Ramo Lensho with Barclays.

Hey, thanks for squeezing me in here. I'll make it a quick one. If your cross-sell or the token upsell is working so well, you said 60% of the booking came from that one. It's kind of almost getting the message out to more customers quicker. You now have 29,000 customers. How do you think about that evolution from kind of getting new customers and getting these guys up and productive this year. How do you think about the role there and what are the roadblocks?

Yeah, Raymond, good to see you again. Listen, we did 29,000 agent-forced transactions. We have approximately 22,000, 23,000 customers. But you said it very well. Our role, the role of my team, the role of my executive, the role of all the AEs is to be in front of customers to explain these stories and the value that we can drive. I mean, today, yesterday, or today, I don't know when, there was a world tour in Australia we had 12,000 today right yes 12,000 customers actually tomorrow but it's today it's just I don't know whatever 12,000 customers showed up it's happened it's already happened by the way and I think we just need to the key message that we are conveying to our customers is we are SAS is more important than ever in the world of LLMs this isn't I I mean, we are so happy that this raw intelligence exists. But to convert raw intelligence into reliable, accurate, scalable enterprise work, you need a software infrastructure like the one that Mark described with our four layers, the system of context, the system of work. This is our big differentiator. Nobody has 40% market share in sales and service. I'm sorry. In the customer domain, we are the systems of work. We have the system of agency, very sophisticated. Some companies are building it, whatever. but we have the best because we are proven in 4,000 production customers 23,000 total customer nobody has that at the scale and the complexity because our agents are connected to the to the data connected able to trigger actions and then we have the system of engagement which is like I mean the demo of of of this of anthropic was incredible it started in in in slack then what What did they do? They took it out to another UI, which is awful, by the way. But it wasn't really as nice as Slack. But they did all the work, incredible work. Again, we are so lucky that these companies exist. And then they copy-paste it. They did that, right? They copy-paste it and they put it back on Slack. Okay, today you can do that with Slackbot. You don't have to get out and in. We have a great partnership with Anthropic. But anyways, Remo, we're very excited.

Patrick, I think you should come in here and talk about this.

Yeah, I mean, you know, everybody right now, everybody through the past few years has been so enamored with the model, of course. It's this brand new thing, this intelligence layer that we never had, but also the data. But what's really happening around us is the apps are changing. The UI is changing, as Miguel is alluding to. And that's really what we're seeing because these old apps of these point-and-click buttons, you know, those were designed for human beings to interact with. But what happens when you have human beings and agents in the same place, right? Suddenly, a lot of those interactions, those UI paradigms kind of get thrown away. You don't need all of this complex UI anymore, and that's what makes Slack so powerful. And I think that's what Anthropic knows. I think that's what we saw in their demos yesterday, right? That you kind of like process the work, but ultimately it's coming, that work is getting done because some person or some agent is asking for it, and then you need to give it back to that person or that agent. And where do you do that? you do that in Slack. And that's what makes Slack bot so unbelievably powerful, is you never have to leave. And of course, it's powered by Claude. We love our partners of Anthropic, but it knows all of the context of your business, not just the context of your systems of records as we think about it, but all of the conversations happening inside of Slack. It has access to all of that, and the knowledge that it gains from that is truly unmatched. It might be our most important piece of data that we have. And so when you put all that together into this brand new user interface, you know, that's really where we see this big transformation in SaaS happening. It's that the apps are going to, they're going to change and they're going to just turn into this, you know, environment where humans and agents are really working together.

And I think to add to that, if you think about customer success, right, we're really doubling down, as we said, on FDEs. And I think they're the folks that are on the ground with our selling teams, our solution selling teams to ultimately make this vision a reality. And I think that's the key component to converting it from ALAs to ultimately consuming. That's what we want to continue to see happening is that consumption will continuing to fly.

Well, that's it. Thank you, Raymond. And we want to thank everyone for joining us today and look forward to seeing you soon.

Bye, everyone.