Embracing the Startup Mindset in a Established Organization

Marc Benioff is the co-founder and CEO of Salesforce, the second-largest software company in the world. He started programming at age 15, selling his first program for $75, and went on to build Salesforce into a company worth more than $300 billion that also owns Slack, Tableau, Quip, and MuleSoft. Marc is known as a marketing legend, and is now leading Salesforce into the era of AI agents. In our conversation, we discuss:

• The importance of maintaining a beginner’s mind

• His approach to product launches and marketing

• Managing through tough times and layoffs

• His relationship with Steve Jobs and lessons learned

• Why Salesforce is betting big on AI agents

• Many stories from his entrepreneurial roller coaster

• Much more

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Find the transcript at: https://www.lennysnewsletter.com/p/behind-the-founder-marc-benioff

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Where to find Marc Benioff:

• X: https://x.com/benioff

• LinkedIn: https://www.linkedin.com/in/marcbenioff

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Where to find Lenny:

• Newsletter: https://www.lennysnewsletter.com

• X: https://twitter.com/lennysan

• LinkedIn: https://www.linkedin.com/in/lennyrachitsky/

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In this episode, we cover:

(00:00) Introduction to Marc Benioff and Salesforce

(03:54) Marc’s early career and domain names

(05:59) The App Store story and lessons from Steve Jobs

(15:18) Lessons from launching Salesforce

(22:03) The importance of keeping a beginner’s mindset

(29:53) Why Marc calls Salesforce the “25-year startup”

(31:47) Agentforce

(36:09) Why Marc says AI is the defining technology of our lifetime

(40:12) AI’s impact on the workforce

(42:31) Entrepreneurs need to be like conductors

(46:02) Failure corner

(50:32) The future of AI agents

(56:34) Final thoughts and farewell

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Referenced:

• Bill.com: https://www.bill.com

• App Store: https://www.apple.com/app-store/

• Salesforce: https://www.salesforce.com

• Oracle: https://www.oracle.com

• Larry Ellison on X: https://x.com/larryellison

• Siebel Systems: https://en.wikipedia.org/wiki/Siebel_Systems

• Saba Software: https://talentedlearning.com/lms-vendor-directory/saba-software

• Tom Siebel on LinkedIn: https://www.linkedin.com/in/thomassiebel

• Avon: https://www.avon.com

• Salesforce Chief Has Pulled Some Crazy Stunts: https://www.businessinsider.com/marc-benioff-salesforcecom-chief-has-pulled-some-crazy-stunts-2012-3

•  Matthew McConaughey on Instagram: https://www.instagram.com/officiallymcconaughey

• Woody Harrelson on Instagram: https://www.instagram.com/woodyharrelson

• “Ask More of AI” with Matthew McConaughey: https://www.youtube.com/playlist?list=PLnobS_RgN7JaxOsLD8WH0I9E6osK3UrfI

• Marc’s tweet about the ad with McConaughey and Harrelson: https://x.com/Benioff/status/1866175950062239784

• Chris Rock on Instagram: https://www.instagram.com/chrisrock

• Sushi Iwa: http://www.sushiiwa.jp/en/

• Ryoanji Temple Rock Garden: https://www.japan.travel/en/spot/1145/

• Neil Young Archives on Instagram: https://www.instagram.com/neilyoungarchives

• Mount Tam: https://en.wikipedia.org/wiki/Mount_Tamalpais

• Spirit Rock: https://www.spiritrock.org

• Jack Kornfield: https://www.spiritrock.org/teachers/jack-kornfield

• Agentforce: https://www.salesforce.com/form/agentforce/demo

• Minority Report on Prime: https://www.amazon.com/Minority-Report-Tom-Cruise/dp/B00A2FSSHK

• Peter Schwartz on X: https://x.com/peterschwartz2

• UCSF Health: https://www.ucsfhealth.org

• A.I. Chatbots Defeated Doctors at Diagnosing Illness: https://www.nytimes.com/2024/11/17/health/chatgpt-ai-doctors-diagnosis.html

• Does AI improve doctors’ diagnoses? Study puts it to the test: https://www.sciencedaily.com/releases/2024/11/241113123419.htm

• A.I. Will Transform the Global Economy—if Humans Let It: https://www.nytimes.com/2024/12/07/special-series/ai-transform-global-economy.html

• Wargames on Prime: https://www.amazon.com/Wargames-Dabney-Coleman/dp/B0011EQBOS

• Her on Prime: https://www.amazon.com/Her-Joaquin-Phoenix/dp/B00KATY250

• AI (Einstein) at Salesforce: https://www.salesforce.com/in/artificial-intelligence

• Salesforce Signs Definitive Agreement to Acquire Airkit.ai: https://www.salesforce.com/news/stories/salesforce-signs-definitive-agreement-to-acquire-airkit-ai

• Salesforce Buys Big Data Startup RelateIQ for Up to $390M: https://techcrunch.com/2014/07/11/salesforce-buys-big-data-startup-relateiq-for-up-to-390m

• Salesforce to cut workforce by 10% after hiring ‘too many people’ during the pandemic: https://techcrunch.com/2023/01/04/salesforce-to-cut-workforce-by-10-after-hiring-too-many-people-during-the-pandemic

• Michael Dell on LinkedIn: https://www.linkedin.com/in/mdell

• Bret Taylor on LinkedIn: https://www.linkedin.com/in/brettaylor

• Akio Toyoda: https://en.wikipedia.org/wiki/Akio_Toyoda

• Kaizen: https://en.wikipedia.org/wiki/Kaizen

• TRS-80: https://en.wikipedia.org/wiki/TRS-80

• CLOAD Magazine: https://archive.org/details/cload_newsletter

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Recommended books:

• Ghost Fleet: A Novel of the Next World War: https://www.amazon.com/Ghost-Fleet-Novel-Next-World/dp/054470505X

• Behind the Cloud: The Untold Story of How Salesforce.com Went from Idea to Billion-Dollar Company—and Revolutionized an Industry: https://www.amazon.com/Behind-Cloud-Salesforce-com-Billion-Dollar-Company/dp/0470521163

• Trailblazer: The Power of Business as the Greatest Platform for Change: https://www.amazon.com/Trailblazer-Business-Greatest-Platform-Change/dp/1984825194

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Production and marketing by https://penname.co/. For inquiries about sponsoring the podcast, email podcast@lennyrachitsky.com.

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Lenny may be an investor in the companies discussed.

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