The Information's TITV Salesforce & Microsoft’s AI Sales Challenges, AI’s Impact on Product & Sales Teams | Sep 16, 2025
19 snips
Sep 16, 2025 
Adam Mansfield, a software negotiation expert at UpperEdge, and Sahir Azam, a new partner at Index Ventures with a background in product leadership at MongoDB, dive into the hurdles Salesforce faces with its AgentForce AI software. They discuss unclear ROI deterring executives and the rise of AI-driven startups challenging titan CRM companies. The conversation also highlights Microsoft's evolving Copilot integration strategies and how sales teams can leverage real-time data to enhance customer relationships and operational efficiency in a competitive market.
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Salesforce's AgentForce Adoption Is Slower Than Expected
- Salesforce pushed AI hard but adoption of AgentForce is low so far, under 5% paying nine months in.
- ROI uncertainty and data readiness are key barriers to customer buy-in.
Validate The Business Case Before Buying AI
- Validate the business case before negotiating AI licensing with vendors like Salesforce.
- Ensure executives can credibly tie adoption to measurable KPIs before signing large AI contracts.
Product Convergence Causes Decision Paralysis
- A flood of similar agent products creates buyer paralysis and slows procurement.
- Existing vendor spend and unclear value from current subscriptions amplify that hesitation.