Heather Conklin

High-performing RevOps teams don’t just manage systems. They create alignment. As Rosalyn Santa Elena and Jamie Miller shared, the real difference comes down to three things: clear communication, transparent goals, and a roadmap everyone can see. When the whole org understands what RevOps is solving for (and why) it changes how teams work together. This one’s a must-watch for anyone building trust and accountability across GTM: https://lnkd.in/gYZbiK-y

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FormAssembly just released an integration with HubSpot that matches the functionality of their Salesforce integration. Many mission driven orgs rely on FormAssembly to administer their programs. It’s been a go-to solution for years for those using Salesforce as their CRM. Now, HubSpot users get the same power and flexibility. We’re pretty damn excited about this release and can’t wait to put it to work for nonprofits on HubSpot. Shout out to Brigita Bieksaite for sending CauseMic the docs early. It’s already popping off in our resources slack channel. 🙌 Charley this is a big breakthrough ⛓️‍💥

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When agents can talk directly to your apps through an MCP server, everything changes. Instead of a human jumping between Salesforce, Airtable, etc... an agent can do it autonomously: Summarize call transcripts for target accounts from Gong Pass those summaries to Inflection to create custom segments Draft a target account campaign based on these custom segments No brittle integrations. No copy-paste workflows. No “please log in and click this button.” The agent just acts — safely, deterministically, and across systems via multiple MCP servers.

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Great Dreamforce takeaways from the Attain Partners team, including perspectives on how some of the latest Salesforce innovation can make an impact in Higher Ed and Nonprofit organizations. Check it out!

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Stop treating AI like a feature. In the latest Ultimate Guide to Partnering with Jennifer Odess (ServiceNow), we talk about the fundamental shift: AI is becoming the operating model—partners remain the primary value path. • 87% of ServiceNow implementations run through partners • Now Assist racing toward $500M ACV • Why marketplaces matter when customers are burning down cloud commits • The new bar: AI-native methodology + differentiation 🎧 Listen: [https://lnkd.in/ejU4Tr4z] 📺 Watch: [https://lnkd.in/guJGNfdc] Send this to the partner leader on your team. #PartnerEcosystem #AITransformation #ServiceNow

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A customer said, “Our SEs spend more time prepping than presenting.” Not because they lack skill, but because context lives everywhere except one place. When deal data is unified, prep time becomes impact time. That’s when confidence and control show up on every call. #Presales #SalesEngineering #Productivity

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RevOps friends. You need this knowledge. 🧠 Every once in a while, someone breaks down the GTM landscape so clearly that it resets how you think about your entire motion. That’s what 🐰 Jen Igartua, CEO of Go Nimbly, did in this session. If you’re in RevOps, sales, marketing, or anywhere near GTM efficiency, this will hit you at the exact right time. Here’s a quick peek at what you’ll take away: 🔥 Golden Age of RevOps Why rising expectations are actually a tailwind. 🔥 Build vs buy clarity Where DIY works and where it becomes a trap. 🔥 AI that matters Real-time savings. 🔥 Data readiness truths Bad data breaks everything. Clean data unlocks everything. 🔥 Role evolution How SDRs, sellers, and operators are shifting in 2025. This replay will make you think differently about your stack, your workflows, and your team. Get the full sesh 👉 https://lnkd.in/eDEriHhj Big shoutout to 🏄🏼‍♂️ Scott Leese and 🤙Neil Weitzman for hosting a 24-hour Sales Marathon! You're insane! #saywhatsales #sellbetter #MidnighttoMillions #RevOps, #sales, #marketing #GTM #efficiency

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As we get deep into @Salesforce Sales Cloud Keynote prep for Dreamforce, here are three big ideas I’m thinking about: 🔹 AI 🤝 human partnership is real: Forget all the buzzwords. This isn’t about replacing people. It’s about getting extra teammates, so your people can focus on what they do best: building relationships and closing deals. This Dreamforce, we’ll unveil key sales innovations that bring people and AI together to grow pipeline, deals, and revenue. 🔹 Every decision is a data-driven decision: AI is only as smart as your data. Agentforce Sales brings it all on one platform – to understand pipeline health, identify risks, and drive consistent growth. Our recent acquisition of Bluebirds – which allows us to ingest intelligent data like job changes, 10-K filings, news, etc – demonstrates our commitment to this idea. 🔹 Effectiveness is the new growth engine: Not only are agents working on your behalf, they’re also helping you do the rest of your job better. It can surface customer signals, product recommendations, and act as your personal advisor – to help your teams reach their potential. Still a work in progress, but I’m grateful to my amazing co-presenters for helping me refine these ideas: MaryAnn Patel Dina Apostolou Connie Dea Philip Cooper 👉 Don’t miss the real thing. Add the Sales Keynote to your #DF25 agenda today: http://bit.ly/3Kh8FxQ

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Concurrent with their Boston Saleslove conference, Clari + Salesloft announced enhanced forecasting and pipeline insights that connect strategy with execution across the customer lifecycle, including post-deal implementation. They also released their MCP server. Clari + Salesloft argued that executing on strategy has always been difficult because there is a “gap between insight and action” that slows deal momentum and often leads to missed follow-through. One culprit is the lack of a full business context concerning pipeline activity, forecast signals, and deal progression that leaves “AI to operate on incomplete signals and generic assumptions rather than what’s really happening in the pipeline.” “Having strong visibility into the pipeline and forecast is only half the equation,” stated the firm... If you wish to start with Part I, the link is below ⬇️ ⬇️ ⬇️

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Salesforce AEs — this one's for you! I just finished building something I wish existed when we started co-selling with Salesforce PS. An AE enablement deck. Not a vendor pitch. Not a capability PDF. A deal acceleration guide — built specifically for AEs working Manufacturing, Textile, Retail and AI-led accounts. Here's what's inside: → 8 live demo environments, structured by vertical. Ready to show in 48 hours. → The only Salesforce PLM + Execution Layer for apparel exporters in India. No other partner has built this. → Proven case studies across textile manufacturing, industrial manufacturing, aerospace, real estate and retail — with measurable outcomes. → A direct comparison showing why Nubis wins where generic SIs stall. → Live Agentforce and Data Cloud demos. Not a slide. A working platform. If you're a Salesforce AE carrying quota on: **Manufacturing Cloud ** Commerce Cloud ** Agentforce / Data Cloud ** Retail & D2C ...and you want a partner who shows up with a live demo — not a proposal — drop a 🔥 in the comments. I'll DM you the deck personally. This is the partner conversation I've been wanting to have with Salesforce AEs for a long time. Let's co-sell and win together. #Salesforce #SalesforceAE #ManufacturingCloud #CommerceCloud #Agentforce #DataCloud #NubisIT #CrestPartner #RetailTech #TextileTech #CoSell #SalesforcePartner

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What if reps can analyze a prospect's tech stack and know exactly what to pitch, without leaving Salesforce? That’s what GPTfy, AI, and BuiltWith do. Watch the video to see how it works. How are you using AI to cut down on grunt work in Salesforce, not just adding features? #AI #Salesforce #ProspectResearchinSalesforce #GPTfy #AIUseCases

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"The folks who are ‘getting it right’ are the ones who are actually trying it."   My conversation with Meredith Brown, SVP of Trailhead & Community at Salesforce covered what AI agents mean for people, where leaders should start, and why she chose to rejoin Salesforce earlier this year. #sponsored   With so much talk about AI, it’s surprising how few people are actually diving in to try AI, and even fewer companies committing resources to building/deploying AI.   Meredith shared what she, as the global leader of Salesforce’s 60K+ community of Agentblazers, is seeing firsthand as organizations navigate their first steps into the era of Autonomous Transformation.    🚫The Digital Transformation playbook won’t work in the era of Autonomous Transformation.   We’re in a new era, and autonomous agents are a core pillar for how organizations can create more value than ever before.   Leaders who want their organization to retain or expand their market position by 2030 need to have: 1) A robust vision for how they will create more value with AI 2) A vision for the future of work within their organizations 3) A strategy to make those visions a reality   Meredith outlines some important points about how to get started and what to expect in this next era. 🎬Watch the full episode here: https://lnkd.in/gEycepBi   #SalesforcePartner #Agentforce #AutonomousTransformation   For more leadership insights in the era of Autonomous Transformation, Subscribe to #FutureSolving here https://lnkd.in/g-KmNnVq or my new YouTube channel here: https://lnkd.in/gFhD-jDh

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Coming from enterprise on-premise database applications, Salesforce's scheduled software updates three times a year that you cannot opt out of was terrifying to me. Salesforce win #2️⃣: Release reliability ☁️ Continuing my series on architectural decisions Salesforce got right. As promised, let's talk about how impressive it is for a cloud platform to do 3 major releases a year that usually do not cause chaos. I was on high alert during those first releases, expecting the worst. I learned that there often is no crisis to avert. Don't read that as too flippant. I'm not saying you shouldn't prepare for releases. But to echo my last post, when I was a girl, updates for on-premise server software were projects unto themselves. Database migration scripts to be run, libraries to be updated, logs to review. I was a very precocious girl. For a time, I was what is now called a Forward Deployed Engineer for network asset management software implemented primarily at investment banks. Major releases were stressful times filled with much Ukrainian swearing. So this is my next kudos to Salesforce. The scale of their deployments is massive, and they get it done every time. API versioning is part of it, but the engineering team that handles these releases are no doubt a bunch of Gs. That reliability translates to reduced operational overhead 💰. IT teams can focus more on customization and business logic rather than infrastructure maintenance and upgrade projects. While I have my reserves about some of Salesforce's pricing, it's fair that their shouldering that maintenance comes with a price tag. Next up, let's talk DevOps, a Salesforce topic where I have my share of complaints but recent experiences with a far less sophisticated competitor have me feeling thankful. What architectural decisions do you think Salesforce nailed ✅ (or failed ❌)? Drop your opinions below.

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Flow errors aren’t just technical—they’re design mistakes waiting to happen. This article breaks down the most common Flow pitfalls that even experienced builders run into, from ignoring Order of Execution to skipping fault paths. It’s a practical guide that helps Salesforce professionals build smarter, more stable, and more scalable automations that actually support the business. If you’re looking to strengthen your Flow skills and avoid the traps many admins and consultants face, this is a must-read. 👉 Read the full article here: https://lnkd.in/gdyEUQcP 𝗝𝗼𝗶𝗻 𝗦𝗮𝗹𝗲𝘀𝗳𝗼𝗿𝗰𝗲 𝗧𝗿𝗮𝗶𝗹 𝗖𝗼𝗺𝗺𝘂𝗻𝗶𝘁𝘆: 👉WhatsApp Group: https://lnkd.in/eQFEqcjk 👉Telegram Group: https://lnkd.in/gCj_V5Zh #Salesforce #SalesforceAdmin #SalesforceFlow #Automation #SalesforceTips #ProcessAutomation #SalesforceTrail

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Salesforce just announced its headless architecture strategy. Now imagine if your entire go-to-market stack was headless; giving you a single intelligent interface to access and orchestrate your CRM, CPQ, sales enablement tools, email, and more. Welcome Beacon Agentic Sales Assistant!!! This is the future every business wants: the ability to customize how teams interact with multiple systems and orchestrate workflows around the business (instead of restructuring the business around the limitations of the tools.)

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Sharing this comprehensive and insightful White Paper from Trinity Life Sciences. Really good information here presented in a concise and easy to consume way. Thanks to David Greenfield, Everest Group and the team at Trinity for sharing this. In this paper, the authors write about the need for "Increasing data and analytic sophistication to identify time sensitive engagement opportunities based on HCP behaviors..." Arming your pharma and med device field teams today with capacity to drive dynamic and relevant personalization is a foundational value tenet of Mobile Locker that can be delivered now, without the need to wait for long term, complex CRM migrations and AI data models to emerge and get smarter. Consider isolating and energizing your field teams from these complex journeys and disruption by delivering swiftly deployed real-time HCP engagement insights that move the needle this month and this quarter while feeding your AI, CRM and broader analytic engines at the appropriate time. As noted herein, there are few things more powerful than "in the moment" insights delivered to the right people for optimal personalization, impact and value for your HCPs in the exact time, channel and format they need it. This is Mobile Locker and we can deliver a no risk pilot at our cost, today. #pharmaindustry #pharmamarketing #meddevice #hcpengagement

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If you're not leveraging renewals and early renewals to retire a significant % of your number, you're missing the mark, badly. Let me give you the play: Recently, two of my clients at Salesforce pulled forward massive early renewals. One rep retired 200% of their monthly number and 30% of their annual target — in a single deal. We manufacture pipeline out of what others overlook. Here’s how I coach reps to set the stage: 1. Dig deep into product usage — what’s adopted, what’s underutilized, what’s misunderstood? 2. Map out org growth — new departments, new hires, acquisitions? Those are license expansion signals. 3. Educate relentlessly — most customers don’t understand 50% of what your platform can actually do. 4. Consolidate the stack — help them kill redundant tools, save money, and centralize value, as well as when these tools renew. 5. Model the math — show them what staying reactive costs vs. what early commitment saves. In one ealry renewal deal I’m working on with one of my clients, the customer projected 5% YoY growth. When we pulled their actuals? 31% YoY since 2017. We’re using that to challenge assumptions and pull a $400K deal nobody was forecasting and that one insight alone could 3-5x ACV. This is strategic selling. This is value-based growth. This is the difference between good reps and elite operators. If you’re not looking 6, 12, even 24 months ahead and asking: → What renewals can I pull forward? → What growth can I attach value to? → What inefficiencies can I consolidate? → How can I model out their projected costs? You're leaving money on the table. Stop waiting for deals to come to you. Start creating them. If you want the spreadsheets, talk tracks, decks, and comprehensive strategy I use with my clients to run these plays — set up some time. I will work with you in real time and customize the entire strategy based on your situation. Let’s build.

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Thanks to Andy Engin Utkan at Salesforce Break for this quick video walkthrough on creating customer feedback surveys with SurveyVista. Because when your data lives in Salesforce, you avoid integration headaches, reduce churn, and keep sensitive data to act on right where it belongs. Watch to learn more: https://lnkd.in/gWmwPWca #Salesforce #CustomerInsights #CustomerExperience

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I’ve seen a few data discovery vendors claim to protect your Salesforce data in the event of a third-party breach, yet the only feature they’re willing to show is discovery. 🤨 There are two red flags to look out for. First, claiming that discovery equals protection: “We can help you find sensitive data in Salesforce objects.” You found money in a bank. Nice, but is it at risk? Discovery often raises more questions than it answers: What data did the Drift integration have access to? Who granted it? Did the attacker read or modify them during the dwell time? From what IP? Can we report exactly what was touched and when? Did we get any alerts? Second red flag: if a vendor talks vaguely about a feature without showing a screenshot, the feature may not exist. “We can help you identify which integrations have access to sensitive Salesforce data.” Show the access map that clearly illustrates which secrets, PII, price lists, and deal data the Drift app could have stolen. Discovery vendors: ✅ Can tell you what kind of data is in Salesforce ❌ Can’t flag or fix OAuth app misconfigurations ❌ Can’t map the breach OAuth app's potential access ❌ Can’t help you right-size OAuth app access proactively ❌ Can’t detect when the OAuth app is being abused to steal data Varonis shows you which third-party apps are connected and whether they’re securely configured. DSPM is about posture, right? Let’s get specific: ✅ Flags OAuth apps without IP restrictions ✅ Flags OAuth apps without session timeouts ✅ Flags OAuth apps without secure refresh policies ✅ Flags OAuth apps without recent activity  ✅ Shows you which Salesforce data OAuth apps can read/write/modify ✅ Shows you who authorized the app ✅ Right-sizes OAuth app permissions based to only what’s needed (based on privileges in use) Let’s say you ignore those weak configs and roll the dice. A token is stolen. How do you detect that an attack is underway? Varonis detects and responds (24x7x365) the moment a compromised token is abused by alerting you to things like: ✅ Changes in Salesforce data access patterns by OAuth app ✅ Salesforce data access by OAuth app from new IP addresses Data discovery is not data security.

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