Salesforce is committed to AI agents, whether they generate profit or not.
Salesforce is not concerned about potential losses on its new AI agent licenses. According to the company, the long-term value of customers outweighs any short-term losses.
That’s according to Miguel Milano, president and chief revenue officer of Salesforce, during the Barclays Global Technology Conference, The Register reports. He uses this to frame the new Agentic Enterprise License Agreement (AELA), a licensing model in which customers pay per user for access to Salesforce’s AI agent platform.
“Digital labor”
Milano expects customers to largely build their future deployment of “digital labor” on Salesforce’s AI agents. Even if that doesn’t generate a profit initially, that’s not a problem. According to him, the real value lies not in the initial deal, but in the long-term relationship that follows.
“If a customer is using the platform so much that a fixed contract is not profitable for us, then that mainly means that the customer is extremely successful,” Milano said. “And then we have another twenty years to further capitalize on that relationship.”
According to him, these AI deals could eventually generate three to four times more than Salesforce currently earns from traditional products such as CRM, marketing tools and data analysis.