"SaaS Doomsday" Meets Earnings Counterattack! Can the Software Rally Broaden?
赛富时2027财年Q2业绩直播
Key Takeaways (AI-Generated)
Financial Performance
- Record Q2 revenue of $11.35 billion, up 11% year-over-year, exceeding guidance
- Strong free cash flow of $1.1 billion, up 81% year-over-year
- CRPO accelerated to $33.5 billion, up 14% in constant currency
- Agent Force ARR reached $1.5 billion with AI and data ARR approaching $4 billion
Business Highlights
- Launched Claude Force partnership with Anthropic, combining Claude AI with Salesforce CRM
- Agent Force IT service launched with 450+ customers including NYU and McAfee
- Agent Force Life Sciences has 140+ customers including all top 5 pharmaceutical companies
- Completed multi-billion dollar contract expansion with US Army expecting 55 million conversations monthly
Financial Guidance
- Raised FY27 revenue guidance by $300 million in constant currency to $46.1-46.4 billion
- Q3 revenue guidance of $11.42-11.5 billion, growth of 11-12% in constant currency
- Maintaining non-GAAP operating margin guidance at approximately 34.3%
- Expecting operating and free cash flow growth of 4-5% year-over-year
Opportunities
- Only 5% of knowledge workers using sales and service have upgraded to premium editions
- Customers starting agentic journey with Salesforce average doubled AOV with quadruple potential
- Claude Force represents first-of-its-kind integration of leading AI with CRM platform
- Outcome-based pricing models emerging, potentially moving beyond traditional per-user pricing
Full Transcript (AI-Generated)
Operator
At this time, I would like to welcome you to the Sales Force Second Quarter Fiscal 2027 Conference Call. This conference is being recorded and all lines have been placed on mute to prevent any background noise. After the speaker's prepared remarks, there'll be a question and answer session. At this time, I would like to turn the call over to Mark Murphy, Executive Vice President of Global Investor Relations. So you may begin.
Mark Murphy
Good afternoon and thanks for joining us today on the fiscal 2027 second quarter results conference call. Our press release, SEC filings in a replay of today's call can be found on our website. Joining me on the call today is Marc Benioff, Chair, CEO and Co Founder and Robin Washington, Chief Operating and Financial Officer. We also have Patrick Stokes, President, Applications and Marketing in Miguel Milano, President and Chief Operating Officer joining us for the Q and 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 SEC filings, including our most recent report on Forms 10K10Q and any other SEC 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 could be found in our earnings materials and press release. Before turning to our prepared remarks, Mark and Dario just announced Cloud Force a few minutes ago live on CNBC. Let's roll the clip.
Marc Benioff
This is really the best of both worlds. This is the number one AI in the world. Enthropic and the number one CRM Salesforce are coming together for the first time in an incredibly powerful way to build a new product called Claude Force. It's really a first in the industry, Jim. We've never seen anything like it. It's completely exciting. I think that this is the way all enterprise systems are going to run in the future.
Dario Amodei
We've found that this this combination product that we built together is, is the most useful thing in accelerating it. You know, within Entropic for a long time we've been accelerating the research teams within Claude, but but this is the first time that we've really been able to incredibly accelerate our go to market efforts within Claude. And we want that for all the other enterprises and we want to we want to me and Mark want to bring it together to everyone.
We've already worked with Salesforce in a number of ways. We're big users of Salesforce. Salesforce is big users of Claude code of cowork of other tools. We've put products like Claude tag in Slack already, which is which is a part of Salesforce. And now this combination is way to, to gain something that's, you know, it's 1 + 1 = 3, something that's bigger than the sum of its parts.
My chief commercial officer was, just, was just demoing this for me with some of the internal stuff we do within Anthropic just just just half an hour ago where he asked, you know, what are the biggest accounts that Anthropic is trying to close now? Like give me a list of the biggest accounts. Talk me through the risks of each one. All the data, all the information comes from being managed in sales force. But the the conversation, the interaction that comes through applaud. And so you can see how these two things can be more than the sum of their parts.
Marc Benioff
Why this is exciting is it's a perfect compliment. You know, Enthropic builds this amazing model and now the model has this incredible user interface Co work. And when you take Co work and then you're able to put it right on top of Salesforce, It's able to bring the data, the applications, the semantics, the agents themselves and build complete applications, a total user interface to let you get all the value out of sales force that's been trapped.
So customers have put hundreds of billions of dollars into sales force. You know, there's a huge amount of value that can be unleashed through this combination. And with that, let me hand the call to Mark.
Mark Murphy
Well, thanks so much. I'm really excited to have the call and it was great to be on CNBC with Dario announcing Claude Force. We're going to get into that in more details as well. And before I get into all of that though, I want to really want to start here at the beginning and talk about this S bocalypse. You know, I think you can see it from the results. Net new AOV growth, it's the strongest in four years.
You know, skeptics really said that seats would decline and also that agent for sales and service and slack, all seats grew year over year. Skeptics said customers would leave, but attrition was near its lowest. Level ever skeptics said pricing power would erode and A1E and A4X bookings more than doubled quarter over quarter and contract link terms improved across all segments and new business and renewals and agent agentic use well use of the platform it surged 6X6 fold via model context protocol calls and CLA calls.
Apps are not dime, in fact they're growing and nine of the 10 AI companies like you just heard from Anthropic that standardized on Salesforce use Salesforce and Slack. They spend up, their spend is up 435% year over year. Frontier models depend on CRM. They they make sure that it works that it all comes together. They'd not replace them.
Marc Benioff
Let's now let me start from the beginning of my script and actually read my prepared remarks for you so you can really understand our vision for the future of where Salesforce is now, where we're going. And we cannot wait to get all of you to Dreamforce because we have some incredible things to show you. Look, we're here in Salesforce Tower in San Francisco. Want to welcome all of you and I'm thrilled to share the tremendous progress we've made in the momentum we're seeing across the business.
As everyone can see, we just had one of the best quarters ever and we outperformed on all of our key metrics. And as I just went through and all these key metrics in these key areas, this nonsense of this SAS apocalypse that I think it's time for it to stop. That's why I'm so excited about Cloud Force as well. It really shows how we're bringing together the world's number one AI and the number one CRM. It's really the best of both worlds.
We're combining clouds, extraordinary intelligence and reasoning with sales forces, trusted data and applications and workflows and business rules and governance. And while Cloud Force Cloud might have been, for example, you know, for developers, now it's also for knowledge workers. And when you do that, you get something the world has never seen. This is a dynamic, deeply personalized interface that thinks, reasons and acts. It's a truly game changing experience for our customers.
And I'm going to get into the highlights from the quarter. But before I do, I want to just tell you one quick story and I'm going to get into more details on this. I just spent two months in Europe and I had an exhaustive schedule. I won't go through all the detail, but I've never met with more customers in my life. And I was with one of our very largest, probably our largest customer in Switzerland.
And I was sitting there with them and we went through and they spent maybe, I don't know, they, you know, they spend more than a billion dollars for sure with Salesforce. Yeah, they spend about 100 million a year with us. And I'm talking with them and it's a great meeting. It's three hours and then at the end, we're like, now I want to show you this thing. We haven't shown it to anybody yet.
And we'll show them Cloud Force because the head of all of our operating units have been using Cloud Force to run their businesses inside Salesforce this quarter. It's one of the reasons why we're getting such great performance. And all of a sudden, literally, I could see the customer's mouth just dropped open because it was astonishing. They were seeing that we were able to reveal this value that had been trapped in their systems, okay, right into this dynamic user interface.
And they weren't having to hire all these Fdes and all this stuff to get it going. It was building these apps on the fly for them using the foundation that they had spent two decades building with Salesforce. Now I want to get back to the quarter. We had record revenue and EPS, strong margin performance, CRP accelerated, it was up about 14%. Look at we generated 1.1 billion in free cash flow. That was up 81% year over year. I'm going to come back to that in just one second.
And our AI business, just incredible momentum agent force ARR, it hit 1 1/2 billion. Our ARR for AI and data is about to cross 4 billion, really helps, I guess that we have 15,000 pure account executive Miguel, and the number of accounts with agents in production grew 70% over last quarter. We had great wins with Deutsche Calicom, met with them when I was in Europe, FIFA met with them, NTT DATA I met with them, Cisco, all expanding their AI investment with us.
Great companies by the way, great visions for the world and really exciting executives leading their companies who have tremendous vision for what they're going to do with their company using this new technology. And we also completed a multi billion dollar agreement contract expansion with the US Army. The Army Human Resource Command expects to drive up to 55,000,000 agent force conversations every single month. Amazing.
The Secretary of the Army took me aside and said. He finished recruiting four months early because he was able to use not only the power of all of his human agents, but AI agents as well. That was the army being all they could be. And I'll tell you, we're expanding in the markets and seeing an incredible success. We launched Agentforce IT service in November and it already has more than 450 customers, including NYU Lagoon Hospitals and McAfee, you know, conversions from service now. I think that's very, very exciting.
You know that we can see that more companies coming into our platform and as they come into our platform where we expand it to be not just sales, not just service, not just marketing, not just commerce, not just analytics, but also IT service and other critical functionality. All of that can be revealed and now rendered through the Agent Force user interface. The more that's in the platform, the more Cloud Force is going to be able to deliver for it.
Now Agentforce Life Sciences is more than 140 customers, including all top five pharmaceutical companies. And Agentforce OPS is helping companies like Kellogg's and Dell turn manual back office work and supply chains into agentic workflows. That's the Roguello platform we bought now more than a year ago. It has the ability to deliver and render for a company red, yellow, green on their supply chain every single day.
For Dell, they have 20,000 suppliers and why that's important and is we see supply chain as one of the very first applications. So many companies are actually revising for AI because it gives them the ability to actually look into something and do something with an area that really has not moved forward for in decades. With this strong performance and momentum and the strategic acquisitions, especially Contentful and Finn, we're expecting to close in the coming weeks and we're raising our fiscal year 27 revenue guidance by about 3:00, $100 million in constant currency.
Now what's driving all this? Well, it's a fundamental shift in the software industry. AI is unlocking value, as I said, across every part of our platform. AI is able to look into the platform and say, hey, I can see this application construct, I can see this user model, I can see the sharing model. I can put all of this together and deliver value in a totally new way. I've never seen a moment like this in my life.
But for our customers, the question isn't whether AI is transformative, it's actually how they get there. And I want to talk to customers every single day. That's why I was in Europe. Most of them have not started their AI transformations yet. If you talk to most CE OS, they may say they have a project or they have a failed experiment, or they were told to build a model but it didn't work out for them. That is not AI transformation.
We're going to see AI transformation and you're really going to see AI transformation when you start using Cloud Force. And the the reason why I feel so strongly about that is I've seen it here at Salesforce for our operating unit leaders. When we gave them Cloud Force, they came back to us and said, I built this app, I did that. I did this other thing that was so exciting.
They built their businesses on not just a few core systems. They're not going to just RIP out how their company just runs to just to get to AI. They want intelligence delivered inside the software they're already using to run their business. And that's what Salesforce, that's what Cloud Force is going to do. So I show them Cloud Force, I show them reasoning across their Salesforce data and workflows. I can show it right inside Co work. I also show it right inside Slack. One Click to deploy and their path to AI transformation just opens up in front of them. It's pretty incredible.
It's a great experience as a software executive to see the customers, you know, reaction. And this is what we're building with our new enterprise harness. So this new enterprise harness AI force, you're going to hear a lot about this at Dreamforce. First. You're going to hear a lot about our data layer. You're going to hear a lot about how we've invested in the federation and integration and harmonization of data. You know, that's why we bought Mule Soft, it's why we bought Informatica, it's why we built Data 360.
You're going to hear about our application layer, of course, sales, service, marketing, commerce, you know, analytics, as I just said, supply chain or ITSM, all the different components, field service, all in the application lover in that application layer, then the agentic layer on top of that, and then finally the interface layer. These 4 layers, data, apps and semantics, agents and interface. When it's turned on together, that is when you start to see the true enterprise transformation.
And I'm confident that when you come to Dreamforce for your own company, since so many of them are. Already on Salesforce, you're going to see how you are going to be able to transform as well. Now let me show you what this looks like for Athena Health. Every time someone needed a case summary or opportunity insight, they had to ask IT to run a report. So they used Data 360 to bring together all the product usage and account data from across their systems to create a single source of truth.
Then with AI Force, this new user interface harness that sits on top of our core systems, They've connected all of it to their AI, complete with the context and the permissions that already lived in Salesforce. Now employees across every level can get instant answers from real Salesforce data, from real Salesforce metadata, and all of the sharing models and security models. And all of this. All of this is done with zero data retention.
That means no data goes to any model. It all stays in your company. We started engineering that in 2023. We have been perfected in over the last three years. And we audit it and we are sure that that data is staying with you without ever opening a browser. The usage and the value they're getting with Salesforce is going way up. This is the future of enterprise software.
And I'll tell you what it's not. This is not the Sassbocalypse. This is not the Sassbocalypse. As I said earlier, you know, we've been hearing about this for the last two quarters, these dire predictions about the end of software and how about the models need everything, but none of them have come true for us. And I don't think, I don't even understand how they could possibly come true.
Look, models, you have to remember models are probabilistic systems. They're non deterministic systems. But our system, our system, those 4 layers that we talked about with data and apps and semantics and agents, those are deterministic systems. But when you put those two things together, that's a level of value we've never seen before.
We've been told our growth would slow, that net new AOV growth would not, you know, continue to grow. And yet it's the strongest it's ever been in four years and significantly outpacing AOV growth. And by the way, did you know that Salesforce, Salesforce has higher free cash flow, higher free cash flow than Costco, Coca-Cola, Home Depot, Ford, Disney, Pepsi. Oh, we also have higher revenue growth rates than Costco, Coca-Cola, Home Depot, Ford, Disney, Pepsi.
By the way, all of them are great Salesforce customers too. I love all those companies and all those CE OS, but we have higher free cash flow and higher growth growth rates than them. I just think it's important for speaking directly to the analysts who cover us to actually look and compare our business metrics against those others so you can really see what we do and how we're doing.
Our seats were supposed to decline. Instead agent for sales, service and slack all saw year over year growth and we were told customers would abandoned us. But attrition is near its lowest level ever. I know that you know that because you're calling all of our customers asking. So we're told customers would pay less for our products, but when Miguel was about to tell you is they're upgrading and A1E and A4X bookings, they more than doubled quarter over quarter.
We're told contract lanes would shrink. Well, they improved across all segments and we're told agents accessing their system would kill apps. Well, actually usage is exploding. Agentic use of our apps through model context, protocol calls and CLI calls also surged sixfold 6X. And we're told the Frontier models would eliminate the need for CRM. Instead, they depend on it.
And we're showing how 1 + 1 can equal 39 out of the top ten AI companies in the world. Use Salesforce and Slack. You know that you're talking to them. Companies like Anthropic for example, well these companies, these 9 out of 10 top 10 AI companies, they've increased their spend with us by 435% year over year. Look at that great company Replit. You saw them in the pre show. It's an amazing company.
Their sales team lives here in Slack with Salesforce is their source of truth. They've tripled the number of agent for sale seats. They're building custom apps that connect directly to Salesforce statement workflows. It all works together. By the way, Replit is a great tool on Salesforce. As you can see, AI isn't raised replacing Salesforce. It's unlocking more value across all four layers of our platform. Again, across the data layer, the apps layer and the semantic layer, the agent layer, and the interfaces.
Now, we all know that if your data is not right, your AI is not right. I've seen that over and over again in customers where all of a sudden we'll go in and try to show them some magic and all of a sudden we'll go, well, are you really paying attention to your AI because your data quality doesn't. You to be exactly right well all that data inside Salesforce now provides hundreds of petabytes of critical context of date agents can actually understand your business.
We're doing more to help customers clean up their data to make sure that it's well harmonized to make sure that it's they have the right level of data cleansing building the right data warehouses. Then our apps well, they can be more valuable than they've ever been because now they don't just run your business, they're running all of your agents as well think about it there's more data inside Salesforce than any human can comprehend A human works one record at a time.
An agent works around the cross a clock it it sees everything, not one thing it reads across millions of records to find the perfect opportunity forecast the quarter and close cases. We know we've been using these models now for almost a decade. For a a decade ago, I would sit in my staff meeting and I would ask Einstein, tell me how is the forecast going to turn out? And in many cases it do more than our folks. Why? Because it is able to see everything.
So here's another great example. Uber for business, they've got 30 onboarding specialists and a mountain of inbound leads. Nobody was ever going to reach their rules, their workflows, every deal that's ever gone through them. They've used Salesforce since the start of Uber and all of that lived inside Salesforce. Now this is how they sell. So they paint just pointed agent force of the pile. Got to work, looked at their whole history of their whole company, all the institutional memory, everything that's inside Uber. Now six weeks to launch. Within two weeks, 60% more leads and converting. This is that power.
We're introducing hundreds of packaged agents that understand your business and industry right out-of-the-box so they can start delivering value within days, not months. And now with AI Force, we're bringing all that to any interface. This is the magic moment. People don't have to come to Salesforce to get work done. Salesforce comes to them and clawed and Slack and ChatGPT and teams wherever they want to work. And it's a shift from software is the interface to software powering every interface.
Of course, this is already happening in Slack, which had a phenomenal quarter. It's the best acquisition we ever made, regardless of all the financial analyst reports that I read about six years ago when we bought it. We won't go through the details. It's water that's now all under the bridge. But let me just say this, when you look at Slack today, it is where work happens and it's where these AI lives and work and can do things.
And not only does it where human work happens, now it's where you can build together too. With Slack codes, AI isn't trapped in a single player chat window. It's a teammate that works across all your people. Finding the right agent, the right action on the flow. Work fueled by all the enterprise context that lives in Salesforce, the conversational context in Slack, companies like Anthropic, Open AI, Lovable, Raplet, on and on and on.
I think there's more than a million companies on Slack now are all building their agentic products directly into Slack because Slack is where their customers want them. And Slack Bot is our fastest adopted AI product ever. Five months after launch, it's got 1,000,000 active users up 150% quarter recorder. If you don't have Slack Bot turned on in your Slack instance and you're not using it every day, you are really missing out.
It has the ability to read across all of your Slack data and you are going to have insights into your business you just were not able to have before. It just makes you a better executive. Robin Hood's a great example of what's happening. Robin Hood needed AI adoption across its whole workforce, you know, not just engineers. So what I did was he put AI inside Slack, the place where the entire business comes together and connects to Salesforce, Google, Okta and other systems.
And now any employee can use Slack Bot to surface past decisions and conversations, solve problems without engineering support. And Slack isn't just the best place to work with AI, it's also the best place to build with AI. We just introduced Slack Code, a shared place space for teams of agents and humans to build together right where they already work. So when you combine Slack Code with Slack Bot, it becomes an incredibly powerful multiplayer IDE.
OK, well, as you can see, across our whole platform, we're redefining how our customers build, deploy and scale AI. And we have a very special guest today on our earnings call, and our friend David Friedberg is here. He's got this great next generation bioengineering company. O'hallo. Welcome, David.
David Friedberg
Fantastic. Hey, welcome to the earnings call, Have you? And they're changing how we feed the planet with a breeding technology that boosts crop yields by 50%, maybe 100%. It's got here. He sent me a can of seeds. I don't know if I'm allowed to talk about what I got or not but. It was pretty awesome and I'll tell you David had chosen AC arm product when he first started a holo. And how does it pronounce the holo holo? Mahalo. Mahalo. I should ask you, it sounds like a Hawaiian. Sounds like a. But it's not. It's based on an important actually part of bioengineering history, Right.
Yeah. Well, there was a agricultural find in the Sea of Galilee where they found this old pot of seeds, 20,000 years. So it kind of rewrote what we thought about the history of agriculture and plant breeding. So we named it after that little village. Fantastic. Well, yes, you're right. It sounds like a Hawaiian word, but it's not. And I know that you started with a another CRM product. We won't talk about which what it is. And but I remember when you called me and you said, you know, well, maybe I'll try to vibe code this whole thing, whatever. And then a a few months later, it turns out you're.
Well, we did come. Yeah, we did a little vibe coding. Yeah. I did a vibe code to make ACRM product over the weekend and you quickly realize just how much it takes to do maintenance, to do accounts, to do security. There's just much more to it. And we realized pretty quickly, there are certain, I would say, software applications that are maybe verticalized where you have to build custom workflows that make sense for your particular business.
But then there's platform software. And platform software, we realized pretty quickly is really what we need to build our entire company around. And Salesforce is what we kind of decided to go with on CRM. We're already on Slack. We're not going to go Vibe code Slack, we're not going to Vibe code CRM. But then we build custom workflows, custom interfaces, custom prospecting tools.
At my sales teams, I've got agents that are out scanning public county databases, trying to find where farmers are planting, what crops, what their names are, what their contact info is. I've got agents doing all sorts of prospecting. That interface gives my sales team leads that integrates with Salesforce. They can then go run the standard workflows that are a little bit more standardized across verticals and we can build all of our custom workflows in parallel and in concert with the Salesforce tool.
Marc Benioff
Well, it's been very exciting and I'll I'll tell you, I'm thrilled to have you as now a large Salesforce customer and one of your stars. But yeah, I want to, well, I would say large in terms of presence, in terms of, you know, everybody knows you now, Dave, because your podcast is so popular. The number one podcast in the world is what I heard in San Francisco. What I for now That's right. But what I want to know is this. So when you do think about the in the future and you think about your company and, you know, come by, bring in the best of AI and the best of, you know, CRM together, you know, how do you plan to do that?
David Friedberg
Again, I think it goes back to this point about where do we create value? I'm not going to create value as a as a business by doing something that everyone else does. If everyone else is using Microsoft Excel, I'm not going to go build Microsoft Excel. If everyone else is using an ERP tool, you know, we integrate with NetSuite and I know that you guys have an integration with NetSuite. We're not going to go build an ERP tool and we're not going to go build Slack. We're not going to build communications and messaging. We're not going to build CRM.
We're going to build custom interfaces for doing plant breeding. We're going to build custom interfaces for prospecting customers. We're going to build custom interfaces for selecting the right product for a farmer based on my satellite and radar imagery that shows me what that farmer's field is going to look like next season. Making an estimation and then making the right selections for him. So the interface to do that for my sales team, for my customers, that's where we add value.
And then the actual following up with the customer, connecting with the customer record, making that transaction record, storing it. That needs to be done safely, securely. It needs to be done with the right account settings, the right access. That's what we're not going to go build. And that's really where the partnership work. Now when we make a selection, it has to be a selection with, with standard, you know, platforms that we can work with that integrate, that have the integration capabilities that have the ability to service and support.
I'll give you another example. Just internally we use Slack, right? That's our primary communication messaging tool. And in Slack, we've got an Ask HR channel now. And so we basically use Claude to set up an Ask HR channel that anyone in my company can ask the HR questions that they would normally spend time calling up the HR people saying, hey, I got this question, I got this question.
Ask HR has access to all of our internal HR documents and it knows who you are, whether or not it can access your personal information. It knows standard benefits policies and it could just answer all your questions for you through Ask HR. I don't need to go build a communications tool to do that. I can leverage Slack and I can leverage Claude to deliver that internally. It's another good example of kind of the sort of thing where we can build something custom using our internal benefits, our internal HR policies. But then we can leverage the platforms and Claude to deliver that.
Marc Benioff
Okay, now because I'm a competitive person, I have to ask you this last question, which is kind of where I started. You know, this all started because we were just talking on the phone about something else that were personal friends. And all of a sudden he said to me, yeah, I'm using the CRM product and I'm turning it off completely. I'm not going to use this product anymore. Yeah. And then I was like, well, why? You know, So can you just tell us the story? You had already invested in the CRM platform. You know, this is one of our competitors. And then, but you decided not now you don't have to tell us who it was, but what are some of the features and functions that you saw in Salesforce that then gave you this ability to achieve all this productivity that you so badly desired?
David Friedberg
I wasn't sold as great a sales guy as you are. I wasn't sold in our first conversation. I was still pretty reticent. I'm like Mark wants me to do this, I'm going to do it for Mark, but I'm not sure. OK, this is what I told my team. And there's a guy, great guy named Ben. Ben works at my shop and Ben used Claude, he used Cursor and he spoke to your Salesforce guys, stood it up.
And what took us months of going back and forth trying to customize this other CRM tool and build the application and workflows around it that we needed, we were like pulling our hair out. We're like, let's just build it all from scratch. And that's when you and I talked. So Ben used Claude and Cursor got into Salesforce and was able to get everything stood up in under a month. And so I wasn't sold until we did it. And then I was like, OK, I'll give Mark credit at this point. And maybe we should, you know, send him a check and pay for the product.
But yeah, I would say that was the, by the way, that's been a huge, you're you're you're a great marketing guy. But what the product and the capabilities? Yeah, that sold itself actually. Yeah. Like when we got in there and Ben was able to do this in under a month. And he told me he did the whole thing in under a month just Ben, right. And he ran, he ran the whole thing.
Marc Benioff
And I think that has been the huge shock for us that, you know, these new next Gen. tools, the cursors, the replets, the clods of the world make our product better. That's right. That all of a sudden it can customize the data, the metadata, set up the preferences, do the administration, do things that maybe you needed, you know, a bunch of service folks to kind of to do. Now all of a sudden you're getting going in a month, maybe it might have taken you from before six months to a year.
All of a sudden now you're fully automated and your ability to add new functionality and do new things. This has provided this kind of very strong platform. And as I said, it's a Germanistic platform totally. And while cursor is more, you know, non deterministic or more probabilistic on the front end, it's helping you to administer it. Maybe Bill starting to build new screens for you analytics, but nothing is going to be better than having this solid foundation.
David Friedberg
I was probably early on the SAS apocalypse train, as you know, because I know you listen to my show. And I always said, like I think SAS was this temporary phenomenon between the founding of the Internet and the start of AI. But I think that it's a little more nuanced than that. It's probably this verticalized SAS where you try and standardize a vertical on a bunch of workflows, which actually destroys value in that vertical because everyone's now doing the same thing in the same way. So no one can differentiate in that vertical.
We've actually dumped all our vertical software, verticalized software. We make all of our verticalized SAS in house, but the horizontal, the platform Salesforce standardizing on Slack, this is really where I think we've realized that's not that's actually going to get bolstered and it's more valuable with all the other capabilities we can now build around it. So, you know, I'm definitely sold in that sense. I don't think I think there's still a SAS pocalypse, but with a lowercase S rather than the uppercase S for verticalized tools where I think AI really allows you to rebuild something that's that's unique, which creates value for your business in a vertical rebuild it on Salesforce.
Marc Benioff
Yeah, yeah, that's great. Thanks so much guys. You guys in with us. We really appreciate you coming in today. Thank you. Thank you very much. All right. We're so thrilled to have David here and we're so grateful to have him now is our new customer. And I just thought everyone would love to hear that story because I think as everybody has heard, David has been wondering, you know, you know, how he'll use enterprise software in his new company. Where does he achieve that productivity?
And I've just never been more excited about our future. The scale, the opportunity in front of us is extraordinary. You're going to see it at Dreamforce. Not only we're going to have great entertainment, probably the better, best entertainment we've ever had. So we can't wait to announce that. But also we've got probably the best products we've ever had. And you're going to see in just a couple weeks, it's going to be a huge accelerator for Salesforce, for all of our customers.
We're going to bring 50,000 people here to San Francisco and show them some unbelievable capabilities. And we're going to show you some of the most exciting transformative, transformative technology we've ever built. It's the future of enterprise software. And I'll tell you, we're deploying it not just for the Army or for the IRS or for all 15 of the major US agencies. All these incredible new customers that Miguel has signed up from Uber to Deutsche Telecom, you know, to FIFA.
You know, you're going to see not only meet all of them, but you're going to see an incredible lineup of speakers at Dreamforce. And you, yes, Dario is going to come there is going to be in my Kino. You're also going to see Sam. From there, Jensen's going to be there. Actually, all the major AI leaders can be there. David is coming if he's bringing, bringing all of his friends.
And you're going to see how great companies like Amazon, NVIDIA, F1, L'Oreal are bringing humans, agents, platforms together to connect with customers in new ways that were never possible before. We're looking forward to seeing you all there. And before that, we've got you, Robin.
Robin Washington
Thanks, Mark. Appreciate it. Your enthusiasm is infectious. So I'm going to go with a bit speedy here because we want to be sure that we value all of your questions and want to be sure that we can tell you everything we can about the quarter. First and foremost, we delivered a record second quarter. AI is amplifying the value of our platform. This isn't just the technology shift as you've heard, it's a reinvention of our customers work and it is fueling our growth. So I want to take you through a few of the proof points.
It starts with our operational focus on net new AOV, which is driving our reacceleration. Exceptional Q2 bookings along with near record low attrition drove our Q2CRPO B half one net new AOV growth significantly outpaced AOV growth, keeping us on track for second-half organic revenue reacceleration. Contract lift terms for new business and renewals are increasing across all segments. Slack continues to shine. Q2 Slack net new AOV was the fastest quarterly growth since acquisition.
AI innovation across our platform is delivering measurable value. Agent Force ARR reached 1.5 billion as you heard, driven by Slack Bot and headless launches and continued AI momentum upgrades to our premium Slack additions have tripled since we launched Slack Bot. Our consumption flywheel is turning AW's continue to scale as customers Dr. Agentic use cases across the platform. In Q2 alone, customers drove 3.2 billion AW use, up 97% quarter over quarter and Slack bot users were up over 150% quarter over quarter.
With this clear demand, we are making it even easier to adopt our premium bundles, give our customers access to our innovation in real time. Bookings from Agent Force One Edition and Agent Force for apps more than doubled quarter over quarter. Headless takes this even further, bringing sales force to the surfaces where teams already work. Slack, Claude Force and with AI Force many more to come.
MCP and API usage grew significantly in the quarter as customers embed Salesforce intelligence, the data, metadata and semantics directly into their workflows. You can see the momentum in our results from the quarter. Q2 revenue came in at 11.35 billion, up 11% year over year, above the high end of our guidance in constant currency, driven by continued momentum in Slack and agent force and we continue to accelerate Informatica's business.
Subscription and support revenue was 10.82 billion, up 12% year over year in nominal and 11% in constant currency. Our top line performance reflects the breadth and resilience of our portfolio. Agent Force Apps delivered solid growth anchored in momentum in Slack and resilience in sales and service with early signs of recovery and marketing. While it is too stone to call this a sustainable trend, we're very encouraged by the success enterprise customers are having on our next generation marketing product.
Headless platform Data 360 and other growth was fueled by continued momentum in Informatica and Data 360, partially offset by license revenue headwinds and volatility in integration and analytics. CRPO accelerated quarter over quarter with 33.5 billion, up 14% in constant currency. That's one point ahead of our guide driven by strength in Slack, agent force and Data 360.
Our continued focus on operational discipline is evident in our profitability. Q2 non GAAP operating margin was 34.1% and GAAP operating margin was 20.5%. As customer zero we are putting agent Force to work. Across our own business sales forces, HELP Agent has surpassed 5 million customer conversations with 64% resolved autonomously. Slack Bot is driving 8.1 million hours of annualized productivity gains for our employees. That's more than double quarter over quarter.
We generated 1.1 billion in free cash flow, that's up 81% year over year. Execution of our 25 billion accelerated share repurchase continues. We expect to repurchase at least 14% of shares outstanding through this program thus far at an average price of $176 per share. Our responsible capital return strategy underscores our conviction in our future.
So turning to our outlook for the year, I want to walk you through the components of the 300 million constant currency raise to our revenue guide. We are raising our FY20 7 revenue guide for organic performance by 100 million. This is driven by the continued momentum in Agent Force Data 360 and Slack. These areas of strength offset the continued volatility in overall license revenue.
Alongside this organic growth, our raise incorporates a 200 million expected contribution from the anticipated Closings of Contentful and Fen in the coming weeks. Of note, our FY20 7 revenue now incorporates a 100 million FX headwind compared to our prior guidance. This brings our updated FY20 7 guidance for revenue to 46.1 billion to 46.4 billion resulting in subscription and support growth of slightly above 12% year over year and slightly under 12% in constant currency.
We're holding our non GAAP operating margin guidance at approximately 34.3% and we're updating our GAAP operating margin guidance to approximately 20.1%. We continue to expect operating and free cash flow growth of approximately 4 to 5% year over year. So moving to our Q3 guidance, we expect Q3 revenue of 11.42 billion to 11.5 billion, growth of approximately 11 to 12% in constant currency.
Q3 CRPL growth is expected to be approximately 14% year over year in constant currency. I do want to note that this does not include incremental contributions from contentful and thin as we await deal closing to ensure accurate balances are reflected in closing. Building on the momentum from a strong first half, we are delivering record revenue and cash flows this year.
We look forward to sharing more on our latest innovation and financial framework during Investor Day at Dreamforce next month and connecting with many of you here in San Francisco. So before I turn the car, the call back over, I want to thank Mike Spencer for his incredible leadership of Investor Relations. His candor and clarity earn the trust of the investor community and I'm personally grateful for his partnership.
Luckily, he's not going far. He's now taking on a broader role in our finance organization. I also want to extend a very warm welcome to Mark Murphy as our new Head of IR. He's covered Salesforce as a top sales side analyst going all the way back to our IPO. So he knows many of you and our story very well. Back to you, Mark.
Mark Murphy
Thank you for the kind words, Robin. With that, we will move to questions. It is imperative that you limit to one question per analyst and one brief question would be preferred because we need to move quickly. Sophie, please queue up the first question.
Operator
We'll now begin the Q&A. For today's session, we'll be utilizing the raised hand feature. If you would like to ask a question, simply click on the raised hand button at the bottom of your screen. If you've joined us by phone, please press *9 to raise your hand. Once you've been called on, please unmute yourself and begin to ask a question. Please limit to one question. Thank you. We'll now pause a moment to assemble the queue. We'll take our first question from Kirk Materne from Evercore ISI. Please unmute your line and ask a question.
Kirk Materne
Yeah, thanks very much and thanks for taking the question. A lot of great things going on in this quarter, but I I have to ask about Claude Force and and Mark, I think specifically I'd love to understand. You know how you and Miguel are going to be taking this product to the field? What? What are you doing with Anthropic to make sure that this gets out and and you know? It's in the hands of your customers as soon as it's available and I assume you know we could, we can be seeing you in Tropic and Salesforce salespeople working, you know, together to bring, you know, a lot of value to both your collective customers. Thanks.
Marc Benioff
Well, we're really excited about this product. This is the best of both worlds. It's the number one AI, meeting the number one CRM and putting them together. As I said, when you do that, you get this incredible result, a radically different type of interface on top of Salesforce's entire platform. It's really powered by this incredible new AI harness that you're going to see at Dreamforce AI Force. And that harness is able to power not only cloud force, but a new version of Slack that you're going to be seeing as well as Co worker, which is something inside our lightning interface and other amazing things as well.
But once you have that enabled, then you're able to really unleash the power of our data, our applications and semantic layer, our age, our agentic layer, and all of it comes to light in a whole new way. And I really saw it myself, as I said, in Europe, where we had really show these exhaustive demos to customers and when they could see that all this value that they have in their systems that has been trapped becomes untrapped.
But you also saw it here at Salesforce this quarter. We actually released it to many of our executives all over the world. And many of those executives were the ones who are actually demoing it directly to those customers that it was. Sales executives are my most senior sales executives, my operating unit leaders. We're showing clawed force to our top customers already. And you're right, we'll also work hand in hand with Anthropic sales executives as well, and we'll do whatever we can to make sure that this becomes a huge part of our sales ecosystem.
I think this is going to be an incredible opportunity for both companies. And I'd love for Miguel to come in and talk about his vision for how this has come together. And Miguel has been a huge driver of the relationship with Anthropic, as well as really broadening, you know, the capabilities of both companies.
Miguel Milano
Thank you, Mark. Listen, I've been obsessed with this surface. I've, I myself and a number of my leadership team have been using very profusely the surface connected. We've done it manually connected the SP servers, created skills on our own. So I just can't believe that we have now this program available. We are rolling it out to the whole enterprise, to the whole company, and then we're gonna make it, Patrick, we're gonna make it available to GA in September to everyone at Dreamforce.
Every single seller of Salesforce will be demoing this product as one of the surfaces. By the way, we love Slack as one of the surfaces, but not everybody has Slack. They are complimentary. Slack you are working with your teams is a multiplayer surface. We Co work you and Claude force or or sales force before Claude. We are simply going deep and researching understanding your business by the way you're able to engage also through Slack through e-mail with your team members. It's going to be very powerful.
Every customer will be able to buy it. They will have to upgrade to our premium editions and it's going to be a new wave of demand. I'm very excited about it. And Miguel, just give us just a couple antidotes because you know, I just know like when we turn this over to several of your European leaders specifically, and obviously I was in Europe for that time and they started using it just even at the most basic level, the kind of things that they were building and the kind of things they could see about their business and how to drive their business forward really changed. Can you explain that?
So currently, and by the way, this is what I want all our sellers to do. We're going to be we're going to be living in three surfaces. What we built and this innovation came from Europe more than the US I'm very excited about that. We basically created a cockpit to understand the business. So you're saying that Europeans can innovate? Sometimes we kind of say they let us. All right. Yeah.
So we build our own agents based on CLOT and that agent inspect. They are our Deputy CRO's for all our businesses and they inspect the business, the pipeline. They tell us if there is risk in the month or in the quarter. And I do one thing that is Mark, you would love this. I talk by the way, I do this on Slack. This is one of the surfaces I do this in. I mean, at the time our Co work now is cloud force and but I also do it in an app that I build with cloud code.
So I depending on the moment I use one of the surfaces. But I do one thing that is very powerful every time that I visit a country and don't tell anyone because I don't want my team to know. But essentially what I do is, OK, I'm visiting Italy. I mean, we have an amazing leader there, Vanessa, Vanessa Fortesa. She's a Forza de la Natura and I said OK, give me all the opportunities, open opportunities for the month, and then send a slack to every account executive copying the whole chain all the way to Vanessa.
Telling them look at the opportunity record, look at everything, make it sound like it's me. I review all the emails, all the Slack before they go. And it was a sudden sense 50 very customized Slack messages to the ace, asking them if I can help, if we can do of anything. It's incredible. The engine is very smart. It proposes already ideas to close the deal. And then when I visit the country, everybody's mobilized, everybody has been working over the weekend. Vanessa is crazy running around and we close deals faster. Yeah, very excited. Thanks, Kirk.
Operator
Sophie, we will take our next question. Our next question comes from Alex Zukin with Wolf Research. You may now mute and ask a question.
Alex Zukin
Guys. Thanks for taking the question and congratulations on a on a fantastic quarter. Mark, you're seeing a pretty big debate and tension in the industry about open weight and open source models versus frontier model adoption. I was wondering if you'd set the stage for us because what you're seeing in customers is important as you're offering the best of both worlds with both Claude Force and AI Force Slash Headless. So maybe talk about how you see this debate settling and about the monetization opportunity for both Claude Force and Headless and kind of when we should start thinking and seeing it in revenue growth.
Marc Benioff
Yeah, I think a lot of customers are asked these questions and you know, they're a lot of us. I'm sure you can relate live in this podcast universe. We just were with David Friedman. He's the one who I think we all love listening to his podcast, right? And you know, we like listening to a lot of these podcasts and we're in this podcast world. But I think sometime and I, you know, please don't quote me on this, but podcasts do not always meet reality.
And it's very interesting. It can be very, you know, aggressive. It can be very stimulating, but it's might not be exactly true. And I think that that is just the world that we live in. We world, we live in a world of misinformation where everybody has a agenda, financial agenda. You know, they're trying to move a market, they're trying to make things happen. You see that as well with shorts in your market where you'll see people come in with all kinds of misinformation to try to get something to happen.
So I think that one way to think to handle that is to go talk to customers. And this is what I do. So I have spent a lot of time with customers and customers it's pretty simple. They have, you know, if you talk to customers, what they'll say is we only have three platforms. We have used Salesforce doing the front office, we have SAP, they're doing the back office, and we have Microsoft, they're doing productivity and that's it.
The reality is, yes, they have those 3 platforms. They also probably are hanging out with a hyper scaler. You know, there's probably 3 or 4 different ones depending on what country it is in Europe. They also probably have a data lake supplier and they also have a collaboration supplier, Slacker Teams. And I think when we look across those six things, they do not want to also then say, I'm have all these models, OK, which kind of gets to your question, which is like you think that these customers then are going to all of a sudden set up all and maintain and build that to the the human expertise to be able to build and maintain and train models.
No, I believe what they're going to do is consume AI through package software. Not a huge statement, just they're consuming their AI through package software. You're using Slack, you're consuming AI through package software, you're using Salesforce, you're consuming AI through package software. At some level, when you use Co work, you're consuming AI through package software. And when you're using Cloud Force, you're certainly using AI through package software. And I think that's the right way to think about it.
I think the model, it's like, do you even know what chip you're using? You know, do you really know what data center you're on? Do you know what router you're on? What, which, what type of fiber, what cable you're using, what interconnect you're using. At some level we do, we'll get abstracted back to kind of how the way the world used to be, which is we operate at a certain level of value, you know, and I believe the highest level of value is at the application layer.
So I, I couldn't tell you from my phone all the way through Salesforce and Slack, all the way down to what, you know, what the hardware infrastructure is. And I shouldn't have to worry about that. But I do understand this layer up here and those top 4 layers that I've articulated several different times on the call. That's where I live with the customers. I did not have one customer really say to me, tell me, you know, are you going to be on open source or are you going to be on Frontier?
And I think like one way to think about this is yes, this is a highly. Dynamic market and there will be frontier models, there's going to be open source models and there's going to be room for all of the above. And I think it's very exciting if you're not tracking what NVIDIA is doing with Nemotron 1/3 and the ability to fine tune it, it's a very exciting moment for models. But Salesforce also makes a lot of models too. By the way, we have a lot of our own models that run in our platform.
Our platform runs on our own custom models We've been writing models since like 2015 and you can find them all on Hugging face. If you go you'll see all the models if you're a if you're really into models, you can go and see that. So I just think we're. Moment where be careful and I'm not sure I don't think that's what customers. Well, I don't think that's where customers heads are at at least when they talk to me, that's not where their heads are at.
Maybe some customers are obviously if you go talk to my engineers, maybe they're interested in what's going on, but I don't think the customers that I speak to are at that level. Does that help you understand how I think about it? Super clear. Thank you so much. Thanks Alex.
Operator
Sophie, we will take our next question. Our next question comes from Elizabeth Porter with Morgan Stanley. Please unmute your line and ask your question.
Elizabeth Porter
Hi, thank you so much for the question. I wanted to circle back on the strong agent force ARR growth. In particular, what proportion of current agent force is coming from paid production customers rather than pilots? And how is the timeline from pilot to paid deployment in refilling credits changed over the last couple months? For instance, are we seeing any sort of lengthening as customers or evaluating A broader set of solutions? Or is sales forces increasingly open and headless posture helping de risk some of these decisions and potentially accelerate engagement with the Salesforce platform? Thanks.
Marc Benioff
Yeah, I'm going to have it turn over to Miguel. But the first thing I'll tell you is, you know we offer our customers a wide variety of capabilities, products and functionality. And you mentioned Agent Forces, one Co worker, if you haven't seen Co worker, it's our fastest growing a high product. We have another super fast growing product Slack bot, right. We expect Cloud Force to be growing super fast. Agent Force also is growing super fast. We have a lot of them.
And what we're trying to do is let customers have very flexible capabilities so that they can choose all of them and grow with them as they want. And we have these new bundles that you already heard from, heard about, and these new bundles let customers do that. See, customers want to buy and want to price in different ways. This is something I've learned really aggressively recently. Some are still buying by user and by agent and that's important for them.
Some of them want it by consumption and that's important to them. Some of them are just basic usage customers and they want to pay that way. Some of them even want to pay by outcome and that outcome could be by a transaction outcome or a business outcome. And because customers want that kind of diversity and pricing, we've created a high level of flexibility and that I think has really expanded our ability to sign very large transactions with our customers. Miguel, do you want to go into the details?
Miguel Milano
Yeah, I mean the top, the top line numbers are obviously very impressive. But I like to go a little bit deeper under the hood. When you look just at bookings, not just the cumulative ARR, our bookings, Elizabeth grew double digit, triple digit. So we doubled year, year on year. That was pretty, pretty fantastic. 50% of the bookings came from customers refilling the tank. So they consume, they use the flex credits. The one more they raise their hand, we go there, which by the way is good for a productivity because these sales cycles are very short.
The time to production, production is very important for us because consumption is very important to us. We bring customers in the final, we want to bring them down. The first thing is to get into production. We added 2000 paying customers into production. That's 70% more 1/4 on quarter. We are not happy with production only. We want them to really be ready to do the work. We are taking them to the enterprise. We we show them everything how to work and then we leave.
We call those agents, cast agents consistently consuming. We added hundreds of consistently consuming agents down there. You see, you've seen the, you've seen the down the final, you've seen the consumption number data we use exploded. It's but for me, the most important thing, the most important thing is to see the the live customers. I want to tell you one story if I have time on one customer, but if you could, if you want to write down names of websites that you can go right now and, and see the agents or call them Bode well.
GE appliance.com, Lululemon if you're going to mexicovolaris.com or Lingus if you're going to Ireland. My two daughters are in Ireland now. You call, you want to call Amazon Blink? I mean, you want to call Bieberk? Amazon Blink is such a great example. Miguel, will you just talk, tell the story just briefly. I actually have the phone number. Yeah. Amazon Blink. Basically if you have anything going on in your in everyday in your Amazon devices at home, you can call, voice call.
But I'm actually giving you one because since everybody hears a business, I want to. If you need business insurance, commercial insurance, you can call one of the Berkshire Hathaway companies, Bieber and I'm actually going to give you the phone number 402-200-3104. Just call so 402-200-3104. And the experience is incredible because it's not just a chat is is a, is a voice that is anchored to your trusted context and that can execute across our deterministic applications.
But anyways, I give you a bunch of websites, etcetera. But let me tell you one story of some of the agents that are working the enterprise that people don't see big digital platform company here in the US, 45,000,045 million AW use is one of our largest group 14 times. We started this six months ago in Q2. The AW use the consumption group 14 * 14 fold and what it does is we, they call it the activation agent.
They go to all the merchants that are already registered with this platform, but they are not transacting, they're not getting money from the merchants. And the agents has 1500 interactions every day getting these dormant merchants alive and then kicking and then generating revenue. This customer for instance, was one of the customers because we're meeting them where they are with pricing. They didn't want to buy upfront and do a big thing. They just wanted to try and see the value.
So now Mark, we're negotiating either we're giving two options, either an outcome based deal, I mean we're talking, I mean this is a $40 million customer for us. So it would be a master deal on outcome based or it could be simply an Ayla unlimited agreement with millions of that's the most important thing for us.
Marc Benioff
I mean, I, I think that we've heard so many companies say we're doing outcome pricing, we're doing this pricing, we're doing that pricing, you know, we're just too big. We have to do it all. And so we've built these new flexible pricing schemes that let our customers choose the price that they want. And we're going to get more and more into that zone. But this last thing that Miguel said that some customers want business outcome pricing, that's very exciting and that's never been true before in enterprise software.
And Miguel, one more huge announcement we had in the quarter was that Miguel is now our Chief Operating Officer. Congratulations, Miguel. Thank you. Thanks, Elizabeth.
Operator
Sophie, we will take our next question. Our next question comes from Gabriella Borges with Goldman Sachs. Please don't meet your line and ask a question.
Gabriella Borges
Hi, good afternoon. I think this follows nicely from Elizabeth's commentary on. The different types of pricing models. If I listen to what 0 and Magora and. Saying you've got some customers that are using the Agent Pro stack. We've got some customers that are going. Headless and now you've got the court first announcement today as well. My question is a little bit on the. Economic value to Salesforce from these different types of cohorts, I know you're still figuring out. Do you think in steady state you'll be able to capture the same? Type of ACV from customers agnostic of whether they do agent for us or whether they do some sort of headless configuration. And then any early reflections you can share as you progress on figuring out monetization for headless would be very helpful. Thank you.
Robin Washington
Maybe I'll start, Gabriel, it's a great question. And even going back to Alex's question as well, we feel really comfortable with, like you said, we're working through headless monetization. But just to further double down on Mark's point, what we ultimately think is predictability and flexibility is what's important to customers. And as Mark said, they're going to buy a lot of different type of ways. I think most importantly though, we think with our new platform AI Force, we really are going to unlock the potential for knowledge workers in great ways. So I think that's going to be pretty impressive.
The other thing is, is the way we're delivering this is through our premium upgrades that we also talked about. So they're going to get innovation in the moment. That is a early stage for us relative to our installed base. Our opportunity to continue to upgrade our customers to those premium editions that gives them instantaneous access to this innovation is an amazing future opportunity for us. So we feel really comfortable with the monetization strategy that we have and most importantly, the flexibility that we're giving our customers that allows us to capture that good thing, the AI opportunity, you can see, you know, first augmenting employees, that's where our premium editions come very handy because when you have when you are on one of those premium editions, you basically have a limited usage to augment yourself as an employee.
Miguel Milano
And then the customer facing use cases, which is monster. This is the digital labor world. It's Monster that we monetize with ILS, with flex credits. And here we meet customers where they are in their journey. Sometimes they want to buy as they go, sometimes we just, you know, charge for overages and many times they buy upfront a bunch of credits. I think, you know, AI services is going to increase the demand across the board.
What I can tell you is every, and we're measuring this. We, we, we're going to give you an update in Dreamforce, but we started last year customers that start the the agentic journey with Salesforce, on average they are already at doubled AOV with, with a perspective of nearly quadruple in three times to four times the AOV. Think about this. The only thing that I need to do is to convince every single customer. And that's why Mark is on the road from time to time meeting customers and convince them to come like he did with David Friberg to come with us in their agentic journey. Because once they make the decision, double, triple, quadruple the AOV with us.
Marc Benioff
Yeah. And I think that that's what's really key. I, I think your question is so good, Gabriella. I, I'll tell you why it's so good, because I think that if you would ask us a year ago, we'd be like, well, we don't really know. But I think now we see is, wow, all this new action on the network, call it agentic action, new user interfaces, new applications, it's just a lot more activity on our service. I mean, the amount of action at Salesforce on our service, the value that we're adding, the actual value that we can give to our customers is immense.
So have we fully optimized that yet? No way. You know, we're still trapped in some ways in old, you know, per user pricing models, but their opportunity to build much more aggressive pricing, you know, to really represent the value that we're offering our customers, I think is enormous. And Miguel is really at the very beginning of what I think will be one of the most exciting journeys he's ever been on. Only 5% of the knowledge workers that use sales and service have agreed to the higher end additions. We we, we get a 60 to 80% premium. So imagine Yeah.
And I think that's a major. So if you want Claude Force, if you want headless, if you want all these value added, a gentic additions and capabilities, you need to move to our premium addition, which is what's going to give you the power to fully operate inside your enterprise and deliver this high level of capability and unleash the huge amount of value that's been trapped for so many years. I hope that makes sense. Good numbers there. Thank you. Thank you. Thanks, Gabriella.
Operator
Sophie, we will take our last question. Our last question comes from John Defucci with Guggenheim Securities. Please unmute your line and ask your question.
John Defucci
Thanks for taking my question. Miguel, I, I know you've gone through the math of how the subscription net new AOV to revenue works and we agree it's math. So there are two things that Robin said that I think are really important to that. And 11 net new AOB growth is the strongest it's been in four years and two, you had near record low attrition. Those two things help that math work. We know that. You better I guess help us better understand what's happening underneath those statements. How stable or sticky is that foundation of your recurring revenue and more importantly how should we think about that going forward? Because Mark's talked a lot about the so-called SAS pocalypse and he's and I appreciate that. And that was, that was actually, I don't know, probably not fun, but it was always interesting. But if you follow through on those statements, but, but if you, if Salesforce follows through on those statements and that math both low attrition and strong new business growth, that terms going to be part of history.
Marc Benioff
Mark you, you missed the third leg of the stool though, John, you didn't say and new value added for customers. I I think that the key is, is, is 3 things yes, it has to be about low attrition, OK, and high net new AV very important, But the third thing that we have to do with this AI is deliver this new value added that's going to bam bam bam offer all these new capabilities. And I'll just come back to what we said, whether you're using Claude force or you're going to see the new version of Slack, I'll just go into a second.
Also has a incredible surface and this idea that all of a sudden these, you know, kind of things that sit kind of a theoretically at the top of the stack can dynamically build for you these applications. So you're going to work with it and you're going to say, hey, I'm managing this part of my business. I, you know, it's involves these customers, these products, these competitors, you know, this technology and bring this together to me and in the, in a map and of this and of that.
And where you used to have to take months or years to build very complex, very dynamic applications that looks like they were built in. I don't, I'm not going to get too geeky on you, but like React, you know, like a very complex user interface. All of a sudden that is what the, what the AI is really good at. And you know, we're doing the heavy lifting down below. The sharing models, the business models, the security models, keeping it safe, keeping it controlled, you know, keeping the data where it needs to be, making sure the wrong person doesn't see the the wrong data, that kind of thing.
But then that idea that we can offer a lot more value. So it's those three things all coming at once. And that is what our that's what our hope is, is that we will offer more value for our customers and unleash trap value. And that that's going to give us this huge leg up. And that last thing that Miguel said that we're moving to not just kind of outcome based pricing, which is we completed this many phone calls, therefore give us a dollar.
You know, we want to be able to say no, we improve revenue by this much. So give us $2.00 because we made you 20 or we made you 40. And I think that that's like the next generation of enterprise software that is more than outcome based pricing. And there's other enterprise software companies that are out there that are kind of doing well. They work with sometimes mid market companies and get huge prices for their products because they've basically been able to write an outcome deal.
Like if I can generate this much more revenue for you, you have to give me a percentage of it. Whoa, You could do that at scale now that you have this kind of thing and you don't need a bunch of FT ES and engineers and all that to do that because that's what the AI is really good for up here at this top level. Does this make sense what I'm saying to you? You know what market makes absolute sense, but I and I really appreciate it. But I think you'd agree with me that even without that, the way Salesforce stock and some of your peers have been trading, if they are not even looking at that, they're they were just afraid things were going to deteriorate into into they're not looking at it, right.
Well, yeah, take the value of slack. You know, obviously I get a call every day from somebody who wants to buy slack. Hey, take the value of slack, then take the value of our anthropic stock. That's been like half our value of our forget our cash flow or a customer base. That's why I said, Robin, go try to buy as much back as much sales for stock as you can. You know, and you know, I think we got a lot of stock at a good price. So dangerous. Well, you're on your way this tonight. Confidence made it on the big statement. Thank you. Thank you.
Miguel Milano
Keep guiding us, John on the confidence about the future. I mean H1H2 last year was a great newly growth semester. We knew Robin and I, we partnered together, we knew that for organic revenue to reaccelerate as we committed to to happening now in H2, we had to continue with Nan UV growth outpacing AUV growth. That was our obsession. We aligned the whole company this fiscal year, compensation plans, every role H1 NAN UV significantly growth outpaced AUV growth.
We've already raised the guidance. We've already committed to the revenue acceleration in organically in Q3, the momentum. Is there we feel very, very strong. The demand environment is is very, very good, very strong. Our pipeline, our our record levels, we have more opportunities to monetize that we are not even putting in the pipeline. We had the capacity. Thank you, Mark. You pushed us to hire a lot of ways when things were a little bit rocky. Somebody's got to call these customers besides me, Miguel, because I know, I know I do some calls also. And thank you.
We, we, we, we have the capacity and we have the innovation, we have the product. So if you think the demand is there and it's going to get even better with the AI force and the supply, which is for our supply is capacity, distribution capacity, which which we have higher more than anybody else. We still have to hire 1200 more A's before the end of the year. We are now hitting 15,000 A's. And the innovation we have the best products we've ever had, most of it organic.
We've made some tagging acquisitions to enlarge our terms. We are very confident. Definitely we are committed to the H2 revenue re acceleration. That's already math Q3 is math, Q4 is nearly math. But we are committed in sustaining that that acceleration. And we are going to hear more at Dreamforce about fiscal year 28.
Robin Washington
And I think even to add to that, Miguel, is if you take a look particularly at sales and service, we're seeing durable growth in seats, right? So that's fundamental proof point is that everything we're doing is amplifying our entire platform. AI is amazing progress. It's simplifying the need for trusted context and deterministic execution. Very clear. Perfect note to end on. Thank you, John, and thank you to everyone for joining the call.
Mark Murphy
We will be hosting a webinar on Tuesday to deep dive on our customer motion and adoption of AI with Bill Patterson and Connor Marsden. And we look forward to seeing you all over the coming weeks and at Investor Day. Dreamforce, thank you for joining.
Operator
This concludes today's call. You may now disconnect.
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