While most Salesforce customers intuitively grasp the concept of the Sales, Marketing, Commerce and Service clouds, it’s not so obvious where Salesforce’s MuleSoft toolkits sit in the ecosystem.
We sat down with MuleSoft CEO Brent Hayward — who remains at Salesforce amid a number of recent CEO resignations — to discuss the direction MuleSoft has taken since Salesforce acquired it for $6.5 billion in 2018. Also, what the future holds for MuleSoft, which powers integrations between Salesforce clouds as well as with Salesforce and other platforms such as ERP and HR.
Some companies Salesforce acquires live on as independent businesses. Others get subsumed into the platform. It looks like MuleSoft is still one of those independent units. Is that the reality?
Brent Hayward: It’s been an evolution. We were integrating with Salesforce 75% of the time before we were acquired, often connecting e-commerce, ERP and service. Salesforce customers were a large subset of our enterprise customers.
Certainly, we had a class of customers that didn’t use any CRM products yet. But that also posed an interesting opportunity — sometimes they couldn’t take advantage of Salesforce because the cost of integrating their legacy infrastructure to it was more expensive than the value they were going to get out of it.
Brent Hayward
After the last two years, we’ve looked at opportunities to align functionally to the way Salesforce works. One of the big moves was to change our distribution organization to better align to Salesforce’s go-to-market approach — now we have the same teams on the same accounts that will go out to large customers, such as AT&T and Rocket Mortgage, and deliver that full relationship and that full opportunity.
The second thing we saw was in the engineering and product organizations. We wanted to make sure that the future was using MuleSoft to power a lot of these core services, such as Salesforce Genie.
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