AI adoption is no longer a question of if, but how fast and how well. Most organisations are exploring AI in some form, but they’re moving at very different speeds.
The ones seeing the most value share a few traits: cross-functional collaboration, strong leadership sponsorship, and tight alignment between business and tech. That’s how they sharpen focus, deploy critical skills where it matters, and accelerate from idea to outcome.
But the gap between ambition and execution is real. As one executive put it, “We’ve seen digital natives do in 24 hours what takes our industry six months.” The risks of getting it wrong are just as real; think of Zillow’s USD 500M loss from overreliance on flawed AI models.
When done right, AI benefits every part of the organisation; not just data teams.
“Our AI-powered screening for insurance agents fast-tracks candidate selection by analysing resumes and applications to pinpoint top talent.” – HR Leader
“Conversational AI delivers 24/7 customer engagement, instantly resolving queries, easing team workload, and boosting CX.” – CX Leader
“AI transforms work by streamlining workflows and optimising transport routes, making operations faster and smarter.” – Operations Leader
“Using AI to streamline our sales pipeline has cut down the time it takes to qualify leads, enabling our team to focus on closing more deals with greater precision.” – Sales Leader
“We’re unlocking data value: AI agents personalise customer support at scale, while AI-driven network optimisation ensures seamless IT operations.” – Data Science Leader
In the short term, most businesses are focusing on operational efficiency, but the real wins will be in longer-term innovation and financial value.
For tech teams, this means delivering robust, scalable AI systems while supporting responsible experimentation by business teams – all in a fast-moving, high-stakes environment.
However, that’s not easy.
• High Costs. AI requires substantial upfront and operational spend. Without measurable outcomes, it’s hard to justify scaling.
• Security & Governance Risks. AI heightens exposure to bias, misuse, and compliance gaps. Most organisations lack mature guardrails to manage this.
• Regulatory Uncertainty. Shifting global policies make it difficult to design AI systems that are both future-proof and compliant.
• Skills Shortage. There’s a growing gap in AI and data expertise. Without the right talent, even promising use cases falter.
• Data Challenges. AI needs vast, high-quality data, but many organisations struggle with silos, poor lineage, and inconsistent standards.
Yet the toughest obstacles aren’t technical.
• Limited AI Fluency at the Top. Many leaders lack a practical understanding of AI’s capabilities and constraints, slowing decisions and making cross-functional alignment difficult.
• No Clear Ownership or Strategy. Without clear ownership, AI efforts remain scattered across IT, innovation, and business teams, leading to fragmentation, misalignment, and stalled progress.
• Unclear ROI and Benefits. AI’s value isn’t always immediate or financial. Without clear metrics for success, it’s hard to prioritise initiatives or secure sustained investment.
• Short-Term Pressure. The push for quick wins and fast ROI often comes at the expense of long-term thinking and foundational investments in AI capabilities.
• Rigid Business Models. AI demands adaptability in processes, structures, and mindsets. But legacy workflows, technical debt, and organisational silos frequently stand in the way.
• Change Management is an Afterthought. Many AI efforts are tech-first, people-later. Without early engagement and capability building, adoption struggles to gain traction.
Bridging the Innovation-AI Gap: The Power of Ecosystems
Bridging this gap between AI ambitions and success requires more than technology; it needs a coordinated ecosystem of vendors, enterprises, startups, investors, and regulators working together to turn innovation into real-world impact.
Public-private partnerships are key. In Singapore, initiatives like IMDA’s Spark and Accreditation programmes tackle this head-on by spotting high-potential startups, rigorously validating solutions, and opening doors to enterprise and government procurement. This approach de-risks adoption and speeds impact.
• For Enterprises. It means quicker access to trusted, local solutions that meet strict performance and compliance standards.
• For Startups. It unlocks scale, credibility, and funding.
• For the Economy. It creates a future-ready digital ecosystem where innovation moves beyond the lab to drive national competitiveness and growth.
At the Agentforce World Tour in Singapore, Salesforce presented their vision for Agentic AI – showcasing how they’re helping customers stay ahead of rapid technological change and unlock stronger business outcomes with speed, trust, and agility.
Ecosystm Advisors, Ullrich Loeffler, Sash Mukherjee, Achim Granzen, and Manish Goenka share their take on Salesforce’s announcements, demos, and messaging, highlighting what resonated, what stood out, and what it means for the future.
Click here to download “Agentforce World Tour: Highlights from Singapore” as a PDF.
What truly stood out in Salesforce’s messaging?
ULLRICH LOEFFLER, CEO & Co-Founder
What stood out at the Salesforce event was their pragmatic, integrated approach to scaling AI. They made it clear AI isn’t plug-and-play, emphasising the complexity and cost involved in what they call ‘self-plumbing’ AI – spanning infrastructure, data management, model development, governance, and application integration. Their answer is a unified platform that lowers costs, accelerates time to market, and reduces risk by removing the need to manage multiple disconnected tools. This seamless environment tackles the real challenge of building and running a layered AI stack.
Equally notable is their view of Agentic AI as a capability refined through iteration, not a sudden overhaul. By urging businesses to start with the right use cases for faster adoption, less disruption, and tangible impact, they show a realistic grasp of enterprise change.
Salesforce offers a clear, practical path to AI: simplifying complexity through integration and driving adoption with measured, value-focused steps.
SASH MUKHERJEE, VP Industry Insights
What truly stood out at the Salesforce event was their unwavering commitment to Trust. They understand that AI agents are only as reliable as the data they use, and they’ve built their platform to address this head-on. Salesforce emphasises that building trusted AI means more than just powerful models; it requires a secure and well-governed data foundation. They highlighted how their platform, with 25 years of embedded security, ensures data resilience, protects sensitive information during development and testing, and provides robust visibility into how AI interacts with your data.
A key assurance is their Trust Layer, a unique innovation that safeguards your data when interacting with AI models. This layer automatically masks sensitive data, ensures zero data retention by LLM providers, and detects harmful language. This means organisations can leverage GenAI’s power without compromising sensitive information.
Ultimately, Salesforce is empowering organisations to confidently deploy AI by making trust non-negotiable, ensuring organisational data is used responsibly and securely to drive real business value.
How does Salesforce differentiate their approach to Agentic AI?
ACHIM GRANZEN, Principal Advisor
Salesforce’s focus on Agentic AI focus stands out for its clarity and depth. The Agentforce platform takes centre stage, demonstrating how clients can now build Agentic AI with little or no code and deploy agents seamlessly across the Salesforce environment.
But beyond the polished demos and compelling customer stories, the most critical takeaway risked being overlooked: Agentforce is not a standalone capability. It’s tightly integrated with Data Cloud and the broader Salesforce platform. That layered architecture is more than just a technical decision; it’s what ensures every AI agent is governed, auditable, and constrained to what’s been provisioned in Data Cloud. It’s the foundational safeguard that makes Agentic AI viable in the enterprise.
And that’s the message that needs greater emphasis. As organisations move from experimentation to real-world deployment, trust and control become just as vital as ease of use. Salesforce’s architecture delivers both – and that balance is a key differentiator in the crowded enterprise AI space.
MANISH GOENKA, Principal Advisor
Salesforce has moved beyond passive AI assistance to autonomous agents that can take meaningful action within trusted boundaries. Rather than focusing solely on chat-based copilots, Salesforce emphasises intelligent agents embedded into business workflows, capable of executing tasks like claims processing or personalised service without human intervention.
What sets Salesforce apart is how deeply this vision is integrated into their platform. With Einstein Copilot and Copilot Studio, customers can build their own cross-system agents, not just those limited to Salesforce apps. And by enabling partners to create and monetise agents via AppExchange, Salesforce is building a full-fledged AI ecosystem, positioning themselves as a platform for enterprise AI, not just a CRM.
Trust is a cornerstone of this approach. Salesforce’s focus on governance, auditability, and ethical AI ensures that Agentic AI is not only powerful, but also secure and accountable – key concerns as agents become more autonomous.
In a crowded AI space, Salesforce stands out by offering a grounded, scalable vision of Agentic AI, anchored in real use cases, platform extensibility, and responsible innovation.
Where are Salesforce’s biggest growth opportunities in APAC?
MANISH GOENKA
Salesforce has significant growth opportunities across Asia Pacific, with Singapore playing a pivotal role in its regional strategy. The company’s USD 1 billion investment and the launch of their first overseas AI research hub firmly position Singapore as more than just a sales market. It becomes a core engine for product innovation and a key driver of Salesforce’s long-term AI leadership.
Across the region, public sector transformation and SME digitisation represent major areas of opportunity. Salesforce’s secure and compliant Government Cloud is well suited to support Smart Nation goals and modernise public digital services. At the same time, governments are actively pushing SME digitisation, creating demand for scalable, modular platforms that can grow from basic CRM solutions to AI-enabled automation.
Sustainability is also emerging as a strong growth vector. As ESG reporting becomes commonplace in more markets, tools like Net Zero Cloud are well positioned to help businesses meet compliance requirements and improve data transparency.
Finally, the rapidly expanding ecosystem of certified professionals and ISV partners across Asia Pacific is enabling faster, more localised implementations. This grounds Salesforce’s capabilities in local context, accelerating time to value and delivering business outcomes that are tailored to the region’s diverse needs.
What does the Informatica acquisition mean for Salesforce’s AI strategy?
ACHIM GRANZEN
The planned acquisition of Informatica is a strategically important move that completes Salesforce’s Agentforce narrative. At the World Tour, Agentforce was positioned as the future of enterprise AI, allowing organisations to build and deploy autonomous agents across the Salesforce ecosystem. But some lingering concerns remained around how deeply Data Cloud could handle governance, especially as AI agents begin making decisions and executing tasks without human oversight.
Informatica answers that question. With proven tools for data quality, lineage, and policy enforcement, Informatica brings a level of governance maturity that complements Salesforce’s ambition. Its integration into Data Cloud strengthens the trust layer that underpins Agentforce and reinforces Salesforce’s positioning as an enterprise-grade AI platform.
Of course, there are broader implications too. Salesforce will gain access to Informatica’s installed base, potentially opening up cross-sell opportunities. And there are questions to resolve, such as how Informatica will operate as a product line within the larger Salesforce ecosystem.
But the core value of the deal is clear: by bringing Informatica’s governance expertise into the fold, Salesforce can significantly accelerate its ability to deliver trusted, production-ready AI at scale. From a risk and compliance standpoint, that governance capability may prove to be the most valuable part of the acquisition.
What will define Salesforce’s next chapter of growth in APAC?
SASH MUKHERJEE
Just as Salesforce is driving an integrated enterprise platform from the CRM and customer experience lens, competitors (and partners) are taking a similar platform-centric approach from other functional vantage points – whether it’s HR (like Workday), Finance (like Oracle), or IT (like ServiceNow). In fast-growing, cost-sensitive markets across APAC, competing on price alone won’t be sustainable, especially with strong regional players offering leaner, localised alternatives.
To win, Salesforce must adopt a nuanced strategy that goes beyond product breadth. This means addressing local economic realities – offering right-sized solutions for businesses at different stages of digital maturity – while consistently reinforcing the long-term value, resilience, and global standards that set Salesforce apart. Their differentiators in data security, compliance, and ecosystem depth must be positioned not as add-ons, but as essential foundations for future-ready growth.
More flexible entry points – whether modular offerings, usage-based pricing, or vertical-specific bundles – can reduce friction and make the platform more accessible. At the same time, strengthening local partnerships with ISVs, system integrators, and government bodies can help tailor offerings to market-specific needs, ensuring relevance and faster implementation.
Ultimately, Salesforce’s growth across APAC will depend on their ability to balance global strengths with local agility.
ULLRICH LOEFFLER
Salesforce is well positioned to lead in AI-driven transformation, but doing so will require evolving their sales approach to match the complexity and expectations of today’s enterprise buyers. With a strong foundation selling to marketing and customer leaders, the company now has an opportunity to deepen engagement with CIOs and CTOs, reframing themselves not just as a CRM provider, but as a full-spectrum enterprise platform.
Traditional sales reps who excel at pitching features to business users are no longer enough. Selling AI – particularly agentic, autonomous AI – demands sales professionals who can link technical capabilities to strategic outcomes and lead conversations around risk, compliance, and long-term value.
To sustain their leadership, Salesforce will need to invest in a new generation of sales talent: domain-fluent, consultative, and able to navigate complex, cross-functional buying journeys.
