What messaging framework do you use and why?

While I don't adhere to a rigid, named framework, my guiding principle for messaging is simplicity and memorability. Especially when dealing with complex or technical concepts, it's crucial to distill the essence of your message into a format that's easy to grasp and remember.

One technique I find particularly effective is using acronyms. A well-crafted acronym can act as a mental hook, making it easier for people to recall key information.

Here's a recent example: We wanted to communicate the comprehensive value of the Salesforce Platform Advantage, which encompasses a lot of different elements. To achieve this, we created the acronym D-A-T-A:

• D: Stands for Data, encompassing not just data itself, but also metadata and the power of semantic search.

• A: Represents AI, including generative AI, predictive AI, retrieval augmented generation (RAG), and our Atlas reasoning engine.

• T: Highlights Trust, encompassing critical aspects like security, guardrails, compliance, and data residency.

• A: Focuses on Action, representing the ability to drive automation, analytics, and seamless integration with our apps.

All of this is built on one integrated and open platform. This simple acronym, D-A-T-A, provides a clear and memorable framework for understanding the key pillars of the Salesforce Platform Advantage. It's been incredibly effective in helping our sellers and customers quickly grasp and communicate the platform's value proposition