Big tech is transforming every aspect of our world. But how, and at what cost? This season of Land of the Giants – The Disney Dilemma – focuses on Disney’s ability to weather the ups and downs of the business cycle and changing tastes and explores what has kept it successful for over 100 years. The entertainment giant has leveraged nostalgia and its intellectual property to build a beloved brand, but after an acquisition spree that included Marvel, Lucasfilm, and 20th Century Fox, can it sus ...
…
continue reading
Player FM - Internet Radio Done Right
Checked 2d ago
Added eight years ago
Content provided by UpperEdge. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by UpperEdge or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://ppacc.player.fm/legal.
Similar to Insights for IT Negotiations
T
The Influence Factor by The Influencer Marketing Factory
1
The Influence Factor by The Influencer Marketing Factory
The Influencer Marketing Factory
37k
130
Alessandro Bogliari, CEO and Co-Founder of The Influencer Marketing Factory, a global influencer marketing agency, talks with great guests about influencer marketing, social media, the creator economy, social commerce and much more.
…
continue reading
Wharton faculty and industry leaders discuss their latest research, books, and relevant business topics. Hosted on Acast. See acast.com/privacy for more information.
…
continue reading
It didn’t all change in March 2020. Not really. The UK high street has been in the throes of a gradual revolution for decades. From the rise of ecommerce, to the birth of mobile, social commerce, and a growing emphasis on experience, change has been underway for a while. In fact for many, the pandemic has acted as a wake-up call. Digital transformation was no longer a ‘nice to have’ but a matter of survival. Necessity sparked innovation and customers are enjoying more flexibility and conveni ...
…
continue reading
Capitalmind looks at stocks, bonds, funds and the macro to bring you their view on the Indian financial markets. We discuss all things related to investing at our focussed podcast that keeps it simple. For more, go to capitalmind.in and to invest with us, visit capitalmindwealth.com
…
continue reading
Call them changemakers. Call them rule breakers. We call them Redefiners. And in this provocative podcast, we explore how daring leaders from across industries and around the globe are redefining their organizations—and themselves—to create extraordinary impact in today’s rapidly changing world. In each episode, Russell Reynolds Associates Leadership Advisor Hoda Tahoun and former CEO Clarke Murphy host engaging, purposeful conversations with leaders in and out of the business world who shar ...
…
continue reading
The Moneycontrol Podcast is your daily source of business news, investment analysis and advice on stocks and the markets. Tune in to broaden your horizons with podcasts by journalists, experts and analysts giving you a head-start in the investment game.
…
continue reading
In each episode of "Goldman Sachs Exchanges," people from the firm share their insights on developments shaping industries, markets and the global economy.
…
continue reading
News and views on business and the world of personal finance. Plus the very latest from the financial markets around the globe
…
continue reading
Custom Manufacturing Industry podcast is an entrepreneurship and motivational podcast on all platforms, hosted by Aaron Clippinger. Being CEO of multiple companies including the signage industry and the software industry, Aaron has over 20 years of consulting and business management. His software has grown internationally and with over a billion dollars annually going through the software. Using his Accounting degree, Aaron will be talking about his organizational ways to get things done. Hi ...
…
continue reading
Player FM - Podcast App
Go offline with the Player FM app!
Go offline with the Player FM app!
))
Podcasts Worth a Listen
SPONSORED
S
Squid Game: The Official Podcast
Squid Game is back—and this time, the knives are out. In the thrilling Season 3 premiere, Player 456 is spiraling and a brutal round of hide-and-seek forces players to kill or be killed. Hosts Phil Yu and Kiera Please break down Gi-hun’s descent into vengeance, Guard 011’s daring betrayal of the Game, and the shocking moment players are forced to choose between murdering their friends… or dying. Then, Carlos Juico and Gavin Ruta from the Jumpers Jump podcast join us to unpack their wild theories for the season. Plus, Phil and Kiera face off in a high-stakes round of “Hot Sweet Potato.” SPOILER ALERT! Make sure you watch Squid Game Season 3 Episode 1 before listening on. Play one last time. IG - @SquidGameNetflix X (f.k.a. Twitter) - @SquidGame Check out more from Phil Yu @angryasianman , Kiera Please @kieraplease and the Jumpers Jump podcast Listen to more from Netflix Podcasts . Squid Game: The Official Podcast is produced by Netflix and The Mash-Up Americans.…
Predictions for Generative AI's Impact on ERP Implementations - A Mid-Year Update
Manage episode 431870019 series 1447003
Content provided by UpperEdge. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by UpperEdge or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://ppacc.player.fm/legal.
Welcome to Insights for IT Negotiations, a podcast by UpperEdge, a leading IT sourcing, negotiation, and project execution advisory firm. Join John Belden, UpperEdge’s Chief Research and Strategy Officer, and Kylie Chisholm, UpperEdge’s Marketing Manager, every other week as they share valuable insights to help you maximize the value of your key IT relationships.
This week, John and Kylie reflected on some predictions John made at the beginning of 2024 regarding how Generative AI would impact ERP implementations. John provides critical insights into data privacy, recent litigation, and SI delivery models and shares how your top IT suppliers may be using AI to win your business.
Resources Mentioned:
- PODCAST –9 Predictions for Generative AI in ERP Implementations
- SAPPHIRE CONTENT - Sapphire 2024: What We Learned from SAP's Annual Conference
Other Resources:
- ON-DEMAND WEBINAR - Vendor AI-Enabled Delivery Models: Extracting Value from Your IT Suppliers
- BLOG - Generative AI: Reshaping SI Engagements and the Client Advantage
For a more tailored conversation around your organization’s AI challenges and goals, reach out today to chat with our expert advisors.
For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter.
343 episodes
ShareManage episode 431870019 series 1447003
Content provided by UpperEdge. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by UpperEdge or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://ppacc.player.fm/legal.
Welcome to Insights for IT Negotiations, a podcast by UpperEdge, a leading IT sourcing, negotiation, and project execution advisory firm. Join John Belden, UpperEdge’s Chief Research and Strategy Officer, and Kylie Chisholm, UpperEdge’s Marketing Manager, every other week as they share valuable insights to help you maximize the value of your key IT relationships.
This week, John and Kylie reflected on some predictions John made at the beginning of 2024 regarding how Generative AI would impact ERP implementations. John provides critical insights into data privacy, recent litigation, and SI delivery models and shares how your top IT suppliers may be using AI to win your business.
Resources Mentioned:
- PODCAST –9 Predictions for Generative AI in ERP Implementations
- SAPPHIRE CONTENT - Sapphire 2024: What We Learned from SAP's Annual Conference
Other Resources:
- ON-DEMAND WEBINAR - Vendor AI-Enabled Delivery Models: Extracting Value from Your IT Suppliers
- BLOG - Generative AI: Reshaping SI Engagements and the Client Advantage
For a more tailored conversation around your organization’s AI challenges and goals, reach out today to chat with our expert advisors.
For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter.
343 episodes
All episodes
×
I
Insights for IT Negotiations
1 Salesforce Pricing Shifts, AgentForce, and Slack: What Customers Need to Know Before Dreamforce 26:51
26:51 
Play Later 
Play Later 
Lists 
Like 
Liked26:51
Play Later Play Later Lists Like LikedSalesforce is making bold changes that every customer needs to pay attention to. In this episode of Insights for IT Negotiations , UpperEdge’s Adam Mansfield joins Kylie Chisholm to unpack the upcoming 6% price increase, the evolving AgentForce pricing models, and Slack’s shift toward higher-cost enterprise editions. They explore what’s really driving these updates, how they impact your current agreements, and what actions you should take now to maintain leverage, especially with Dreamforce around the corner. Key Topics: Why Salesforce is raising prices and how customers are reacting What to know about AgentForce pricing models and AI consumption risks Slack’s price increase and its role in Salesforce’s bundling strategy Practical steps to prepare for renewal negotiations Resources PODCAST – Salesforce Announces August Price Hikes & New AgentForce & Slack Plans: Here’s What You Must Do Now BLOG - Salesforce Increasing Pricing and Adding Agentforce Options: What Customers Need to Know Now If you’re a Salesforce customer, these changes are coming. This episode will help you get ahead of them. Learn more about how UpperEdge can help here.…
I
Insights for IT Negotiations
1 Salesforce Announces August Price Hike & New AgentForce and Slack Plans: Here’s What You Must Do Now 5:47
5:47 Play Later Play Later Lists Like Liked5:47
Play Later Play Later Lists Like LikedSalesforce just announced a 6% price increase effective August 1st (20% for Slack Business+), alongside new Agentforce and Slack plans. This includes a staggering $125/user/month Agentforce add-on and an Agenforce 1 Edition for $550/user/month. In this episode, Adam Mansfield, Salesforce Practice Leader at UpperEdge, breaks down the real strategy behind these moves and what Salesforce customers must do now to prepare before they get locked into higher costs without the right protections. Key Takeaways: What’s really behind the Salesforce product (sales, service, field service and industry) and Slack price increases What comes with the Agentforce add-on and Agentforce 1 Edition What customers that are considering AgentForce need to do What to demand from Salesforce before committing to anything: pricing, definitions, volume discounting, protections, flexibility and more For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter .…
I
Insights for IT Negotiations
1 AI-Fueled Cloud Lock-In: Why Escaping Your Vendor Just Got Harder 23:04
23:04 Play Later Play Later Lists Like Liked23:04
Play Later Play Later Lists Like LikedIn this episode of Insights for IT Negotiations , UpperEdge’s Adam Mansfield joins Kylie Chisholm to unpack the evolving reality of vendor lock-in in the cloud era and how AI is deepening that entrenchment. From the long-standing SaaS model to today’s rapidly spreading AI offerings from Microsoft, Salesforce, and others, organizations are finding themselves more tightly bound to vendors than ever before. But does that mean you're powerless? Hardly. Learn actionable strategies to mitigate the risks of cloud and AI lock-in, reframe your negotiation mindset, and hold vendors accountable for delivering long-term value. Resources: BLOG: How to Avoid Vendor Lock-in with Cloud Subscription Agreements BLOG: Key Trends Disrupting Your Cloud Vendor Relationships About the Show: Welcome to Insights for IT Negotiations, a podcast by UpperEdge, a leading IT sourcing, negotiation, and project execution advisory firm. Join John Belden, UpperEdge’s Chief Research and Strategy Officer, and Kylie Chisholm, UpperEdge’s Marketing Manager, every other week as they share valuable insights to help you maximize the value of your key IT relationships. For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter .…
I
Insights for IT Negotiations
1 Oracle’s FY25 Boom: AI, Cloud, and What It Means for Customers 6:52
6:52 Play Later Play Later Lists Like Liked6:52
Play Later Play Later Lists Like LikedJeff Lazarto, Oracle Practice Leader at UpperEdge, breaks down Oracle’s explosive FY25 earnings, the role of AI in their growth, and strategic guidance for existing and prospective Oracle customers. From cloud infrastructure to database demand and Oracle’s aggressive sales posture, this episode unpacks what buyers need to know now to negotiate smartly and plan for the future.For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter .…
I
Insights for IT Negotiations
1 Is This Company Really Going to Make a 1 Million-Seat Microsoft 365 Copilot Commitment? 4:19
4:19 Play Later Play Later Lists Like Liked4:19
Play Later Play Later Lists Like LikedMicrosoft’s mega deal is raising big questions. A report suggests Microsoft is working on a 1 million-seat Microsoft 365 Copilot deal, but what does that actually mean for customers? In this episode, Adam Mansfield, Advisory Practice Leader at UpperEdge, dissects the potential Microsoft 365 Copilot mega-deal and raises critical questions about possible and likely “over licensing,” the adequacy of discounting and pricing protections, and the potential shift toward consumption-based pricing. If you’re evaluating Microsoft’s AI offering “Microsoft 365Copilot,” to any degree and magnitude, this is a must-watch. Are all 1M seats paid? Will they be used? Did the buyer get renewal protections? What happens to the underlying E3/E5 pricing and associated unified support fees? What to demand before signing a high-volume Microsoft 365 Copilot deal For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter . Topics include:…
I
Insights for IT Negotiations
1 Is Microsoft 365 E7 Coming and Will it Include Microsoft 365 Copilot? 4:06
4:06 Play Later Play Later Lists Like Liked4:06
Play Later Play Later Lists Like LikedThere has been speculation that Microsoft is going to one day introduce a Microsoft 365 E7 plan. Adam Mansfield, Advisory Practice Leader at UpperEdge, shares his take on whether Microsoft 365 E7 is coming and why customers shouldn’t wait around for it. He breaks down the math behind M365 E3, M365 E5, and M365 Copilot pricing, the pitfalls of bundling, and why now is the time to focus on getting the right protections, flexibility, and pricing for your current Microsoft stack. In this episode, learn: Why Microsoft might roll out an Microsoft 365 E7 Whether M365 Copilot would be bundled Pricing deltas and enterprise adoption challenges Where customers should focus right now to stay ahead For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter .…
I
Insights for IT Negotiations
1 How One Oracle Deal Delivered $11M in Savings: A Strategic Sourcing Case Study 12:21
12:21 Play Later Play Later Lists Like Liked12:21
Play Later Play Later Lists Like LikedIn this episode of Insights for IT Negotiations , Jeff Lazarto and Shane Griffin pull back the curtain on a recent Oracle ERP transformation engagement. They share how a client secured over $11 million in savings and achieved long-term pricing protections without turning negotiations adversarial. Tune in to learn how UpperEdge’s relationship-based approach, proven negotiation strategy, and commercial term frameworks enabled an impactful outcome, and what other organizations can take away as they evaluate enterprise applications like Oracle and Workday. Resources: Oracle Audit Services PODCAST - Mastering Oracle Negotiations: Insights from UpperEdge’s Expert Advisors BLOG - Oracle’s Data Breach Response: A Crisis Management Playbook About the Show: Welcome to Insights for IT Negotiations, a podcast by UpperEdge, a leading IT sourcing, negotiation, and project execution advisory firm. Join John Belden, UpperEdge’s Chief Research and Strategy Officer, and Kylie Chisholm, UpperEdge’s Marketing Manager, every other week as they share valuable insights to help you maximize the value of your key IT relationships. For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter .…
I
Insights for IT Negotiations
1 Workday Q1 FY26 Earnings: AI Expansion, Fast Deployments & What Customers Should Do Now 5:27
5:27 Play Later Play Later Lists Like Liked5:27
Play Later Play Later Lists Like LikedIn this episode, Jeff Lazarto, Workday Practice Leader at UpperEdge, breaks down Workday’s Q1 FY26 earnings and what they reveal about the company’s direction—and how enterprise customers should respond. With 13% YoY growth , major investments in AI agents , and the rollout of Workday Go for rapid deployments, Workday is pushing innovation and reach across sectors and geographies. But Jeff cautions: if you're expanding your Workday footprint, use this as an inflection point to revisit your contracts and pricing. Topics include: Why AI expansion should trigger a contract review What Workday Go means for midmarket and larger orgs How to avoid “off-cycle” expansions that hurt renewal leverage Where Workday is focusing industry growth (Gov, Higher Ed, Healthcare, Financial Services)…
I
Insights for IT Negotiations
1 Salesforce Q1 FY26 Earnings: What AI (AgentForce), Data Cloud & Informatica Mean for Customers 9:30
9:30 Play Later Play Later Lists Like Liked9:30
Play Later Play Later Lists Like LikedSalesforce just released its Q1 FY26 earnings, and it’s clear: Agentforce (Salesforce’s AI offering), and Data Cloud are at the heart of its future growth strategy. In this episode, Adam Mansfield, Advisory Practice Leader at UpperEdge, unpacks the financials and the implications for current and future Salesforce customers. From 8000 Agentforce customers (1/2 paying customers) to CEO, Marc Benioff’s vision to make all customers AI + DATA + CRM” customers , Adam explains what you need to do now to lock down pricing, define terms, and protect against the coming consumption push. Highlights include: The real reason behind Salesforce’s Informatica acquisition What AgentForce adoption (paid or unpaid) means for your deal Why Data Cloud, Tableau, and Slack will soon follow What to commitments need to be gained from Salesforce before saying yes to free AI (Agentforce) pilots For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter .…
I
Insights for IT Negotiations
1 ServiceNow’s $1B AI Plan: What It Means for Customers 6:50
6:50 Play Later Play Later Lists Like Liked6:50
Play Later Play Later Lists Like LikedIn this episode, Adam Mansfield, Advisory Practice Leader at UpperEdge, analyzes key messages from ServiceNow’s recent Financial Analyst Day and what has been revealed to ServiceNow customers, including ServiceNow’s clear focus on accelerating AI revenue growth and getting customers to upgrade. He also discusses what that means for customers moving forward. ServiceNow is aiming to grow its AI-related revenue from $250M to $1B by FY26, largely by pushing customers to upgrade to Pro Plus (Pro+) through “low cost” starter packs, steep uplifts, and vendor friendly hybrid pricing models that include a consumption based pricing component. Adam outlines: ServiceNow’s AI revenue goals and growth strategy Why the “low-cost starter pack” isn’t just a trial, but a hook How to protect your interests before committing to Pro Plus What to negotiate now before you “start tasting” For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter .…
I
Insights for IT Negotiations
1 Why the Right TPA Is Your Competitive Edge in the Age of AI 28:23
28:23 Play Later Play Later Lists Like Liked28:23
Play Later Play Later Lists Like LikedAs vendors like Microsoft and Accenture leverage AI to gain an edge in IT negotiations, enterprise buyers risk falling behind. In this episode, UpperEdge CEO David Blake joins hosts John Belden and Kylie Chisholm to discuss the evolving role of the third-party advisor (TPA) and why independence, intelligence, and strategy matter more than ever. Learn why relying solely on benchmarks is no longer enough, how AI is changing the sourcing landscape, and what a modern TPA must deliver to help you structure high-value, high-stakes IT relationships. If you’re managing critical supplier deals, this is a must-listen. Resources: BLOG – The Modern-Day TPA: Your First Line of Defense in an AI-Driven World BLOG - Thriving Amid Uncertainty: How to Move Your Digital Transformation Forward While Others Freeze Contact us today if you’re interested in learning more about how UpperEdge can help you gain competitive leverage in your large IT deals. About the Show: Welcome to Insights for IT Negotiations, a podcast by UpperEdge, a leading IT sourcing, negotiation, and project execution advisory firm. Join John Belden, UpperEdge’s Chief Research and Strategy Officer, and Kylie Chisholm, UpperEdge’s Marketing Manager, every other week as they share valuable insights to help you maximize the value of your key IT relationships. For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter .…
I
Insights for IT Negotiations
1 Knowledge 2025 Recap: ServiceNow’s AI and CRM Push—What Customers Really Want 6:22
6:22 Play Later Play Later Lists Like Liked6:22
Play Later Play Later Lists Like LikedFresh from Knowledge 2025, ServiceNow’s annual conference in Las Vegas, Adam Mansfield, Advisory Practice Leader at UpperEdge, shares his takeaways from the event, including customer sentiment and concerns, as well as his perspective on ServiceNow’s aggressive pivot toward AI and CRM. While the ServiceNow keynote showcased big ambitions around becoming an AI and CRM leader, drawing comparisons to Salesforce, Adam reveals what customers are actually asking for: continued investment in core platforms like ITSM, ITOM, SAM, HRSD without the need for “AI enhancement.” In this episode: What Bill McDermott didn’t say, but everyone heard Why customers are interested but still somewhat skeptical of the AI hype How to keep ServiceNow’s focus on existing investments during renewals The real talk behind ServiceNow’s CRM push For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter .…
I
Insights for IT Negotiations
1 Microsoft Earnings Reveal Strategy Shift: What Customers Must Know Before Renewals 8:16
8:16 Play Later Play Later Lists Like Liked8:16
Play Later Play Later Lists Like LikedIn this episode, Adam Mansfield, Advisory Practice Leader at UpperEdge, unpacks key takeaways from Microsoft’s FY25 Q3 earnings and what they really mean for enterprise customers heading into negotiations. From Copilot adoption trends and RPO growth to margin pressure and pricing tactics, Adam explains how Microsoft is positioning itself and why even a small Copilot purchase can be a major win for them. Learn how to use this insight to: Counter Copilot pricing pressure Leverage Azure and D365 growth for better deals Prepare your negotiation across all Microsoft touch-points (including LinkedIn, Support, and Devices) Get ahead of Microsoft’s playbook before your next renewal conversation. For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter .…
I
Insights for IT Negotiations
1 SaaS Vendor Frustrations: Price Hikes, AI Pushes & Finding Leverage 29:35
29:35 Play Later Play Later Lists Like Liked29:35
Play Later Play Later Lists Like LikedIn this episode of Insights for IT Negotiations , UpperEdge’s Adam Mansfield and Kylie Chisholm have a candid conversation on the mounting frustrations enterprise customers face with major SaaS vendors like Microsoft, Salesforce, and ServiceNow. From relentless AI upsells to opaque consumption-based pricing and universal cost increases, Adam breaks down what’s grinding customers’ gears—and more importantly, what they can do about it. Learn how to proactively set expectations, disrupt vendor playbooks, and regain leverage in a rapidly shifting IT landscape. Resources: Reach out to Adam on LinkedIn BLOG – How ServiceNow Customers Can Get the Most Out of Knowledge (Before, During and After) VIDEO PODCAST – ServiceNow Knowledge 2025: How IT Leaders Can Turn the Conference into a Strategic Advantage VIDEO - SaaS Flexibility: A Promise That Was Never Fulfilled For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter .…
I
Insights for IT Negotiations
1 ServiceNow’s Q1 FY25 Earnings: What Customers Must Prepare For 9:08
9:08 Play Later Play Later Lists Like Liked9:08
Play Later Play Later Lists Like LikedServiceNow just posted strong Q1 FY25 earnings—and raised its full-year guidance. But what does that mean for customers facing renewals or being pushed into early AI (Pro Plus upgrade) and CRM expansions? Adam Mansfield, ServiceNow Practice Leader at UpperEdge, breaks down the results, what ServiceNow executives had to say during the earnings call, and how customers can proactively prepare for ServiceNow’s next moves. Key Takeaways: ServiceNow Q1 results What’s driving Pro Plus and CRM focus How customers should respond to upcoming pressures ServiceNow will create Tips for planning for in-term and/or renewal negotiations For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter .…
I
Insights for IT Negotiations
1 SaaS Flexibility: A Promise That Was Never Fulfilled 6:50
6:50 Play Later Play Later Lists Like Liked6:50
Play Later Play Later Lists Like LikedIn this candid session, Adam Mansfield, Advisory Practice Leader at UpperEdge, challenges the long-held promise of SaaS flexibility. Drawing from real-world client conversations in 2025, he exposes the disconnect between vendor (Salesforce, ServiceNow, Microsoft…etc.) sales pitches and the contractual realities. Learn what you can do to effectively approach SaaS vendors to drive positive change, and how to negotiate like a pro in today’s world. Topics Covered: The false promise of SaaS flexibility Real-life client pain points How to negotiate more flexible and favorable contracts Building true vendor partnerships For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter .…
I
Insights for IT Negotiations
1 ServiceNow Knowledge 2025: How IT Leaders Can Turn the Conference into a Strategic Advantage 25:56
25:56 Play Later Play Later Lists Like Liked25:56
Play Later Play Later Lists Like LikedHeading to ServiceNow Knowledge? Don’t just show up—show up with a strategy. In this episode of Insights for IT Negotiations , UpperEdge’s ServiceNow expert, Adam Mansfield, shares critical guidance for IT leaders on how to extract real value from the event. Whether you're planning to evaluate Now Assist, expand into Pro Plus, or simply optimize your existing ServiceNow footprint, this episode delivers actionable advice on how to: Navigate the AI and CRM buzz to your benefit Build internal alignment ahead of the conference Create negotiation leverage before you land in Vegas Set expectations with your account reps and implementation partners Leave Knowledge with tangible next steps—not just a stack of swag If you're responsible for driving value and results from your IT investments, this is your playbook for turning Knowledge into a competitive edge. Resources: Reach out to Adam on LinkedIn BLOG - How ServiceNow Customers Can Get the Most Out of Knowledge (Before, During and After) VIDEO – ServiceNow Acquires Logik.ai: A Bold Move into the CRM Battlefield BLOG - A Customer’s Guide to ServiceNow Release Families About the Show: Welcome to Insights for IT Negotiations, a podcast by UpperEdge, a leading IT sourcing, negotiation, and project execution advisory firm. Join John Belden, UpperEdge’s Chief Research and Strategy Officer, and Kylie Chisholm, UpperEdge’s Marketing Manager, every other week as they share valuable insights to help you maximize the value of your key IT relationships. For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter .…
I
Insights for IT Negotiations
1 The Hidden Traps in SaaS Renewals: What Vendors Don’t Want You to Know 5:00
5:00 Play Later Play Later Lists Like Liked5:00
Play Later Play Later Lists Like LikedIn this episode, Adam Mansfield, Advisory Practice Leader at UpperEdge, breaks down the fine print pitfalls in SaaS renewal negotiations with vendors like Salesforce, ServiceNow, and Microsoft. He shares real-world insights from ongoing client conversations and highlights three major conditions that can quietly undermine your renewal protections—impacting pricing caps, product flexibility, and spend thresholds. Whether you’re a CIO, procurement leader, or IT decision-maker, this is a must-watch to avoid costly mistakes during your next software renewal. Don’t get caught off guard—learn what conditions to push back on and how to structure smarter renewals. For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter .…
I
Insights for IT Negotiations
1 Navigating Salesforce’s Success and Security Offerings’ Licensing Metrics 7:17
7:17 Play Later Play Later Lists Like Liked7:17
Play Later Play Later Lists Like LikedIn this episode, Adam Mansfield, Salesforce Advisory Practice Leader at UpperEdge, breaks down the complexities of Salesforce's Success Plans (Premier and Signature Success and Security offerings (Shield). He explains how the “percentage-of-net” licensing metric tied to these products can dramatically impact your spend, and offers actionable strategies for evaluating, negotiating, and optimizing your investments. Whether you're on Premier or Signature Success, or leveraging Shield's security tools (or any of the components), this is essential guidance for customers preparing for renewals or in-term add-ons. Learn how to get the most out of what you’re paying for—and avoid unnecessary costs. For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter .…
I
Insights for IT Negotiations
1 ServiceNow Acquires Logik.ai: A Bold Move into the CRM Battlefield 6:57
6:57 Play Later Play Later Lists Like Liked6:57
Play Later Play Later Lists Like LikedAdam Mansfield, Practice Leader at UpperEdge, breaks down ServiceNow’s latest acquisition of Logik.ai—an AI-powered CPQ solution—and what it means for ServiceNow and Salesforce customers and the CRM market. With this move, ServiceNow doubles down on its ambitions to move deeper into the CRM market and better compete against now rival Salesforce with what they are pitching as a “fundamentally different vision and approach to CRM and CPQ. For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter .…
I
Insights for IT Negotiations
1 Bridging Talent Deserts & IT Project Success with GenAI – A Conversation with Marc Kermisch 41:55
41:55 Play Later Play Later Lists Like Liked41:55
Play Later Play Later Lists Like LikedIn this episode of Insights for IT Negotiations , UpperEdge’s Chief Research Officer, John Belden, sits down with Marc Kermisch to explore the critical challenges of talent deserts, why IT projects fail, and how Generative AI is reshaping the way organizations approach innovation. Marc shares insights from his experience at Emergent Software, discussing cutting-edge solutions and strategies that can drive success in an ever-evolving digital landscape. Tune in for expert perspectives on transforming talent gaps into opportunities and leveraging GenAI for smarter, more resilient projects. Resources: Connect with Marc on LinkedIn: Marc Kermisch BLOG – SI Talent Deserts: 6 Ways to Protect Your Digital Transformations BLOG - Protecting Your Digital Transformation From Value Erosion PODCAST – 3 Market Forces Driving the IT Landscape in 2025 About the Show: Welcome to Insights for IT Negotiations, a podcast by UpperEdge, a leading IT sourcing, negotiation, and project execution advisory firm. Join John Belden, UpperEdge’s Chief Research and Strategy Officer, and Kylie Chisholm, UpperEdge’s Marketing Manager, every other week as they share valuable insights to help you maximize the value of your key IT relationships. For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter .…
I
Insights for IT Negotiations
1 Microsoft Copilot Studio: Negotiation Tips Customers Need to Know 6:45
6:45 Play Later Play Later Lists Like Liked6:45
Play Later Play Later Lists Like LikedAdam Mansfield, UpperEdge’s Microsoft Advisory Practice Leader, dives into Microsoft Copilot Studio—its significance to Microsoft, how it is priced, its licensing model, and how Microsoft customers should approach negotiations. Learn why usage definitions matter, how to optimize your contract, and the key factors to consider before adopting (and using) Copilot Studio. If you’re exploring Microsoft Copilot Studio, this episode is a must-listen! For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter .…
I
Insights for IT Negotiations
1 One of the Hidden Traps in Enterprise SaaS Contracts – What You Need to Know! 9:02
9:02 Play Later Play Later Lists Like Liked9:02
Play Later Play Later Lists Like LikedAre you truly getting the flexibility you need from your enterprise SaaS vendor (Salesforce, ServiceNow, Microsoft etc.) and are your contracts set up well to provide it? Adam Mansfield, UpperEdge’s Practice Leader, dives into the critical issues surrounding flexibility in SaaS agreements and shares his thoughts on how customers can fix the likely issues that exist. For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter .…
I
Insights for IT Negotiations
1 Microsoft’s Price Hikes: What It Means for Your Business and How to Respond 7:31
7:31 Play Later Play Later Lists Like Liked7:31
Play Later Play Later Lists Like LikedMicrosoft is significantly increasing Power BI and Teams Phone pricing starting April 1st. Adam Mansfield, UpperEdge’s Microsoft Advisory Practice Leader, breaks down the justifications given, the hidden motivations behind these changes, and what Microsoft customers can do to navigate the price hikes effectively. Learn how to turn Microsoft’s tactics to your advantage, optimize value assessments, and leverage alternative solutions in your negotiations. For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter .…
I
Insights for IT Negotiations
1 Mastering SaaS Negotiations: Key Strategies for IT Leaders 28:34
28:34 Play Later Play Later Lists Like Liked28:34
Play Later Play Later Lists Like LikedIn this episode of Insights for IT Negotiations, hosts Adam Mansfield and Kylie Chisholm dive into the evolving landscape of SaaS negotiations. They discuss how vendors are responding to market changes, the key considerations for IT decision-makers, and strategies to maximize value in software agreements. Tune in to gain expert insights and practical advice to navigate your next SaaS contract successfully. Plus, don’t miss the latest updates on consumption-based pricing and essential negotiation benchmarks. Resources: BLOG – SaaS Vendors Push Consumption-Based Licensing for AI Offerings: What Customers Need to Know PODCAST – Navigating SaaS Pricing: Key Strategies for Actually Locking in Pricing For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter .…
I
Insights for IT Negotiations
1 Salesforce vs. ServiceNow: The Battle for CRM & ITSM Dominance 7:40
7:40 Play Later Play Later Lists Like Liked7:40
Play Later Play Later Lists Like LikedThe CRM and ITSM battleground is heating up! Salesforce and ServiceNow are stepping into each other's territories, creating opportunities for strategic moves. In this video,Adam Mansfield, UpperEdge's Salesforce Advisory Practice Leader, breaks down the latest developments, key insights from recent earnings calls, and how customers can leverage this rivalry to their advantage. Learn how to challengeyour reps, ask the right questions, and maximize your value in this evolving landscape.For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter .…
I
Insights for IT Negotiations
1 Master Your Microsoft Renewal: Timing and Strategy Insights 7:40
7:40 Play Later Play Later Lists Like Liked7:40
Play Later Play Later Lists Like LikedAdam Mansfield, UpperEdge’s Microsoft Advisory Practice Leader, shares valuable insights on when and how to prepare for Microsoft renewals. He outlines key questions to consider, strategic timelines, and effective negotiation tactics to secure the best deal. Whether your renewal is months away or fast approaching, Adam’s advice can help you maximize value and minimize risk. For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter .…
I
Insights for IT Negotiations
1 ServiceNow’s Biggest Acquisition Yet: $2.85B Move to Expand Agentic AI, CRM & Search 6:52
6:52 Play Later Play Later Lists Like Liked6:52
Play Later Play Later Lists Like LikedServiceNow just announced its largest acquisition ever — a $2.85 billion purchase of Moveworks. This strategic move doubles down on AI and enterprise search capabilities, aiming to expand ServiceNow’s footprint in CRM and customer insights. What does this mean for customers and the future of ServiceNow’s offerings? Adam Mansfield, UpperEdge’s ServiceNow Practice Leader, breaks it all down. For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter .…
I
Insights for IT Negotiations
1 Mastering Microsoft Renewals: Strategies for Smarter Negotiations 25:44
25:44 Play Later Play Later Lists Like Liked25:44
Play Later Play Later Lists Like LikedIn this episode of Insights for IT Negotiations , host Kylie Chisholm is joined by Adam Mansfield, UpperEdge’s Microsoft, ServiceNow, and Salesforce Practice Leader, to discuss how organizations can prepare for upcoming Microsoft renewals. They dive into Microsoft's latest earnings call, the company’s push for early commitments, and key strategies to maximize leverage in negotiations. From Copilot adoption trends to Azure commitments and unified support challenges, this episode provides actionable insights to help IT decision-makers and sourcing professionals secure the best possible deal. Tune in to ensure you're ready to navigate your next Microsoft renewal with confidence! Resources: Explore Our Microsoft Advisory Page BLOG – SaaS Vendors Push Consumption-Based Licensing for AI Offerings: What Customers Need to Know PODCAST – Microsoft's Q2 FY2025 Earnings: Cloud Growth, AI Focus, and Enterprise Negotiation Opportunities About the Show: Welcome to Insights for IT Negotiations, a podcast by UpperEdge, a leading IT sourcing, negotiation, and project execution advisory firm. Join John Belden, UpperEdge’s Chief Research and Strategy Officer, and Kylie Chisholm, UpperEdge’s Marketing Manager, every other week as they share valuable insights to help you maximize the value of your key IT relationships. For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter .…
I
Insights for IT Negotiations
1 Salesforce Customers Are Pushing Back – Here's Why 5:31
5:31 Play Later Play Later Lists Like Liked5:31
Play Later Play Later Lists Like LikedMany CIOs are voicing a common concern: Beforeinvesting in new Salesforce products, they need to see more value from what they already have. As Salesforce pushes AI, data, and additional products, customers are questioning spending priorities, engineering investments, costincreases and where their subscription fees are going. In this video, Salesforce Practice Leader, Adam Mansfield breaks down the tension between Salesforce’s growth strategy and customer expectations, revealing what CIOsreally want. Visit our Salesforce Advisory Practice Page to learn more.…
I
Insights for IT Negotiations
1 Salesforce Q4 FY25 Earnings: Growth, Misses, and the Future of AI & Data 7:43
7:43 Play Later Play Later Lists Like Liked7:43
Play Later Play Later Lists Like LikedAdam Mansfield breaks down Salesforce's Q4 FY25 earnings, revealing mixed results with single-digit growth and some key misses on analyst expectations. CEO Marc Benioff is doubling down on AI (Agentforce) and Data Cloud, but most specifically the "Holy Trinity" of CRM (Apps / Customer 360) + AI + Data. With CFO (Weaver) and COO (Millham) transitions, shifting revenue models, and an aggressive push for customer adoption of AI solutions with consumption-based licensing, what does this mean for businesses? Understanding discounting that is available, level of transparency needed, renewal protections, and the evolving consumption model is more critical than ever. For more innovative IT sourcing and risk mitigation insights: • Contact Us - https://upperedge.com/who-we-are/contact-us/ • Subscribe to the UpperEdge Newsletter - https://upperedge.com/knowledge-cente... • Subscribe to the UpperEdge Podcast - https://upperedge.com/knowledge-cente... • Follow us on LinkedIn - https://www.linkedin.com/company/upperedge-llc/ • Follow us on Twitter - https://twitter.com/upperedge…
I
Insights for IT Negotiations
1 Navigating SaaS Pricing: Key Strategies for Actually Locking in Pricing 4:17
4:17 Play Later Play Later Lists Like Liked4:17
Play Later Play Later Lists Like LikedIn this insightful discussion, we explore the critical aspects of negotiating software-as-a-service (SaaS) pricing with major vendors like Microsoft, Salesforce, ServiceNow, SAP, andOracle. From ensuring upfront discounts translate to long term savings to leveraging volume discount structures and scrutinizing future pricing tables, this conversation highlights essential strategies to avoid unexpected costincreases. Learn how to secure better terms, protect renewal pricing, and push vendors for fairer deals in an evolving consumption-based pricing landscape.…
I
Insights for IT Negotiations
1 How to Master Your Oracle Negotiations: Actionable Tips As We Approach Oracle's Year End 30:25
30:25 Play Later Play Later Lists Like Liked30:25
Play Later Play Later Lists Like LikedIn this episode of Insights for IT Negotiations , hosts John Belden and Kylie Chisholm are joined by Oracle advisory experts Jeff Lazarto and Shane Griffin from UpperEdge. They dive deep into Oracle's pricing strategies, Fusion ERP, and critical negotiation tactics. Learn how to navigate Oracle contracts, secure the best pricing, and avoid common pitfalls that could cost millions. Whether you're facing an upcoming renewal or a net-new deal, this episode arms you with the insights you need to negotiate with confidence. Resources: Explore Our Oracle Advisory Page BLOG - 4 Tips for Negotiation with Oracle PODCAST - Strategies for Effectively Negotiating Oracle’s OCI and UCC Models For a more tailored conversation around your Oracle strategy, Contact Us to learn how UpperEdge can help. For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter . About the Show: Welcome to Insights for IT Negotiations, a podcast by UpperEdge, a leading IT sourcing, negotiation, and project execution advisory firm. Join John Belden, UpperEdge’s Chief Research and Strategy Officer, and Kylie Chisholm, UpperEdge’s Marketing Manager, every other week as they share valuable insights to help you maximize the value of your key IT relationships.…
I
Insights for IT Negotiations
1 Navigating AI Ethics and Legislation in Your IT Contracts with Sarah Alt 42:59
42:59 Play Later Play Later Lists Like Liked42:59
Play Later Play Later Lists Like LikedWelcome to Insights for IT Negotiations, a podcast by UpperEdge, a leading IT sourcing, negotiation, and project execution advisory firm. Join John Belden, UpperEdge’s Chief Research and Strategy Officer, and Kylie Chisholm, UpperEdge’s Marketing Manager, every other week as they share valuable insights to help you maximize the value of your key IT relationships. AI is transforming the business landscape, but with innovation comes new legal and ethical challenges. In this episode of Insights for IT Negotiations , hosts John Belden and Kylie Chisholm speak with Sarah Alt, Chief Process and AI Officer at Michael Best, about the evolving landscape of AI legislation, ethical considerations, and the responsibilities of IT buyers and vendors. From Wisconsin’s AI legislative study to the global impact of the EU AI Act, this discussion provides key insights for IT decision-makers. Sarah also shares her top three rules for evaluating AI-powered solutions. Resources: Follow Sarah on LinkedIn LEGISTLATION TRACKER – Michael Best's AI Services PODCAST - 3 Market Forces Driving the IT Landscape in 2025 For a more tailored conversation around your 2025 strategy and Gen AI goals, Contact Us to learn how UpperEdge can help. For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter .…
I
Insights for IT Negotiations
1 SaaS Vendors' Shift to Consumption-Based Licensing 5:34
5:34 Play Later Play Later Lists Like Liked5:34
Play Later Play Later Lists Like LikedAs the biggest SaaS vendors (Microsoft, ServiceNow, and Salesforce) pivot to consumption-based licensing models for AI products and services, how will it impact customers' pricing and long-term value? In this episode, we break down the major industry licensing shift, what’s driving it on the vendors' side, and what customers need to negotiate to ensure they aren’t left behind. From upfront discounts to renewal protections and volume discount structures, we discuss the key strategies businesses must adopt to navigate this changing landscape. If you have an upcoming negotiation, this is a must-listen! Explore our Advisory Services here.…
I
Insights for IT Negotiations
1 Salesforce Shakeup - New Leadership, AI Strategy and Market Reactions 6:22
6:22 Play Later Play Later Lists Like Liked6:22
Play Later Play Later Lists Like LikedSalesforce just made a game-changing announcement—combining the COO and CFO roles into one, appointing Robin Washington to lead the charge. But with longtime executives Brian Millham and Amy Weaver stepping down, the market is reacting with skepticism. In this episode, we break down what this leadership shift means for Salesforce’s AI-driven future, how customers should prepare for these changes, and why Benioff is doubling down on Agentforce. Stay tuned for expert insights on what’s next for the cloud giant.…
I
Insights for IT Negotiations
1 Salesforce Needs Customers to Use Agentforce - This Could be a Good Thing for Customers 7:37
7:37 Play Later Play Later Lists Like Liked7:37
Play Later Play Later Lists Like LikedIn this episode, we dive into the latest Salesforce renewal negotiations and the growing emphasis on AI and Data Cloud. With Salesforce pushing hard for Agentforce adoption, our Salesforce expert breaks down what this means for customers, the hidden costs behind consumption-based pricing, and the strategies you need to maximize value from your existing investments. Learn how to navigate pricing structures, secure discounts, and avoid future surprises. If you're a Salesforce customer facing renewal discussions, this is an episode you can't afford to miss! Learn more about how we can support your Salesforce negotiations by exploring our Salesforce Advisory Services .…
I
Insights for IT Negotiations
1 Microsoft’s Q2 FY2025 Earnings: Cloud Growth, AI Focus, and Enterprise Negotiation Opportunities 8:19
8:19 Play Later Play Later Lists Like Liked8:19
Play Later Play Later Lists Like LikedMicrosoft just reported its Q2 FY2025 earnings, highlighting strong cloud growth but falling short on future guidance. With AI-driven revenue at the forefront, Microsoft is pushing hard for greater adoption of Copilot, Microsoft 365 E5, and Azure services. If you’re an enterprise customer, this is the moment to negotiate better pricing, ensure transparency, and secure renewal protections. Microsoft needs you to use more—leverage that to get the best deal possible. Don’t miss this breakdown from UpperEdge’s expert Microsoft advisor on what it all means for your business. For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter .…
I
Insights for IT Negotiations
1 ServiceNow Q4 FY2024 Earnings: AI Growth, Bold Revenue Goals, and Negotiation Insights 9:23
9:23 Play Later Play Later Lists Like Liked9:23
Play Later Play Later Lists Like LikedServiceNow just reported its Q4 FY2024 earnings, revealing strong revenue growth but falling slightly short of analysts’ expectations. AI remains a major focus, with significant growth in its ProPlus offerings and a push toward increased customer adoption of Now Assist. With ambitious revenue targets of $15 billion by 2026 and $30 billion in the future, ServiceNow is looking to expand its footprint across IT, HR, and customer service. If you’re a customer, now is the time to negotiate better value and ensure transparency in pricing and consumption models. Don’t miss this deep dive from our ServiceNow expert advisor on what it all means for you. For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter .…
I
Insights for IT Negotiations
1 3 Market Forces Driving the IT Landscape in 2025 27:41
27:41 Play Later Play Later Lists Like Liked27:41
Play Later Play Later Lists Like LikedWelcome to Insights for IT Negotiations, a podcast by UpperEdge, a leading IT sourcing, negotiation, and project execution advisory firm. Join John Belden, UpperEdge’s Chief Research and Strategy Officer, and Kylie Chisholm, UpperEdge’s Marketing Manager, every other week as they share valuable insights to help you maximize the value of your key IT relationships. In this first episode of 2025, John and Kylie explore the key market forces set to shape the IT vendor landscape in the year ahead. They discuss the maturity of generative AI and its impact on Systems Integrators, the rising challenge of technical debt, and the federal policies that could significantly impact IT budgets and vendor strategies. Tune in for expert insights on how these trends will influence IT negotiations and how UpperEdge can help organizations navigate the shifting landscape. Resources: GRAPHIC – Visit the UpperEdge landing page for this episode to see an infographic on these market forces BLOG – Generative AI and AI Infrastructure from the Cloud Services Providers PODCAST - Innovative AI: A Conversation with EY’s Michael Casey and Gaurav Rastogi For a more tailored conversation around your 2025 strategy and Gen AI goals, Contact Us to learn how UpperEdge can help. For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter .…
I
Insights for IT Negotiations
1 Innovative AI with EY’s Michael Casey and Gaurav Rastogi 50:00
50:00 Play Later Play Later Lists Like Liked50:00
Play Later Play Later Lists Like LikedWelcome to Insights for IT Negotiations, a podcast by UpperEdge , a leading IT sourcing, negotiation, and project execution advisory firm. Join John Belden, UpperEdge’s Chief Research and Strategy Officer, and Kylie Chisholm, UpperEdge’s Marketing Manager, every other week as they share valuable insights to help you maximize the value of your key IT relationships. This week, John and Kylie are talking with EY’s SAP CTO, Michael Casey, and Managing Director, Gaurav Rastogi, to dive into SAP ERP implementations, EY’s AI innovations, and how Michael and Gaurav see the landscape evolving with Generative AI. Tune in to learn more about their EY.AI platform, “human in the middle” approach to Generative AI, and how to holistically navigate your SAP ERP program. Michael Casey has over 27 years of experience delivering large-scale ERP transformations and working with industry leaders. As the CTO of EY’s SAP and ERP practice, Michael focuses on the deep end of technology as it relates to large-scale systems implementations and business transformations. Gaurav Rastogi has over 20 years of experience guiding organizations to achieving their goals through strategic design, deployment, and the optimization of technical solutions and complex systems architectures. As a Managing Director at EY, Gaurav provides strategic advice and hands-on guidance for emerging technologies to achieve business value. Resources: Michael Casey on LinkedIn Gaurav Rastogi on LinkedIn EY.AI Platform Understanding How Generative AI Impacts Your Implementation Methods Want to be a guest on Insights for IT Negotiations? Reach out here! For a more tailored conversation around your ERP implementation and Gen AI goals, reach out today to see how UpperEdge can help. For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter .…
I
Insights for IT Negotiations
1 Salesforce Q3 FY25 Earnings: Focused on Pushing Agentforce and Data Cloud On Customers 15:24
15:24 Play Later Play Later Lists Like Liked15:24
Play Later Play Later Lists Like LikedSalesforce’s Q3 FY25 total revenue came in at $9.44B, representing an 8% growth year-over-year. This came in slightly above the $9.35B expected by analysts. While Salesforce did slightly raise the low end of their Full Year FY25 guidance from $37.7B to $37.7B (high end set at $38B), they also maintained an expected single digit revenue growth for FY25 at 8%-9%. It is clear from the earnings call that CEO Marc Benioff and COO Brian Millham will push their sales organization, which will have 1000 new members soon, to get more customers to start using their AI Agent offering Agentforce. Salesforce had 200 Agentforce wins in Q3. It was also clear that Salesforce will be pitching Data Cloud as part of a package deal with Agentforce. The push on customers is expected to be aggressive given the important role adopting these products will play in driving revenue growth for Salesforce moving forward. In this podcast, Salesforce Practice Leader, Adam Mansfield, discusses what Salesforce’s earnings mean for customers and what customers should expect from Salesforce as they push through their upcoming negotiations (in term or at renewal). In addition, Adam provides his perspective on how best to prepare for Salesforce’s aggressive push to get customers to adopt and start using Agentforce and Data Cloud. For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter .…
I
Insights for IT Negotiations
1 Gen AI’s Impact on Field Services and MSPs: Actionable Insights for Customers 27:54
27:54 Play Later Play Later Lists Like Liked27:54
Play Later Play Later Lists Like LikedWelcome to Insights for IT Negotiations, a podcast by UpperEdge , a leading IT sourcing, negotiation, and project execution advisory firm. Join John Belden, UpperEdge’s Chief Research and Strategy Officer, and Kylie Chisholm, UpperEdge’s Marketing Manager, every other week as they share valuable insights to help you maximize the value of your key IT relationships. This week, John and Kylie are talking with UpperEdge’s expert Managed Services advisor, Scott Braverman, about Generative AI’s impact on Managed Services offerings, specifically in the field services sector. They discuss why field services will likely be the most impacted by Gen AI and give tips for evaluating Gen AI in a field services environment. Resources: BLOG – 4 Actions to Enable Gen AI Success in Field Services WEBINAR – Mitigating Cloud Transformation Risks in AWS, Azure, and MSP Relationships For a more tailored conversation around your Managed Services and Gen AI goals, explore our Managed Services Advisory to see how UpperEdge can help. For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter .…
I
Insights for IT Negotiations
1 Microsoft FY25 Q1 Earnings: Microsoft Customers – Beware of Heavy AI Adoption Push 16:17
16:17 Play Later Play Later Lists Like Liked16:17
Play Later Play Later Lists Like LikedMicrosoft announced their FY25 Q1 earnings last evening. Total revenue was reported as $65.6B, better than the $64.5B that analysts were expecting. The critically important Microsoft Cloud revenue, which includes Azure, O365 Commercial, LinkedIn, Dynamics 365, and other cloud products, came in at $38.B, representing a 22% increase year-over-year. Microsoft’s go-forward success and revenue growth (including ARPU growth) will continue to be directly tied to Microsoft’s ability to expand their Cloud revenue and AI Business revenue, which is tracking towards becoming a $10B business. Their success will also be tied to getting more customers to adopt and use their AI solutions, like Microsoft 365 Copilot, GitHub Copilot, Copilot Studio and the agents built in Copilot, as well as get more customers to migrate to the costly all-in Microsoft 365 E5 suite. In this podcast, our Microsoft Practice Leader, Adam Mansfield, discusses how Microsoft customers can take advantage of Microsoft’s needs, clear goals and focus areas to ensure the right deal is struck at the negotiation table. He also covers what Microsoft customers should expect from the vendor as they prepare for their renewal negotiations. For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter .…
I
Insights for IT Negotiations
1 ServiceNow FY24 Q3 Earnings: Reliance on AI Adoption Creates Leverage for Customers 16:13
16:13 Play Later Play Later Lists Like Liked16:13
Play Later Play Later Lists Like LikedServiceNow’s FY24 Q3 subscription revenue came in at $2.72B, representing 23% growth year-over-year while, once again, beating guidance and analyst expectations. ServiceNow also raised their full year FY24 subscription revenue guidance, now expecting somewhere between $10.65B and $10.66B, about a 23% growth. In this podcast, ServiceNow Practice Leader, Adam Mansfield, discusses what customers should expect from ServiceNow over the course of the upcoming year as the vendor does everything it can to enhance their position as a leader in the highly competitive GenAI and “AI Agents” space. More specifically, ServiceNow will continue to be focused on ramping upgrades and adoption of “Pro Plus” while also continuing to upsell and cross sell their current customers and adding net new logos. Adam also shares how customers can leverage ServiceNow’s clear goals tied to particular industries and product adoptions during their upcoming ServiceNow negotiations and renewals. For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter .…
I
Insights for IT Negotiations
1 The Key to Getting Your Workday Negotiation Right 30:14
30:14 Play Later Play Later Lists Like Liked30:14
Play Later Play Later Lists Like LikedWelcome to Insights for IT Negotiations, a podcast by UpperEdge , a leading IT sourcing, negotiation, and project execution advisory firm. Join John Belden, UpperEdge’s Chief Research and Strategy Officer, and Kylie Chisholm, UpperEdge’s Marketing Manager, every other week as they share valuable insights to help you maximize the value of your key IT relationships. This week, John and Kylie are talking with UpperEdge’s expert Workday advisors, Jeff Lazarto and Erwann Couesbot, about the ways you can strategically elevate your Workday negotiations to maximize success. Jeff and Erwann discuss Workday licensing basics, key financial and commercial terms, and how Gen AI could impact your Workday negotiation strategy moving forward. Resources: ON-DEMAND WEBINAR – Elevate Your Workday Negotiations to Maximize Success BLOG – Evaluating Workday’s LDP: Critical Insights for Small & Mid-Sized Businesses COMPLIMENTARY ASSESSMENT – SmartDeal by UpperEdge For a more tailored conversation around your Workday relationship and goals, explore our Workday Advisory Services to see how UpperEdge can help. For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter .…
I
Insights for IT Negotiations
1 Salesforce Agentforce: How This New AI Feature Will Impact Customers 35:27
35:27 Play Later Play Later Lists Like Liked35:27
Play Later Play Later Lists Like LikedWelcome to Insights for IT Negotiations, a podcast by UpperEdge , a leading IT sourcing, negotiation, and project execution advisory firm. Join John Belden, UpperEdge’s Chief Research and Strategy Officer, and Kylie Chisholm, UpperEdge’s Marketing Manager, every other week as they share valuable insights to help you maximize the value of your key IT relationships. This week, John and Kylie are talking with UpperEdge’s Salesforce expert advisor, Adam Mansfield , about the vendor’s recent Dreamforce event and the big new release that came out of it: Agentforce. Adam breaks down what Agentforce is, how it’s priced, what products it integrates with, and how customers should approach their upcoming Salesforce renewals and negotiations now that Agentforce will be pushed on them. Resources: UPCOMING WEBINAR – Proven Salesforce Negotiation Strategies for Maximizing Value SALESFORCE NEWSLETTER – Resources for After Dreamforce BLOG – How to Prepare for Your Salesforce Negotiation For a more tailored conversation around your Salesforce relationship and goals, explore our Salesforce Advisory Services to see how UpperEdge can help. For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter .…
I
Insights for IT Negotiations
Welcome to Insights for IT Negotiations, a podcast by UpperEdge , a leading IT sourcing, negotiation, and project execution advisory firm. Join John Belden, UpperEdge’s Chief Research and Strategy Officer, and Kylie Chisholm, UpperEdge’s Marketing Manager, every other week as they share valuable insights to help you maximize the value of your key IT relationships. This week, John and Kylie are taking a deep dive into the various Generative AI platforms, specifically AWS SageMaker, Microsoft Azure AI and Nvidia AI Enterprise. John breaks down what each of these platforms offer, how they compare to and differ from one another, and the pricing structure for each platform to help you make the most informed decision in your evaluations. Resources: PODCAST – 9 Predictions for Generative AI in ERP Implementations ON-DEMAND WEBINAR – Vendor AI-Enabled Delivery Models: Extracting Value from Your IT Suppliers BLOG – Generative AI: Reshaping SI Engagements and the Client Advantage For a more tailored conversation around your organization’s AI challenges and goals, reach out today to chat with our expert advisors. For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter .…
I
Insights for IT Negotiations
1 Salesforce FY25 Q2 Earnings: How Salesforce’s Revenue Should Inform Your Dreamforce Strategy 12:26
12:26 Play Later Play Later Lists Like Liked12:26
Play Later Play Later Lists Like LikedSalesforce’s Q1 FY25 total revenue came in at $9.325B, representing an 8% growth year-over-year. This came in slightly above the $9.225B expected by analysts. Operating Margin came in at 33.7%, beating the analyst expected 31.94%. While Salesforce did raise their FY25 operating margin guidance to 32.8%, they also maintained their expected single digit (8%-9%) revenue guidance for FY25, citing a predicted deceleration in license revenue growth for the back half of the year. In addition to revenue numbers, it was also announced during the earnings call that CFO Amy Weaver will be stepping down. It is clear from the earnings call that CEO Marc Benioff and COO Brian Millham will push their sales organization to get customers to start using their Agentforce AI offerings once it becomes available. Agentforce AI, along with Salesforce’s Data Cloud solution, will be aggressively pushed on customers to help Salesforce meet their revenue goals. In this podcast, Salesforce Practice Leader, Adam Mansfield, discusses what Salesforce’s earnings mean for customers and what customers should expect from Salesforce as they push through their upcoming negotiations and prepare for Dreamforce. In addition, Adam provides his perspective on how best to prepare for Salesforce’s aggressive push to get customers to adopt their AI solutions and Data Cloud. For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter .…
I
Insights for IT Negotiations
1 Understanding How Generative AI Impacts Your Implementation Methods 36:34
36:34 Play Later Play Later Lists Like Liked36:34
Play Later Play Later Lists Like LikedWelcome to Insights for IT Negotiations, a podcast by UpperEdge , a leading IT sourcing, negotiation, and project execution advisory firm. Join John Belden, UpperEdge’s Chief Research and Strategy Officer, and Kylie Chisholm, UpperEdge’s Marketing Manager, every other week as they share valuable insights to help you maximize the value of your key IT relationships. This week, John and Kylie chatted with Sam Bayaa , the Practice Leader for UpperEdge's Project Execution Advisory Services, to discuss how digital transformation implementation methods are affected by GenerativeAI. Sam speaks to the risks associated with implementing digital transformations in the age of AI, how companies can successfully mitigate those risks, and how leaders can manager these implementations effectively to ensure success. Resources Mentioned: PODCAST - Predictions for Generative AI’s Impact on ERP Implementations – A Mid-Year Update BLOG – Don’t Become an ERP Horror Story – Implement Solid Risk Management BLOG - Fear of Premature Escalation (FPE): Diagnose and Treat this Silent ERP Program Killer ON-DEMAND WEBINAR – Digital Transformations: Exposing and Mitigating Program Risks Other Resources: UPCOMING WEBINAR – Elevate Your Workday Negotiations to Maximize Success Explore our Project Execution Advisory Services to see how we help our clients optimize their Oracle deals. For a more tailored conversation around your organization’s Oracle relationship and goals, reach out today to chat with our expert advisors. For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter .…
I
Insights for IT Negotiations
1 Microsoft FY24 Q4 Earnings: Microsoft Will Push E5 and Copilot Adoption on Customers 12:21
12:21 Play Later Play Later Lists Like Liked12:21
Play Later Play Later Lists Like LikedMicrosoft announced their FY24 Q4 earnings recently, and the total Q4 revenue was reported as $64.7B, better than the $64.39B analysts were expecting. The critically important Microsoft Cloud revenue, which includes Azure, O365 Commercial, LinkedIn, Dynamics 365, and other cloud product, came in at $36.8B, representing a 21% increase year-over-year. Microsoft’s go-forward success and revenue growth (ARPU growth) will continue to be directly tied to Microsoft’s ability get more customers to adopt their AI solutions (Copilot for Microsoft 365, Copilot for Sales, Copilot for Service, GitHub Copilot, and Azure OpenAI) and increase volume over time. It is also heavily tied to Microsoft customers migrating to the costly all-in Microsoft 365 E5 suite. Microsoft also must continue to focus on getting customers to accelerate their Azure consumption and, at the very least, maintain current Unified Support. In this podcast, our Microsoft Practice Leader, Adam Mansfield, discusses how enterprise customers can take advantage of Microsoft’s needs and focus areas to ensure the right deal is struck at the negotiation table. He also covers what enterprise customers should expect from Microsoft as they prepare for their renewal negotiations. For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter .…
I
Insights for IT Negotiations
1 Predictions for Generative AI's Impact on ERP Implementations - A Mid-Year Update 31:11
31:11 Play Later Play Later Lists Like Liked31:11
Play Later Play Later Lists Like LikedWelcome to Insights for IT Negotiations, a podcast by UpperEdge , a leading IT sourcing, negotiation, and project execution advisory firm. Join John Belden, UpperEdge’s Chief Research and Strategy Officer, and Kylie Chisholm, UpperEdge’s Marketing Manager, every other week as they share valuable insights to help you maximize the value of your key IT relationships. This week, John and Kylie reflected on some predictions John made at the beginning of 2024 regarding how Generative AI would impact ERP implementations. John provides critical insights into data privacy, recent litigation, and SI delivery models and shares how your top IT suppliers may be using AI to win your business. Resources Mentioned: PODCAST – 9 Predictions for Generative AI in ERP Implementations SAPPHIRE CONTENT - Sapphire 2024: What We Learned from SAP's Annual Conference Other Resources: ON-DEMAND WEBINAR - Vendor AI-Enabled Delivery Models: Extracting Value from Your IT Suppliers BLOG - Generative AI: Reshaping SI Engagements and the Client Advantage For a more tailored conversation around your organization’s AI challenges and goals, reach out today to chat with our expert advisors. For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter .…
I
Insights for IT Negotiations
1 Strategies for Effectively Negotiating Oracle's OCI and UCC Models 21:49
21:49 Play Later Play Later Lists Like Liked21:49
Play Later Play Later Lists Like LikedWelcome to Insights for IT Negotiations, a podcast by UpperEdge , a leading IT sourcing, negotiation, and project execution advisory firm. Join John Belden, UpperEdge’s Chief Research and Strategy Officer, and Kylie Chisholm, UpperEdge’s Marketing Manager, every other week as they share valuable insights to help you maximize the value of your key IT relationships. This week, John and Kylie chatted with Shane Griffin , one of UpperEdge’s Oracle advisors, to Oracle Cloud Infrastructure (OCI) and Oracle's Universal Credits model. These licensing models are notoriously tricky to unravel, but understand the key components of the services can help you effectively evaluate and negotiate with Oracle. This episode gives you the strategies you need to better understand and leverage these models. Resources Mentioned: UPCOMING WEBINAR – Vendor AI-Enabled Delivery Models: Extracting Value from Your IT Suppliers ON-DEMAND WEBINAR – Unraveling Oracle’s OCI and Universal Credit Model Other Resources: BLOG POST – 5 Tips for Negotiating with Oracle PODCAST – Oracle Q4 FY24 Earnings: How Customers Can Navigate OCI Growth Opportunities Explore our Oracle Advisory Services to see how we help our clients optimize their Oracle deals. For a more tailored conversation around your organization’s Oracle relationship and goals, reach out today to chat with our expert advisors. For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter .…
I
Insights for IT Negotiations
1 SAP Sapphire 2024 Recap: How SAP Customers Can Leverage Key Insights 26:24
26:24 Play Later Play Later Lists Like Liked26:24
Play Later Play Later Lists Like LikedWelcome to Insights for IT Negotiations, a podcast by UpperEdge , a leading IT sourcing, negotiation, and project execution advisory firm. Join John Belden, UpperEdge’s Chief Research and Strategy Officer, and Kylie Chisholm, UpperEdge’s Marketing Manager, every other week as they share valuable insights to help you maximize the value of your key IT relationships. This week, John and Kylie chatted with Michael Wesseler , one of UpperEdge's SAP advisors, to discuss what we learned at SAP Sapphire this year. Michael discusses SAP's RISE and AI strategy, some of the questions customers still have after the conference, and ways to leverage what you learned at the negotiation table. Resources Mentioned: UPCOMING WEBINAR - Vendor AI-Enabled Delivery Models: Extracting Value from Your IT Suppliers ON-DEMAND WEBINAR - Unraveling Oracle's OCI and Universal Credit Model Other Resources: LINKEDIN NEWSLETTER - Pre-Sapphire Insights LINKEDIN NEWSLETTER - Post-Sapphire Insights ON-DEMAND WEBINAR - Navigating the Inevitable Journey to SAP RISE Explore our SAP Advisory Services to see how we help our clients optimize their SAP deals. For a more tailored conversation around your organization's SAP relationship and goals, reach out today to chat with our expert advisors.…
I
Insights for IT Negotiations
1 Oracle Q4 FY24 Earnings: How Customers Can Navigate OCI Growth Opportunities 7:51
7:51 Play Later Play Later Lists Like Liked7:51
Play Later Play Later Lists Like LikedOracle reported a great quarter, with their stock price up over 13%. A significant amount of their growth this quarter was cloud related, with their cloud revenue up over 23%. Oracle Cloud Infrastructure (OCI) revenue was also up 53%. Going forward, Oracle forecasts a tremendous amount of increase, including OCI growth at over 50% and total revenue growth at a double-digit rate. In this podcast, our Oracle Practice Leader, Jeff Lazarto, highlights some key growth opportunities for Oracle, including AI and cloud opportunities. He also breaks down how Oracle customers can use the vendor’s clear goals as leverage in their upcoming negotiations. For a more in depth discussion on how to evaluate and negotiate OCI, register for next week’s webinar here > https://upperedge.com/knowledge-center/webinars/event/unraveling-oracles-oci-and-universal-credit-model/ Host: Jeff Lazarto: https://bit.ly/37eCXdN Oracle Commercial Advisory Services: https://bit.ly/3jdtF7p…
I
Insights for IT Negotiations
1 Workday Q1 FY25 Earnings: Robust Negotiation Strategies Can Win Customers Competitive Deals 7:57
7:57 Play Later Play Later Lists Like Liked7:57
Play Later Play Later Lists Like LikedWorkday reported a strong quarter, with their revenue up 17% from the prior quarter and 18% year-over-year. However, this revenue is still down from the 20% growth they were experiencing in prior years. As a result, they have lowered their projection numbers for the remainder of the year. Workday is citing scrutiny on how money is being allocated for net new deals, something we are seeing happening across all software vendors. Customers are weary to take on larger transformation project and larger investments, especially when there is a lot of uncertainty in the market. Headcount growth was also cited as a reason for their lowered projection numbers. In this podcast, Workday Practice Leader Jeff Lazarto gives a high-level overview of the recent earnings results. He also maps out what to expect from Workday in the coming quarters as they try to accelerate revenue growth, especially for those clients in the public services, healthcare, and financial services industries. Lastly, he covers how customers can prepare for their upcoming Workday negotiations and renewals given this information. Host: Jeff Lazarto: https://bit.ly/37eCXdN Workday Commercial Advisory Services: https://bit.ly/3A6KOXt…
I
Insights for IT Negotiations
1 Salesforce Q1 FY25 Earnings: Lowered Revenue Guidance Creates Leverage for Customers 13:06
13:06 Play Later Play Later Lists Like Liked13:06
Play Later Play Later Lists Like LikedSalesforce’s Q1 FY25 total revenue came in at $9.13B, representing an 11% growth year-over-year. This was on the lower end of their guided range and came up short of the analyst expected $9.17B. Salesforce now expects their FY25 subscription and support revenue growth to come in slightly below 10% (Salesforce’s better way of saying single digit). Elongated deal cycles, deal compression, and high levels of budget scrutiny have been cited as the driving factors to the slowed growth. It is clear from the earnings call that Salesforce, and the Salesforce account executives, need to turn things around; your Saleforce reps will be focused on getting customers to adopt Data Cloud and their GenAI offering, Einstein Copilot. They will also be leaning on price and packaging changes to drive revenue growth as well. In this podcast, Salesforce Practice Leader, Adam Mansfield, discusses what Salesforce’s earnings mean for customers and what customers should expect from Salesforce as they push through their upcoming negotiations, whether in term or at renewal. In addition, Adam provides his perspective on how best to prepare for Salesforce’s aggressive push to upsell and cross sell their current customers. Host: Adam Mansfield: https://bit.ly/3rPGp8r SalesForce Commercial Advisory Services: https://bit.ly/2V78ADX…
I
Insights for IT Negotiations
1 Microsoft FY24 Q3 Earnings: Q4 Guidance Provides Negotiation Leverage for Customers 15:51
15:51 Play Later Play Later Lists Like Liked15:51
Play Later Play Later Lists Like LikedMicrosoft announced their FY24 Q3 earnings yesterday. Total revenue was reported as $61.9B, better than the $60.9B analysts were expecting. The critically important Microsoft Cloud revenue, which includes Azure, O365 Commercial, LinkedIn, Dynamics 365 and other cloud products, came in at $35.1B, representing a 23% increase year-over-year. Microsoft’s Azure revenue grew 31% in the quarter, which is an acceleration from the prior quarter with 7 points coming from Microsoft’s AI services. Microsoft’s go-forward success and revenue growth will continue to be directly tied to Microsoft’s ability to get more customers to adopt cloud products, AI solutions (Copilot for Microsoft 365, Copilot for Sales, Copilot for Service, GitHub Copilot, and Azure OpenAI) and migrate to the costly all-in Microsoft 365 E5 suite. In this podcast, our Microsoft Practice Leader, Adam Mansfield, discusses how customers can take advantage of Microsoft’s needs and focus areas to ensure the right deal is struck at the negotiation table. He also covers what enterprise customers should expect from Microsoft as they prepare for their in-term (“early renewal”) or renewal negotiations. Host: Adam Mansfield: https://bit.ly/3rPGp8r Microsoft Commercial Advisory Services: https://bit.ly/2V78ADX…
I
Insights for IT Negotiations
1 ServiceNow Q1 FY24 Earnings: Customers Need to Expect Aggressive “Pro Plus” AI Push 12:42
12:42 Play Later Play Later Lists Like Liked12:42
Play Later Play Later Lists Like LikedServiceNow’s Q1 FY24 subscription revenue came in at $2.523B, representing 25% growth year-over-year while also beating guidance and analyst expectations. ServiceNow also slightly raised their full year FY24 subscription revenue guidance, now expecting somewhere between $10.56B and $10.575B, which would represent 21.5 to 22% growth. In this podcast, ServiceNow Practice Leader, Adam Mansfield, discusses what customers should expect from ServiceNow over the course of the upcoming year as ServiceNow does everything it can to accelerate their GenAI product adoption (specifically ramping upgrades and adoption of “Pro Plus”) while also continuing to upsell and cross sell their current customers and adding net new logos. He also shares how customers can leverage ServiceNow’s clear goals during their upcoming ServiceNow negotiations and renewals. Host: Adam Mansfield: https://bit.ly/3rPGp8r ServiceNow Commercial Advisory Services: https://bit.ly/3ls6VDt…
I
Insights for IT Negotiations
1 Oracle Q3 FY24 Earnings: Continued Focus on the Cloud 4:58
4:58 Play Later Play Later Lists Like Liked4:58
Play Later Play Later Lists Like LikedOracle’s Q3 2024 earnings call was released earlier this week, and it should come as no surprise that they continue to be laser-focused on the cloud. If you’re an existing or prospective Oracle customer, you can benefit from Oracle’s priorities in your upcoming negotiations. In this podcast, Oracle Practice Manager Shane Griffin gives a high-level overview of the recent earnings results and covers how customers can prepare for their upcoming Oracle negotiations and renewals given this information. Host: Shane Griffin: https://bit.ly/43ADl2V Oracle Commercial Advisory Services: https://bit.ly/3jdtF7p…
I
Insights for IT Negotiations
1 Leveraging Workday’s Success: Insights for Customers from FY2024 Earnings 4:34
4:34 Play Later Play Later Lists Like Liked4:34
Play Later Play Later Lists Like LikedWorkday's FY24 revenue saw an impressive increase, with total revenue reaching $1.90 billion and marking a 17% year-over-year growth. This growth was slightly ahead of Workday’s target and supported by an increase in net-new customers, ongoing focus on the healthcare sector and early renewals. In this podcast, Workday Practice Manager Erwann Couesbot gives a high-level overview of the recent earnings results. He also maps out what to expect from Workday in the coming year as they continue to accelerate growth internally and in the healthcare, higher education, and government sectors. Lastly, he covers how customers can prepare for their upcoming Workday negotiations and renewals given this information. Host: Erwann Couesbot: https://bit.ly/2WIKJdX Workday Commercial Advisory Services: https://bit.ly/2TTLjEO…
I
Insights for IT Negotiations
1 Salesforce Q4 FY24 Earnings: Pay Attention to Einstein Copilot and Data Cloud 12:00
12:00 Play Later Play Later Lists Like Liked12:00
Play Later Play Later Lists Like LikedSalesforce’s FY24 total revenue came in at $34.9B, representing an 11% growth year-over-year. However, this did come in much lower than the 18% growth posted in FY23. Salesforce’s FY25 guidance also represents a continued decline in growth, as the midpoint of Salesforce’s forecasted revenue would represent roughly 8.6% growth. It is clear from the earnings call that Salesforce, and the Salesforce account executives, will be focused on getting customers to adopt both Data Cloud and the newly released Einstein Copilot. Salesforce will be pushing Einstein Copilot either as an add-on to the current Sales Cloud and/or Service Cloud subscriptions or an upgrade to the most robust and expensive “Einstein 1” edition (formerly “Unlimited Plus”). An “Einstein 1” adoption or upgrade also inevitably comes with Data Cloud adoption. In this podcast, Salesforce Practice Leader, Adam Mansfield, discusses what Salesforce’s earnings mean for customers and what customers should expect from Salesforce as they push through their upcoming negotiations, whether in term or at renewal. In addition, Adam provides his perspective on how best to prepare for Salesforce’s aggressive push to upsell and cross sell their current customers. Host: Adam Mansfield: https://bit.ly/3rPGp8r SalesForce Commercial Advisory Services: https://bit.ly/2V78ADX…
I
Insights for IT Negotiations
1 Microsoft FY24 Q2 Earnings: Microsoft’s Push for AI Product Adoption 13:12
13:12 Play Later Play Later Lists Like Liked13:12
Play Later Play Later Lists Like LikedMicrosoft announced their FY24 Q2 earnings yesterday. Total revenue was reported as $62B, better than the $61.1B analysts were expecting. The critically important Microsoft Cloud revenue, which includes Azure, O365 Commercial, LinkedIn, Dynamics 365 and other cloud product, came in at $33.7B, representing a 24% increase year-over-year. Microsoft’s go-forward success and revenue growth will continue to be directly tied to Microsoft’s ability get more customers to adopt cloud products, adopt AI solutions (Copilot for Microsoft 365, Copilot for Sales, Copilot for Service, GitHub Copilot, and Azure OpenAI) and migrate to the costly all-in Microsoft 365 E5 suite. In this podcast, our Microsoft Practice Leader, Adam Mansfield, discusses how enterprise customers can take advantage of Microsoft’s needs and focus areas to ensure the right deal is struck at the negotiation table. He also covers what enterprise customers should expect from Microsoft as they prepare for their renewal negotiations. Host: Adam Mansfield: https://bit.ly/3rPGp8r Microsoft Commercial Advisory Services: https://bit.ly/2V78ADX…
I
Insights for IT Negotiations
1 ServiceNow Q4 FY23 & Full Year Earnings: How Customers Can Navigate AI Product Pushes 14:10
14:10 Play Later Play Later Lists Like Liked14:10
Play Later Play Later Lists Like LikedServiceNow’s Q4 subscription revenue came in at $2.37B, representing 27% growth year-over-year while also beating guidance and analyst expectations. ServiceNow also raised their full year FY24 subscription revenue guidance by $165M, now expecting somewhere between $10.56B and $10.58B, which would represent 21.5 to 22% growth. In this podcast, ServiceNow Practice Leader, Adam Mansfield, discusses what customers should expect from ServiceNow over the course of the upcoming year as ServiceNow does everything it can to accelerate their Gen AI product adoption (specifically their “Pro Plus” SKU), while also continuing to upsell and cross sell their current customers and adding net new logos. He also shares how customers can leverage ServiceNow’s clear goals during their upcoming ServiceNow negotiations and renewals. Host: Adam Mansfield: https://bit.ly/3rPGp8r ServiceNow Commercial Advisory Services: https://bit.ly/3ls6VDt…
I
Insights for IT Negotiations
1 Copilot for Microsoft 365 is Now More Widely Available – What Customers Need to Know 7:45
7:45 Play Later Play Later Lists Like Liked7:45
Play Later Play Later Lists Like LikedMicrosoft made some pretty big announcements tied to their Copilot for Microsoft 365 offering. In this podcast, Microsoft Practice Leader, Adam Mansfield, shares his thoughts on each announcement and what customers need to be thinking about as they consider adopting Copilot for Microsoft 365. Host: Adam Mansfield: https://bit.ly/3rPGp8r Microsoft Commercial Advisory Services: https://bit.ly/2V78ADX…
I
Insights for IT Negotiations
1 Salesforce Q3 FY24: Key Focus Areas Salesforce Customers Should Be Aware Of 17:41
17:41 Play Later Play Later Lists Like Liked17:41
Play Later Play Later Lists Like LikedSalesforce’s Q3 subscription and support revenue came in at $8.14B, representing 13% growth year-over-year, but fairly flat revenue growth when compared to other quarters in FY24. It also represents significantly lower growth when compared against the 18% growth posted last Q3. During the earnings call, CEO, Marc Benioff, made it clear that he and Salesforce are focused on: (1) Increasing profitability (2) Being the #1 AI CRM (3) Getting sales executives to be able to tell the stories of AI success (4) Delivering new products and new technologies (Unlimited Edition Plus, Data Cloud, Einstein GPT Copilot…etc.) (5) Delivering great implementations and making sure customers are successful (6) The Ohana 2.0 culture. In this podcast, Salesforce Practice Leader, Adam Mansfield, discusses what Salesforce’s earnings mean for customers and what customers should expect from Salesforce as they push through renewal negotiations. In addition, Adam provides his perspective on how best to prepare for Salesforce’s aggressive push to upsell and cross sell their current customers. He also shares how customers can leverage Salesforce’s clear goals and areas of focus during their upcoming negotiations. Host: Adam Mansfield: https://bit.ly/3rPGp8r SalesForce Commercial Advisory Services: https://bit.ly/2V78ADX…
I
Insights for IT Negotiations
1 Salesforce Q2 FY24 Earnings: How Customer’s Can Navigate “AI + Data + CRM + Trust” 17:17
17:17 Play Later Play Later Lists Like Liked17:17
Play Later Play Later Lists Like LikedSalesforce’s Q2 FY24 total revenue came in at $8.6B, beating analysts expected $8.53B, and represented 11% growth year-over-year. Salesforce raised their full year FY24 revenue guidance from $34.7B to $34.8B, which would represent 11% growth year-over-year and beat the expected guidance of $34.65B. They stated recent price increases were accounted for in these numbers, but the increases did not have a significant influence on what they are now expecting for revenue. Elongated sales cycles, additional deal approval layers and deal compression were also factored into Salesforce’s revenue guidance. It was made abundantly clear that Salesforce is going to be heavily pushing Data Cloud and AI solutions, like AI CRM, onto their customer base. Both are seen as significant revenue and cloud expansion drivers for Benioff’s modern version of Salesforce: “AI + Data + CRM + Trust.” In this podcast, our Salesforce Practice Leader, Adam Mansfield, discusses what customers should expect from Salesforce leading up to their year-end and beyond. He also shares how customers should approach Salesforce and how best to leverage Salesforce’s clear goals during their upcoming negotiations. Host: Adam Mansfield: https://bit.ly/3rPGp8r SalesForce Commercial Advisory Services: https://bit.ly/2V78ADX…
I
Insights for IT Negotiations
1 Tips for Salesforce Customers Ahead of Announced Price Increases 6:24
6:24 Play Later Play Later Lists Like Liked6:24
Play Later Play Later Lists Like LikedSalesforce announced that they will be increasing list prices by an average of 9% across Sales Cloud, Service Cloud, Marketing Cloud, Industries and Tableau products. Salesforce’s last list price increase was over seven years ago, so it was only a matter of time. As further justification for the price increases, Salesforce also cited the fact that they have delivered 22 new releases, thousands of new features, including recent generative AI innovations, over the last seven years. In this podcast, our Salesforce Practice Leader, Adam Mansfield, shares insights into the specific price increases and the products these increases will affect. He also shares his thoughts on what this means for Salesforce customers, including what customers should do to get ahead of their challenging renewal negotiations with Salesforce. Host: Adam Mansfield: https://bit.ly/3rPGp8r SalesForce Commercial Advisory Services: https://bit.ly/2V78ADX…
I
Insights for IT Negotiations
1 Oracle FY23 Q4 Earnings: Customer Success Service Puts Oracle Customers First 9:08
9:08 Play Later Play Later Lists Like Liked9:08
Play Later Play Later Lists Like LikedOracle had an exceptionally strong quarter in FY23 Q4, showing considerable revenue growth across their Cloud Fusion (up 47%), ERP (up 28%), and NetSuite (up 24%) offerings. Over the past several quarters, Oracle has maintained steady growth numbers, especially for their cloud offerings, proving that they have caught up with competitors like Workday in the cloud market. The growth they are seeing in their cloud business is now outpacing the decline of on-premise environments as customers migrate to Oracle cloud. In this podcast, our Oracle Practice Leader, Jeff Lazarto, discusses how Oracle has been able to achieve such substantial growth and how their new Customer Success Service (CSS) offering could help them maintain that growth through value realization, higher renewal rates and portfolio expansions. Plus, he highlights some of the ways AI is being integrated into Oracle’s products. Host: Jeff Lazarto: https://bit.ly/37eCXdN Oracle Commercial Advisory Services: https://bit.ly/3jdtF7p…
I
Insights for IT Negotiations
1 Workday FY24 Q1 Earnings: Target Industries Have Significant Negotiation Leverage 7:55
7:55 Play Later Play Later Lists Like Liked7:55
Play Later Play Later Lists Like LikedWorkday had another solid quarter in FY24 Q1. They announced a 23% growth in revenue, beating market expectations and their 20% target. However, with upcoming changes in leadership at the C-Suite level and an uncertain macroeconomic environment that’s causing elongated sales cycles, it will be critical for Workday to maintain the growth momentum they have built over the last several quarters. In this podcast, our Workday Practice Leader, Jeff Lazarto, highlights the key takeaways from the earnings call and ways customers can leverage Workday’s goals to achieve a more competitive deal, especially for Healthcare, Financial Services, and High Education customers which Workday’s sales reps continue to aggressively target. Host: Jeff Lazarto: https://bit.ly/37eCXdN Workday Commercial Advisory Services: https://bit.ly/3A6KOXt…
I
Insights for IT Negotiations
1 Salesforce Q1 FY24: Slowed Growth Should Alert Customers 17:21
17:21 Play Later Play Later Lists Like Liked17:21
Play Later Play Later Lists Like LikedSalesforce released their Q1 FY24 earnings, and while they did beat their previously forecasted revenue target, they reported their slowest revenue growth since 2010 and stated they expect this slowed growth to continue. Salesforce’s total revenue for the quarter was $8.25B, up 11%. Salesforce also reiterated full year FY24 total revenue guidance of $34.5B to $34.7B, which would represent 10% growth. In this podcast, our Salesforce Practice Leader, Adam Mansfield, discusses what to expect from Salesforce as they navigate customer sales cycles and renewal negotiations. Salesforce is going to be focused on pushing customers to adopt more products through aggressive sales pitches that bring together logical product portfolios for the customer to adopt. This will likely include a strong pitch centered around Salesforce’s “AI + Data + CRM” strategy and Industry Cloud adoption. He also shares his thoughts on what customers should do to appropriately prepare for Salesforce’s playbook and approach to ensure they don’t leave anything on the table at the end of their negotiations with Salesforce.…
I
Insights for IT Negotiations
1 ServiceNow FY23 Q1: What Existing Customers Can Expect This Year 15:27
15:27 Play Later Play Later Lists Like Liked15:27
Play Later Play Later Lists Like LikedServiceNow’s FY23 Q1 subscription revenue came in at $2.024B, representing 24% growth year-over-year and beating the $1.996B analysts were expecting. ServiceNow also raised full year FY23 subscription revenue guidance, citing a pipeline that continues to look robust for the remainder of the year. ServiceNow closed 66 transactions in the quarter with over $1M in net-new ACV. This was up 27% year-over-year. ServiceNow also mentioned that 85% of its net-new ACV still comes from existing customers. In this podcast, UpperEdge’s ServiceNow Practice Leader, Adam Mansfield, discusses what customers should expect from ServiceNow over the course of the upcoming year as it works to upsell and cross sell its current customers while adding net new logos. He also shares how customers can leverage ServiceNow’s clear goals during their upcoming negotiations and renewals. Host: Adam Mansfield: https://bit.ly/3rPGp8r ServiceNow Commercial Advisory Services: https://bit.ly/3ls6VDt…
I
Insights for IT Negotiations
1 Microsoft FY23 Q3 Earnings: Leverage Points for Customers Being Pushed to Use More Cloud 15:02
15:02 Play Later Play Later Lists Like Liked15:02
Play Later Play Later Lists Like LikedMicrosoft’s FY23 Q3 earnings were published yesterday, and total revenue was reported as $52.9B, better than the $51.02B analysts were expecting. Most importantly, Microsoft Cloud revenue (which includes Azure, O365 Commercial, LinkedIn, Dynamics 365 and other cloud products) was reported at $28.5B, representing a 22% increase year-over-year and coming in slightly ahead of expectations. However, Cloud revenue growth has slowed, especially when you consider it was 32% back in FY22 Q3. Microsoft’s go-forward success will continue to be directly tied to Microsoft’s ability get more customers to adopt Microsoft’s Cloud products. CEO Satya Nadella not only lead off his opening remarks with covering the Microsoft Cloud revenue growth but he also said one of the priorities Microsoft is going to focus on is “Helping customers use the breadth and depth of Microsoft Cloud to get the most value out of their digital spend.” In this podcast, our Microsoft Practice Leader, Adam Mansfield, discusses how enterprise customers can take advantage of Microsoft’s focus on helping customers realize more value from their spend. He also covers what enterprise customers should expect from Microsoft in the coming quarters as they try to accelerate Microsoft Cloud growth.…
I
Insights for IT Negotiations
1 Oracle FY23 Q3 Earnings: How Your Product Purchases Can Act as Leverage 5:38
5:38 Play Later Play Later Lists Like Liked5:38
Play Later Play Later Lists Like LikedOracle closed out another strong quarter with the following highlights from their FY23 Q3 earnings call: • Cloud growth was up 45% • SaaS offerings like FusionERP and NetSuite showed increases of 20% and 26%, respectively. • Oracle Cloud Infrastructure’s consumption rate was up 86% • IaaS revenue was up 57% With numbers going up across the board, Oracle’s continued cloud growth reflects the current industry trends, and their numbers withstand a tough macroeconomic environment. As Oracle continues to think strategically about their revenue and consumption growth, Oracle customers need to have a firm understanding of this strategy so they can leverage it at the negotiation table. In this podcast, our Oracle Practice Leader, Jeff Lazarto, maps out some of Oracle’s goals that customers can use in their negotiation strategy. Host: Jeff Lazarto: https://bit.ly/37eCXdN Oracle Commercial Advisory Services: https://bit.ly/3jdtF7p…
I
Insights for IT Negotiations
1 Workday FY23 Q4 Earnings: How Customers can Leverage Workday’s Goals 7:43
7:43 Play Later Play Later Lists Like Liked7:43
Play Later Play Later Lists Like LikedWorkday fell short of expectations in their most recent FY23 Q4 earnings call, but their revenue was still posted as a 20% increase year-over-year and their overall growth projections throughout the next FY remain accurate. These numbers are a direct result of elongated sales cycles in an economic downturn, but Workday continues to leverage their current customer base to increase renewal rates. In this podcast, Workday Practice Leader Jeff Lazarto gives a high-level overview of the recent earnings results. He also maps out what to expect from Workday in the coming year as they continue to accelerate growth as well as how customers can prepare for their upcoming Workday negotiations and renewals given this information. Host: Jeff Lazarto: https://bit.ly/37eCXdN Workday Commercial Advisory Services: https://bit.ly/3A6KOXt…
Welcome to Player FM!
Player FM is scanning the web for high-quality podcasts for you to enjoy right now. It's the best podcast app and works on Android, iPhone, and the web. Signup to sync subscriptions across devices.
Similar to Insights for IT Negotiations
Big tech is transforming every aspect of our world. But how, and at what cost? This season of Land of the Giants – The Disney Dilemma – focuses on Disney’s ability to weather the ups and downs of the business cycle and changing tastes and explores what has kept it successful for over 100 years. The entertainment giant has leveraged nostalgia and its intellectual property to build a beloved brand, but after an acquisition spree that included Marvel, Lucasfilm, and 20th Century Fox, can it sus ...
…
continue reading
T
The Influence Factor by The Influencer Marketing Factory
1
The Influence Factor by The Influencer Marketing Factory
The Influencer Marketing Factory
37k130
Alessandro Bogliari, CEO and Co-Founder of The Influencer Marketing Factory, a global influencer marketing agency, talks with great guests about influencer marketing, social media, the creator economy, social commerce and much more.
…
continue reading
Wharton faculty and industry leaders discuss their latest research, books, and relevant business topics. Hosted on Acast. See acast.com/privacy for more information.
…
continue reading
It didn’t all change in March 2020. Not really. The UK high street has been in the throes of a gradual revolution for decades. From the rise of ecommerce, to the birth of mobile, social commerce, and a growing emphasis on experience, change has been underway for a while. In fact for many, the pandemic has acted as a wake-up call. Digital transformation was no longer a ‘nice to have’ but a matter of survival. Necessity sparked innovation and customers are enjoying more flexibility and conveni ...
…
continue reading
Capitalmind looks at stocks, bonds, funds and the macro to bring you their view on the Indian financial markets. We discuss all things related to investing at our focussed podcast that keeps it simple. For more, go to capitalmind.in and to invest with us, visit capitalmindwealth.com
…
continue reading
Call them changemakers. Call them rule breakers. We call them Redefiners. And in this provocative podcast, we explore how daring leaders from across industries and around the globe are redefining their organizations—and themselves—to create extraordinary impact in today’s rapidly changing world. In each episode, Russell Reynolds Associates Leadership Advisor Hoda Tahoun and former CEO Clarke Murphy host engaging, purposeful conversations with leaders in and out of the business world who shar ...
…
continue reading
The Moneycontrol Podcast is your daily source of business news, investment analysis and advice on stocks and the markets. Tune in to broaden your horizons with podcasts by journalists, experts and analysts giving you a head-start in the investment game.
…
continue reading
In each episode of "Goldman Sachs Exchanges," people from the firm share their insights on developments shaping industries, markets and the global economy.
…
continue reading
News and views on business and the world of personal finance. Plus the very latest from the financial markets around the globe
…
continue reading
Custom Manufacturing Industry podcast is an entrepreneurship and motivational podcast on all platforms, hosted by Aaron Clippinger. Being CEO of multiple companies including the signage industry and the software industry, Aaron has over 20 years of consulting and business management. His software has grown internationally and with over a billion dollars annually going through the software. Using his Accounting degree, Aaron will be talking about his organizational ways to get things done. Hi ...
…
continue reading
Player FM - Podcast App
Go offline with the Player FM app!
Go offline with the Player FM app!
