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Understanding How Generative AI Impacts Your Implementation Methods
Manage episode 435587009 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 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.
342 episodes
ShareManage episode 435587009 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 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.
342 episodes
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Insights for IT Negotiations
1 Salesforce Announces August Price Hike & New AgentForce and Slack Plans: Here’s What You Must Do Now 5:47
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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 .…
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Insights for IT Negotiations
1 AI-Fueled Cloud Lock-In: Why Escaping Your Vendor Just Got Harder 23:04
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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 .…
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Insights for IT Negotiations
1 Oracle’s FY25 Boom: AI, Cloud, and What It Means for Customers 6:52
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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 .…
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Insights for IT Negotiations
1 Is This Company Really Going to Make a 1 Million-Seat Microsoft 365 Copilot Commitment? 4:19
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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:…
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Insights for IT Negotiations
1 Is Microsoft 365 E7 Coming and Will it Include Microsoft 365 Copilot? 4:06
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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 .…
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Insights for IT Negotiations
1 How One Oracle Deal Delivered $11M in Savings: A Strategic Sourcing Case Study 12:21
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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 .…
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Insights for IT Negotiations
1 Workday Q1 FY26 Earnings: AI Expansion, Fast Deployments & What Customers Should Do Now 5:27
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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)…
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Insights for IT Negotiations
1 Salesforce Q1 FY26 Earnings: What AI (AgentForce), Data Cloud & Informatica Mean for Customers 9:30
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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 .…
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Insights for IT Negotiations
1 ServiceNow’s $1B AI Plan: What It Means for Customers 6:50
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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 .…
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Insights for IT Negotiations
1 Why the Right TPA Is Your Competitive Edge in the Age of AI 28:23
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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 .…
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Insights for IT Negotiations
1 Knowledge 2025 Recap: ServiceNow’s AI and CRM Push—What Customers Really Want 6:22
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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 .…
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Insights for IT Negotiations
1 Microsoft Earnings Reveal Strategy Shift: What Customers Must Know Before Renewals 8:16
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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 .…
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Insights for IT Negotiations
1 SaaS Vendor Frustrations: Price Hikes, AI Pushes & Finding Leverage 29:35
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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 .…
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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 .…
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Insights for IT Negotiations
1 SaaS Flexibility: A Promise That Was Never Fulfilled 6:50
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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 .…
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