Insights For IT Negotiations podcast

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The Big Pitch with Jimmy Carr

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Phil Wang Pitches Psychological Thriller Starring WHO?! 24:35

vor 13 Tagen24:35

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It’s the very first episode of The Big Pitch with Jimmy Carr and our first guest is Phil Wang! And Phil’s subgenre is…This Place is Evil. We’re talking psychological torture, we’re talking gory death scenes, we’re talking Lorraine Kelly?! The Big Pitch with Jimmy Carr is a brand new comedy podcast where each week a different celebrity guest pitches an idea for a film based on one of the SUPER niche sub-genres on Netflix. From ‘Steamy Crime Movies from the 1970s’ to ‘Australian Dysfunctional Family Comedies Starring A Strong Female Lead’, our celebrity guests will pitch their wacky plot, their dream cast, the marketing stunts, and everything in between. By the end of every episode, Jimmy Carr, Comedian by night / “Netflix Executive” by day, will decide whether the pitch is greenlit or condemned to development hell! Listen on all podcast platforms and watch on the Netflix Is A Joke YouTube Channel . The Big Pitch is a co-production by Netflix and BBC Studios Audio. Jimmy Carr is an award-winning stand-up comedian and writer, touring his brand-new show JIMMY CARR: LAUGHS FUNNY throughout the USA from May to November this year, as well as across the UK and Europe, before hitting Australia and New Zealand in early 2026. All info and tickets for the tour are available at JIMMYCARR.COM Production Coordinator: Becky Carewe-Jeffries Production Manager: Mabel Finnegan-Wright Editor: Stuart Reid Producer: Pete Strauss Executive Producer: Richard Morris Executive Producers for Netflix: Kathryn Huyghue, Erica Brady, and David Markowitz Set Design: Helen Coyston Studios: Tower Bridge Studios Make Up: Samantha Coughlan Cameras: Daniel Spencer Sound: Charlie Emery Branding: Tim Lane Photography: James Hole…

Insights for IT Negotiations

Serie-Home•Feed

The world's most trusted IT negotiation advisors for innovative IT sourcing and risk mitigation strategies

338 Episoden

#Business #UpperEdge #Google Cloud

Insights for IT Negotiations

updated vor 3 Tagen

Serie-Home•Feed

The world's most trusted IT negotiation advisors for innovative IT sourcing and risk mitigation strategies

338 Episoden

#Business #UpperEdge #Google Cloud

All episodes

1
Is Microsoft 365 E7 Coming and Will it Include Microsoft 365 Copilot? 4:06

vor 3 Tagen4:06

4:06

There 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 .…

1
How One Oracle Deal Delivered $11M in Savings: A Strategic Sourcing Case Study 12:21

vor 5 Tagen12:21

12:21

In 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 .…

1
Workday Q1 FY26 Earnings: AI Expansion, Fast Deployments & What Customers Should Do Now 5:27

vor 6 Tagen5:27

5:27

In 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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Salesforce Q1 FY26 Earnings: What AI (AgentForce), Data Cloud & Informatica Mean for Customers 9:30

vor 10 Tagen9:30

9:30

Salesforce 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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ServiceNow’s $1B AI Plan: What It Means for Customers 6:50

vor 24 Tagen6:50

6:50

In 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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Why the Right TPA Is Your Competitive Edge in the Age of AI 28:23

vor 25 Tagen28:23

28:23

As 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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Knowledge 2025 Recap: ServiceNow’s AI and CRM Push—What Customers Really Want 6:22

vor 5 weeks6:22

6:22

Fresh 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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Microsoft Earnings Reveal Strategy Shift: What Customers Must Know Before Renewals 8:16

vor 5 weeks8:16

8:16

In 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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SaaS Vendor Frustrations: Price Hikes, AI Pushes & Finding Leverage 29:35

vor 6 weeks29:35

29:35

In 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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ServiceNow’s Q1 FY25 Earnings: What Customers Must Prepare For 9:08

vor 6 weeks9:08

9:08

ServiceNow 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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SaaS Flexibility: A Promise That Was Never Fulfilled 6:50

vor 7 weeks6:50

6:50

In 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 .…

1
ServiceNow Knowledge 2025: How IT Leaders Can Turn the Conference into a Strategic Advantage 25:56

vor 7 weeks25:56

25:56

Heading 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 .…

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The Hidden Traps in SaaS Renewals: What Vendors Don’t Want You to Know 5:00

vor 8 weeks5:00

5:00

In 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 .…

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Navigating Salesforce’s Success and Security Offerings’ Licensing Metrics 7:17

vor 9 weeks7:17

7:17

In 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 .…

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ServiceNow Acquires Logik.ai: A Bold Move into the CRM Battlefield 6:57

vor 9 weeks6:57

6:57

Adam 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 .…

Insights for IT Negotiations

1
Salesforce Shakeup - New Leadership, AI Strategy and Market Reactions 6:22

vor 17 weeks6:22

6:22

Salesforce 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.…

Insights for IT Negotiations

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Salesforce Needs Customers to Use Agentforce - This Could be a Good Thing for Customers 7:37

vor 18 weeks7:37

7:37

In 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 .…

Insights for IT Negotiations

1
Microsoft’s Q2 FY2025 Earnings: Cloud Growth, AI Focus, and Enterprise Negotiation Opportunities 8:19

vor 18 weeks8:19

8:19

Microsoft 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 .…

Insights for IT Negotiations

1
ServiceNow Q4 FY2024 Earnings: AI Growth, Bold Revenue Goals, and Negotiation Insights 9:23

vor 18 weeks9:23

9:23

ServiceNow 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 .…

Insights for IT Negotiations

1
3 Market Forces Driving the IT Landscape in 2025 27:41

vor 19 weeks27:41

27:41

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. 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 .…

Insights for IT Negotiations

1
Innovative AI with EY’s Michael Casey and Gaurav Rastogi 50:00

vor 27 weeks50:00

50:00

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 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 .…

Insights for IT Negotiations

1
Salesforce Q3 FY25 Earnings: Focused on Pushing Agentforce and Data Cloud On Customers 15:24

vor 27 weeks15:24

15:24

Salesforce’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 .…

Insights for IT Negotiations

1
Gen AI’s Impact on Field Services and MSPs: Actionable Insights for Customers 27:54

vor 31 weeks27:54

27:54

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 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 .…

Insights for IT Negotiations

1
Microsoft FY25 Q1 Earnings: Microsoft Customers – Beware of Heavy AI Adoption Push 16:17

vor 32 weeks16:17

16:17

Microsoft 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 .…

Insights for IT Negotiations

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ServiceNow FY24 Q3 Earnings: Reliance on AI Adoption Creates Leverage for Customers 16:13

vor 33 weeks16:13

16:13

ServiceNow’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 .…

Insights for IT Negotiations

1
The Key to Getting Your Workday Negotiation Right 30:14

vor 34 weeks30:14

30:14

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 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 .…

Insights for IT Negotiations

1
Salesforce Agentforce: How This New AI Feature Will Impact Customers 35:27

vor 36 weeks35:27

35:27

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 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 .…

Insights for IT Negotiations

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Generative AI Platform Frameworks 32:08

vor 39 weeks32:08

32:08

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 .…

Insights for IT Negotiations

1
Salesforce FY25 Q2 Earnings: How Salesforce’s Revenue Should Inform Your Dreamforce Strategy 12:26

vor 40 weeks12:26

12:26

Salesforce’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 .…

Insights for IT Negotiations

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Understanding How Generative AI Impacts Your Implementation Methods 36:34

vor 42 weeks36:34

36:34

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 .…

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