Salesforce Q2 FY24 Earnings: How Customer’s Can Navigate “AI + Data + CRM + Trust”

Insights for IT Negotiations

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The Innovators & Investors Podcast

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Empowering Innovation: The Intersection of Corporate Venture Capital and AI-Driven Startups 1:00:22

vor 21 Tagen1:00:22

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Join us for an engaging episode of The Innovators and Investors Podcast, hosted by Kristian Marquez, where we explore the vibrant intersection of technology, investment, and entrepreneurship. This week, Kristian welcomes two dynamic guests: Kevin Weber, Managing Director at Amex Ventures, and Ayal Karmi, Co-founder and CEO of Nakuda. In this episode, Kevin shares his fascinating career journey, including his transition from corporate finance and M&A to venture capital at Amex Ventures, where he focuses on early-stage investments in sectors like fintech, AI, and cybersecurity. As Kevin describes his investment thesis, he emphasizes the importance of strategic partnerships and the alignment of their investments with American Express’s core business objectives. Our conversation then shifts to Ayal Karmi, who delves into the innovative solutions Nakuda is bringing to the market. As the company pioneers a system for AI agents to make seamless payments online, Ayal discusses the challenges and opportunities in automating the checkout process and enhancing transaction authenticity. Listeners can expect to gain valuable insights into the investment landscape, the evolving field of AI agents, and best practices for founders seeking to navigate the venture capital space. Furthermore, Kevin and Ayal offer advice on how to approach corporate venture capital, the significance of understanding investor expectations, and the future of agentic payments. Don’t miss this enlightening discussion that highlights the transformative power of technology and the shared mission of fostering innovation in today’s rapidly evolving market. Subscribe now to stay updated on the latest insights and trends in the world of innovation and finance! For more details, visit our website and read Ayal’s insightful blogs on Substack, https://substack.com/@nekuda? about autonomous payments to stay informed about the latest in AI technologies. Enjoy the episode! Learn more about Kevin's work https://www.americanexpress.com/us/business/american-express-ventures/ Connect with Kevin on LinkedIn https://www.linkedin.com/in/kevin-weber-b77b8028/ Think you'd be a great guest on the show? Apply https://finstratmgmt.com/innovators-investors-podcast/ Want to learn more about Kristian Marquez's work? Check out his website at https://finstratmgmt.com/…

vor 2 Jahren 17:17

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Salesforce’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

336 Episoden

#Business #UpperEdge #Google Cloud

Salesforce Q2 FY24 Earnings: How Customer’s Can Navigate “AI + Data + CRM + Trust”

Insights for IT Negotiations

published vor 2 Jahren

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336 Episoden

#Business #UpperEdge #Google Cloud

Alle Folgen

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

vor 18 hours5:27

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)…

1
Salesforce Q1 FY26 Earnings: What AI (AgentForce), Data Cloud & Informatica Mean for Customers 9:30

vor 5 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 .…

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

vor 19 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 .…

1
Why the Right TPA Is Your Competitive Edge in the Age of AI 28:23

vor 20 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 .…

1
Knowledge 2025 Recap: ServiceNow’s AI and CRM Push—What Customers Really Want 6:22

vor 27 Tagen6:22

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 .…

1
Microsoft Earnings Reveal Strategy Shift: What Customers Must Know Before Renewals 8:16

vor 29 Tagen8:16

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 .…

1
SaaS Vendor Frustrations: Price Hikes, AI Pushes & Finding Leverage 29:35

vor 5 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 .…

1
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 .…

1
SaaS Flexibility: A Promise That Was Never Fulfilled 6:50

vor 6 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 6 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 .…

1
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 .…

1
Navigating Salesforce’s Success and Security Offerings’ Licensing Metrics 7:17

vor 8 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 .…

1
ServiceNow Acquires Logik.ai: A Bold Move into the CRM Battlefield 6:57

vor 8 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 .…

vor 2 years17:17

17:17

Insights for IT Negotiations

1
Tips for Salesforce Customers Ahead of Announced Price Increases 6:24

vor 2 years6:24

6:24

Salesforce 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…

Insights for IT Negotiations

1
Oracle FY23 Q4 Earnings: Customer Success Service Puts Oracle Customers First 9:08

vor 2 years9:08

9:08

Oracle 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…

Insights for IT Negotiations

1
Workday FY24 Q1 Earnings: Target Industries Have Significant Negotiation Leverage 7:55

vor 2 years7:55

7:55

Workday 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…

Insights for IT Negotiations

1
Salesforce Q1 FY24: Slowed Growth Should Alert Customers 17:21

vor 2 years17:21

17:21

Salesforce 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.…

Insights for IT Negotiations

1
ServiceNow FY23 Q1: What Existing Customers Can Expect This Year 15:27

vor 2 years15:27

15:27

ServiceNow’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…

Insights for IT Negotiations

1
Microsoft FY23 Q3 Earnings: Leverage Points for Customers Being Pushed to Use More Cloud 15:02

vor 2 years15:02

15:02

Microsoft’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.…

Insights for IT Negotiations

1
Oracle FY23 Q3 Earnings: How Your Product Purchases Can Act as Leverage 5:38

vor 2 years5:38

5:38

Oracle 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…

Insights for IT Negotiations

1
Workday FY23 Q4 Earnings: How Customers can Leverage Workday’s Goals 7:43

vor 2 years7:43

7:43

Workday 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…

Insights for IT Negotiations

1
Salesforce Q4 FY23 Earnings: How Salesforce’s Focus on Profitability Will Impact Customers 17:58

vor 2 years17:58

17:58

Salesforce’s Q4 FY23 revenue came in at $8.38B, up 14% year-over-year and beating guidance ($7.93B - $8.03B) and analyst expectations ($7.99B / 9.2% growth). Salesforce’s full year FY23 revenue came in at $31.B, higher than guidance ($30.9B - $31B) and represented 18% growth year-over-year. Salesforce also provided full year FY24 revenue guidance of $34.5B - $34.7B that beat what analysts were expecting, but still showed a slowing growth of around 10%. During the earnings call, Salesforce, specifically CEO Marc Benioff, made it very clear that improving profitability is Salesforce’s highest priority. The goal is to make Salesforce the largest and most profitable software company in the world. In this podcast, our Salesforce Practice Leader, Adam Mansfield, discusses what customers should expect from Salesforce during the year ahead 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…

Insights for IT Negotiations

1
Workday Layoffs in 2023 4:05

vor 2 years4:05

4:05

Workday announced a 3% layoff of its workforce earlier this week. While these layoffs are significantly smaller than what we have seen from other major tech companies recently, there are still some important insights to gather from this reduction to their global workforce. These layoffs primarily affected the product and technology division, but Workday mentioned their plans to hire in their marketing and sales organizations and stated they do not plan to lay off more of their workforce in the immediate future. In this podcast, our Workday Practice Leader, Jeff Lazarto, discusses what these changes mean for customers in terms of where their product dollars are going, where Workday’s current focus is, and how to navigate Workday’s inevitably aggressive sales tactics following these layoffs. Host: Jeff Lazarto: https://bit.ly/37eCXdN Workday Commercial Advisory Services: https://bit.ly/3A6KOXt…

Insights for IT Negotiations

1
ServiceNow FY22 Q4 and Full Year Earnings: Beat Guidance and Expectations 13:00

vor 2 years13:00

13:00

ServiceNow’s Q4 subscription revenue came in at $1.86B, representing 22% growth year-over-year even though cRPO fell short of guidance. ServiceNow pointed out during the earnings call that cRPO (revenue that will be recognized in next 12 months) was impacted by fewer early 2023 renewals than is typical in Q4. ServiceNow mentioned that they outperformed their Net New ACV and renewal ACV targets for the contracts that were expiring in Q4. ServiceNow’s full year FY22 subscription revenue also beat guidance, coming in at $6.89B, up 24% year-over-year. In this podcast, ServiceNow Practice Leader, Adam Mansfield, discusses what customers should expect from ServiceNow over the course of the upcoming year as ServiceNow works to upsell and cross sell their current customers while 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…

Insights for IT Negotiations

1
Microsoft FY23 Q2 Earnings: Microsoft Cloud Growth Slows 11:14

vor 2 years11:14

11:14

Microsoft’s FY23 Q2 earnings came out, and total revenue was reported as $52.7B, lower than what analysts were expecting ($52.9B). This revenue represented only 2% growth year-over-year, the slowest rate of growth since 2016 . Microsoft’s net income was also down 12%. Most importantly, Microsoft Cloud revenue was reported at $27.1B, representing a 22% increase year-over-year. While the associated gross margin increased from 70% to 72%, their Cloud growth rate has been slowing. Microsoft Cloud revenue growth was 32% in FY22 Q2 and 24% in FY23 Q1. Microsoft’s go-forward success will continue to be directly tied to Microsoft Cloud, which includes Azure, Office365, LinkedIn, Dynamics 365, Power Apps, and other cloud solutions. 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 cloud growth. Host: Adam Mansfield: bit.ly/3rPGp8r Microsoft Commercial Advisory Services: bit.ly/2V78ADX…

Insights for IT Negotiations

1
Salesforce Executives are Leaving – How Does this Affect Customer’s Moving Forward? 3:57

vor 3 years3:57

3:57

Several key executives are leaving Salesforce, including Co-CEO Bret Taylor, Slack CEO Stewart Butterfield, Tableau CEO Mark Nelson and Chief Strategy Office Gavin Patterson. This substantial executive level exodus is certainly catching the attention of investors, Salesforce competitors and customers. In this podcast, our Salesforce Practice Leader, Adam Mansfield, shares his thoughts on the executive departures and provides insights on what customers should do to get ahead of any impact they may have on their relied upon Salesforce solutions. Host: Adam Mansfield: https://bit.ly/3rPGp8r SalesForce Commercial Advisory Services: https://bit.ly/2V78ADX…

Insights for IT Negotiations

1
Salesforce Q3 FY23 Earnings: Leadership Leaving and Soft Guidance 14:21

vor 3 years14:21

14:21

Salesforce’s Q3 FY23 total revenue came in at $7.84B, slightly higher than the expected $7.82B, and represented 14% growth year-over-year. However, Salesforce provided Q4 FY23 revenue guidance that came up short of what was previously expected, while also mentioning they were not yet ready to give FY24 guidance. Additionally, it was announced that Salesforce’s co-CEO, Bret Taylor, will be stepping down at the end of January 2023 (Salesforce’s year-end), stating that he wants to return to his "entrepreneurial roots.” 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…

Insights for IT Negotiations

1
ServiceNow FY22 Q3 Earnings: Revenue Comes Up Short but Strong Pipeline in Place 14:47

vor 3 years14:47

14:47

ServiceNow’s Q3 subscription revenue came in at $1.742B, representing 22% growth year-over-year but lower than the expected $1.85B. ServiceNow also lowered their full year subscription revenue guidance from a midpoint of $6.92B to a midpoint of $6.86B, while maintaining an expected subscription gross margin of 86%. ServiceNow now has 1,530 customers paying them over $1M per year, with the average annual spend among that group coming in at $4M. Eighteen of the top 20 deals in the quarter contained 5 or more products, which is another key metric for ServiceNow because it demonstrates their ability to sell a wide set of solutions to their customers, especially solutions outside of the core Technology Workflows product set like Employee, Customer and Creator. In this podcast, ServiceNow Practice Leader, Adam Mansfield, discusses what customers should expect from ServiceNow as ServiceNow’s year-end fast approaches. He also shares how customers can leverage ServiceNow’s clear goals during their upcoming ServiceNow renewal negotiations. Host: Adam Mansfield: https://bit.ly/3rPGp8r ServiceNow Commercial Advisory Services: https://bit.ly/3ls6VDt…

Insights for IT Negotiations

1
ServiceNow FY21 Q4 Earnings: On the Path to $15B 9:57

vor 3 years9:57

9:57

ServiceNow had another strong quarter and year, with subscription revenue of $1.52B in Q4 and $5.57B for the full year, representing 29% and 30% growth respectively. ServiceNow also now has 1,359 customers that pay over $1M per year, with the average annual spend being $3.8M. ServiceNow is able to do this through organic growth and executing to a strategy that has resulted in successfully getting more of their Workflow (IT, Customer, Employee, and Creator) products adopted as part of net-new deals and renewals. In this podcast, ServiceNow Practice Leader, Adam Mansfield, discusses where ServiceNow will focus to accomplish their goal of growing from a $5.57B company to a $15B company and what customers should expect from ServiceNow over the course of the upcoming year. 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…

Insights for IT Negotiations

1
Microsoft FY22 Q2 Earnings: Impressive Cloud Revenue Growth 13:21

vor 3 years13:21

13:21

Microsoft once again beat analyst expectations, posting FY22 Q2 total revenue of $51.7B. Their success is being driven by the Microsoft Cloud (which includes Azure, O365, LinkedIn, Dynamics 365, Power Apps, and other cloud solutions). When selling their cloud solutions to enterprise customers, Microsoft will continue to pitch a “One Microsoft’ approach with the ultimate goal of getting them to use as many pieces of the Microsoft Cloud as possible. It is also clear that Microsoft will remain focused on leveraging their premium security, compliance, voice, and analytics solutions to get enterprise customers to move to the more robust (and costly) M365 E5. In this podcast, Microsoft Practice Leader, Adam Mansfield, discusses how Microsoft’s focus on selling as many pieces of the Microsoft Cloud as possible will provide an opportunity for customers to optimize their go-forward commercial relationship and overcome Microsoft price increases coming in March 2022. Host: Adam Mansfield: https://bit.ly/3rPGp8r Microsoft Commercial Advisory Services: https://bit.ly/2V78ADX…

Insights for IT Negotiations

1
4 Success Factors for Selecting an SAP SI Provider 8:29

vor 4 years8:29

8:29

There is a direct correlation between SAP system implementation failures and how companies approach the SI selection process. The traditional procurement approach is flawed and fails to account for the complexities of an enterprise SAP SI selection today. The demand for SI services in strategic industries is accelerating as companies come out of the pandemic and shift from a “preserve and protect” mindset to an “expand and grow” mindset. In this podcast, Director of IT Services, Greg Hall, discusses what new challenges companies face when selecting an SI for their SAP project and shares four critical success factors for making SI evaluations in today’s competitive and evolving environment. Host: Greg Hall: https://bit.ly/3CcaELp IT Services: https://bit.ly/3A5Hcov Related Blog: https://bit.ly/3rHgGkc…

Insights for IT Negotiations

1
Salesforce FY22 Q3 Earnings: Strong Growth, Raised Guidance and a Big Announcement 9:50

vor 4 years9:50

9:50

Salesforce reported FY22 Q3 earnings this week and, once again, Salesforce posted a strong revenue growth of 27% while also raising full year guidance. Additionally, Salesforce now has two (2) business units or “clouds,” that being Service Cloud and Sales Cloud, that have an annual run rate of $6B. It was also announced that Bret Taylor will work with Marc Benioff as the co-CEO of Salesforce. Salesforce Practice Leader, Adam Mansfield, discusses where Salesforce will focus and what tactics they will deploy to reach their FY22 revenue target of $26.4B, as well as their FY23 revenue target of $31B. He also shares his thoughts on Bret Taylor’s promotion to the co-CEO role and what it could mean for Salesforce customers moving forward. Host: Adam Mansfield: https://bit.ly/3rPGp8r Microsoft Commercial Advisory Services: https://bit.ly/2V78ADX…

Insights for IT Negotiations

1
Case Study: A DIY Migration to S/4HANA with Hyperscaler Optimization 5:52

vor 4 years5:52

5:52

This is the third podcast in our three-part series covering SAP Support Model Case Studies. Listen to part one on SAP RISE here bit.ly/3k0SGEe and part two on the “Do It for Me” model here https://bit.ly/3mMGFnB SAP customers migrating their SAP workload to the cloud have four primary support models to choose from. These include the “Do It Yourself” model, the “Do It for Me” model, the professional model, and SAP RISE. In this case study, a client chose the “Do It Yourself” model to move their SAP hosting services, infrastructure services, and infrastructure to the cloud leveraging their own internal resources. This was an existing ECC customer who had some hyperscaler relationships within pockets of their organization. In their situation, it was appropriate, manageable, and scalable to select this support model because they had the in-house expertise to successfully do so. They chose to lift and shift their SAP on-premise relationship and existing cloud relationships into a single instance on the hyperscaler. There was a focus on hyperscaler optimization and the hyperscaler strategy drove a lot of their decision making. In this podcast, IT Sourcing & Commercial Advisory Practice Director, Chip Hanna, discusses the benefits of the DIY model as well as some key considerations for anyone interested in this option. For more details on all four models and client examples for each, download our on-demand webcast, Defining Your SAP Cloud Strategy: Azure, AWS, GCP and RISE Compared bit.ly/3pQp40a Host: Chip Hanna: bit.ly/37gknCk SAP Commercial Advisory Services: bit.ly/3yjImwb…

Insights for IT Negotiations

1
Case Study: “Do It for Me” Support Model for SAP ECC to S/4 Transformation 4:49

vor 4 years4:49

4:49

This is the second podcast in our three-part series covering SAP Support Model Case Studies. Listen to part one on SAP RISE here https://bit.ly/3k0SGEe SAP customers migrating their SAP workload to the cloud have four primary support models to choose from. These include the “Do It Yourself” model, the “Do It for Me” model, the professional model, and SAP RISE. In this case study, a client who was focused on their existing on-premise SAP ECC migration to S/4HANA chose the “Do It for Me” model, where they leveraged a 3rd party who takes care of the SAP hosting services and infrastructure services specific to SAP and sits on top of a hyperscaler of their choice. This particular customer managed their applications themselves and had a highly customized environment with many 3rd party integrations. They wanted to move to S/4HANA in the cloud but since the RISE application stack excludes customizations, extensions, and 3rd party applications, RISE would have created challenges and was not the best support model for their ECC to S/4 transformation. In this podcast, IT Sourcing & Commercial Advisory Practice Director, Chip Hanna, discusses why this client chose to leverage a hyperscaler and the “Do It for Me” model and the benefits of doing so in their situation. For more details on all four models and client examples for each, download our on-demand webcast, Defining Your SAP Cloud Strategy: Azure, AWS, GCP and RISE Compared https://bit.ly/3pQp40a Host: Chip Hanna: https://bit.ly/37gknCk SAP Commercial Advisory Services: https://bit.ly/3yjImwb…

Insights for IT Negotiations

1
ServiceNow FY21 Q3 Earnings – Land and Expand is Working 10:00

vor 4 years10:00

10:00

ServiceNow once again posted subscription revenue growth of 31%, beat previous guidance, and raised full-year guidance. ServiceNow also now has 1,266 customers paying over $1M per year with an average annual spend of $3.6M. ServiceNow is so confident in their ability to execute to their land and expand strategy that they continued to reinforce the fact that they are on a clear path to achieve $15B by 2026. In this podcast, ServiceNow Practice Leader, Adam Mansfield, discusses where ServiceNow will focus to accomplish their goal of growing from a $5B company to a $15B company. This includes a sales pitch tied to selling as many products within each of their workflows (e.g., IT workflows, customer workflows, employee workflows, and creator workflows) as possible. He also shares how customers could potentially take advantage of some of these key insights in their upcoming ServiceNow negotiations and renewals. Host: Adam Mansfield: https://bit.ly/3rPGp8r ServiceNow Commercial Advisory Services: https://bit.ly/3ls6VDt…

Insights for IT Negotiations

1
Case Study: Client Focused on ERP Consolidation Selects SAP RISE 4:51

vor 4 years4:51

4:51

This is the first podcast in our three-part series covering SAP Support Model Case Studies. SAP customers migrating their SAP workload to the cloud have four primary support models to choose from. These include the “Do It Yourself” model, the “Do It for Me” model, the professional model, and SAP RISE. In this case study, a client chose the SAP RISE model where they were able to choose the hyperscaler but everything else is managed under contract through SAP with a single agreement. This particular company had different ERP systems through acquisitions and divestitures, but they wanted SAP ECC to be their platform for the future. This was going to be a greenfield deployment for SAP and did not have a lot of 3rd party applications within the scope of RISE. However, even in completely greenfield deployments, companies need to approach SAP with a high degree of sophistication because of the nuances, traps, and hidden costs inside RISE. In this podcast, IT Sourcing & Commercial Advisory Practice Director, Chip Hanna, discusses why this client chose SAP RISE, the benefits of doing so in their situation, and what companies who select this support model should do to avoid the many challenges of moving to RISE. For more details on all four models and client examples for each, download our on-demand webcast, Defining Your SAP Cloud Strategy: Azure, AWS, GCP and RISE Compared. https://bit.ly/3pQp40a Host: Chip Hanna https://bit.ly/37gknCk SAP Commercial Advisory Services: https://bit.ly/3yjImwb Related Blog: https://bit.ly/3CvSQKV…

Insights for IT Negotiations

1
Microsoft Cloud Revenue is the Key to FY22 Q1 Success 14:07

vor 4 years14:07

14:07

Microsoft beat analyst expectations, posting FY22 Q1 total revenue of $45.3B. Once again, Microsoft’s success is largely being driven by the success of the Microsoft Cloud (which includes Azure, O365, LinkedIn, Dynamics, and other cloud properties). Microsoft will continue to push enterprise customers to adopt (and use) as many pieces of the Microsoft Cloud as they possibly can, including motivating these same customers to use the most robust (and costly) editions (i.e., M365 E5). Microsoft CEO, Satya Nadella, also mentioned that the Microsoft Cloud and the collective set of digital technology that comes with it, provides a deflationary force in an inflationary economy that will help customers navigate these times. In this podcast, Microsoft Practice Leader, Adam Mansfield, discusses how Microsoft’s focus on selling customers as many pieces of the Microsoft Cloud as possible will provide an opportunity for customers to optimize their go-forward commercial relationship and overcome Microsoft price increases coming in March 2022. For more actionable advice, join our upcoming webinar, How to Tackle Microsoft’s 2022 Price Increases. https://bit.ly/3Clpb7f Host: Adam Mansfield: https://bit.ly/3rPGp8r Microsoft Commercial Advisory Services: https://bit.ly/2V78ADX…

Insights for IT Negotiations

1
Contacted By Java Sales? 3 Things You Must Know 9:44

vor 4 years9:44

9:44

Oracle is getting more aggressive with their Java inquiries and has even created a Java sales team which is separate from their application and technology sales teams and their LMS audit teams. This separate unit is compensated for closing Java sales and they are using creative ways to identify and advance sales opportunities, often being very aggressive. Some customers have even said that at times, they seem to be more aggressive than the regular Oracle sales representatives. In this podcast, Oracle Practice Leader, Jeff Lazarto, discusses how the Java sales team has been approaching companies and how what starts as a simple inquiry can quickly diverge into an aggressive sales cycle and potentially a technology audit. He also shares three items you must know if you’re contacted by Oracle, especially if they are contacting you regarding Java. Host: Jeff Lazarto: https://bit.ly/37eCXdN Oracle Commercial Advisory Services: https://bit.ly/3jdtF7p Related Blog:…

Insights for IT Negotiations

1
An Enterprise Guide to Oracle Cloud Learning Services 6:41

vor 4 years6:41

6:41

Oracle has increasingly been including its Cloud Learning Services in their cloud proposals, often without the client even asking for it. Should your company invest potentially millions into purchasing these services to gain access to a series of learning and training solutions from Oracle University? Oracle Practice Advisor, Erwann Couesbot, discusses what Oracle’s Cloud Learning Services are and the three solutions it consists of (Cloud Learning Subscriptions, Guided Learning, and Oracle Learning Explorer which is the only free option). He also discusses discounts we've seen Oracle give and the steps you should take whether you decide you need the services now or not. For more information, read the blog An Enterprise Guide to Oracle Cloud Learning Services. Host: Erwann Couesbot: https://bit.ly/3zuYPO1 Oracle Commercial Advisory Services: https://bit.ly/3jdtF7p Related Blog: https://bit.ly/39kDSu8…

Insights for IT Negotiations

1
Workday’s Growth Creates Opportunities for Customer Negotiations 5:43

vor 4 years5:43

5:43

Workday acquired Configure Price Quote (CPQ) software provider, Zimit, which will allow Workday to offer quote-to-cash process automation to companies in services industries. While Workday has been doing very well in their recent earnings and are continuing to build out their solution offerings, aggressive growth through acquisitions, hiring, partnerships, and geographic expansion, can make it difficult to maintain the corporate culture that has been so integral to their success thus far. Workday Practice Leader, Jeff Lazarto, discusses what customers should expect and keep in mind as Workday continues to grow and make acquisitions. He also shares how these growth activities can present opportunities for customers to negotiate improved commercial terms and course-correct areas of their Workday relationship if needed. Host: Jeff Lazarto: https://bit.ly/37eCXdN Workday Commercial Advisory Services: https://bit.ly/3A6KOXt…

Insights for IT Negotiations

1
Microsoft Pricing is Going Up – What Enterprises Need to Know 9:05

vor 4 years9:05

9:05

Microsoft recently announced they are going to be increasing many Office 365 suites as well as the all-in cloud bundle, Microsoft 365 E3 pricing. Beyond increasing the ARPU (Average Revenue Per User), there are several other motivating factors driving Microsoft to make this decision. In this podcast, Microsoft Practice Leader, Adam Mansfield, discusses why Microsoft is hitting their enterprise customers with this price increase and how customers need to start to prepare for what will be very challenging renewal discussions ahead. Host: Adam Mansfield: https://bit.ly/3rPGp8r Microsoft Commercial Advisory Services: https://bit.ly/2V78ADX…

Insights for IT Negotiations

1
Salesforce’s Strong FY22 Q2 and the Importance of Slack Success 11:51

vor 4 years11:51

11:51

Salesforce announced their FY22 Q2 earnings and they once again had another strong quarter, posting an impressive 23% revenue growth while also raising full year guidance by over $300M. On top of this, Salesforce once again reminded everyone how confident they are that they will hit $50B by FY26. Beyond the normal callouts to the strength of their product portfolio (the Customer 360) and the strong demand environment, each Salesforce executive made it a point to mention the very important role Slack is going to play in Salesforce’s success moving forward. In this podcast, Salesforce Practice Leader, Adam Mansfield, discusses where Salesforce will focus to accomplish these goals, including how they will position and use Slack as well as the tactics they will deploy to meet and exceed their $50B target. He also shares how enterprise customers can take advantage of some of these insights as they prepare for their upcoming Salesforce renewal negotiations. Host: Adam Mansfield: https://bit.ly/3rPGp8r SalesForce Commercial Advisory Services: https://bit.ly/2V78ADX…

Insights for IT Negotiations

1
Workday Gains Entry Into the US Federal Market 2:37

vor 4 years2:37

2:37

Workday has received approval to sell their applications within the US Federal market and its Workday Government Cloud product is now listed on the Federal Risk and Authorization Management Program (FedRAMP) marketplace. This is a huge opportunity for Workday who directly competes with Oracle in multiple areas. UpperEdge’s Workday Practice Leader, Jeff Lazarto, shares his thoughts on this significant milestone. Host: Jeff Lazarto: https://bit.ly/37eCXdN Workday Commercial Advisory Services: https://bit.ly/3fq96DV…

Insights for IT Negotiations

1
Microsoft FY23 Q1 Earnings: Low Revenue Growth Rate Provides Opportunity for Customers 13:04

vor 3 years13:04

13:04

In their most recent earnings call, Microsoft beat revenue expectations but posted the lowest rate of revenue growth in five (5) years. Microsoft’s FY23 Q1 total revenue was $50.1B, up 11%. Microsoft Cloud revenue grew 24% to $25.7B, and for the first time exceeded 50% of Microsoft’s overall company revenue. Their go-forward success will continue to be directly tied to Microsoft Cloud, which includes Azure, Office365, LinkedIn, Dynamics 365, Power Apps, and other cloud solutions. In this podcast, our Microsoft Practice Leader, Adam Mansfield, discusses how customers can leverage Microsoft’s clear focus on getting more adoption and utilization of Microsoft’s cloud, security solutions, Teams, Dynamics 365, and LinkedIn. He also explains why more customers should push for the more costly all-in cloud bundle, Microsoft 365 E5. Lastly, he covers what customers need to do to ensure they appropriately prepare for their upcoming renewal negotiations. Host: Adam Mansfield: https://bit.ly/3rPGp8r Microsoft Commercial Advisory Services: https://bit.ly/2V78ADX…

Insights for IT Negotiations

1
How Salesforce Customers Can Get the Most Out of Dreamforce 5:31

vor 3 years5:31

5:31

Salesforce’s Dreamforce Conference is a massive event filled with celebrity appearances, sessions, dinners, and hallway meetups. But for many attendees, it can be an overwhelming experience. In this video, our Salesforce Practice Leader, Adam Mansfield, shares his thoughts on how attendees and the companies they represent can get the most out of their time at Dreamforce while also using the event as an opportunity to gain leverage during the next Salesforce renewal negotiation. Host: Adam Mansfield: https://bit.ly/3rPGp8r SalesForce Commercial Advisory Services: https://bit.ly/37hFkMV Related Blog: https://bit.ly/3d7xDj2…

Insights for IT Negotiations

1
Salesforce FY23 Q2 Earnings: Lowered Revenue Guidance tied to More Measured Customers 10:46

vor 3 years10:46

10:46

Salesforce reported Q2 FY23 earnings and, once again, beat revenue expected by analysts. Salesforce’s total revenue for the quarter was $7.72B, up 22%, while analysts were expecting $7.69B. Despite this continued growth, Salesforce also lowered full year revenue guidance again. They are now expecting $30.9B-$31B, which would represent 17% growth year-over-year, but previously forecasted $31.7B-$31.8B. Salesforce cited foreign exchange headwind as well as customers becoming more measured in the way that they buy as reasons for the lowered guidance. Customers buying habits include stretching sales cycles, executives scrutinizing purchasing decisions, and deal compression. In this podcast, our Salesforce Practice Leader, Adam Mansfield, discusses what to expect from Salesforce as they navigate customer sales cycles and renewal negotiations leading up to Salesforce’s year-end in January. Based on comments made during the earnings call, not only is Salesforce going to try to pull in as much net-new product adoption and growth as they can from their customer base, but they are also building plans to make up for any deal compression over the customer’s upcoming term. He also shares his thoughts on what customers should do to appropriately prepare for Salesforce’s playbook and approach to ensure they have the right deal in place before pen goes to paper. Host: Adam Mansfield: https://bit.ly/3rPGp8r SalesForce Commercial Advisory Services: https://bit.ly/2V78ADX…

Insights for IT Negotiations

1
Oracle’s Layoffs in 2022 3:48

vor 3 years3:48

3:48

Oracle laid off part of its U.S. staff earlier this week as part of its plan to layoff thousands in the U.S., Canada, India, and Europe. These layoffs were primarily concentrated in marketing and the customer experience (CX) department. Oracle’s CX solutions include CRM products which compete with Salesforce, the leader in this space. Oracle Practice Leader, Jeff Lazarto, discusses what this may mean for this department moving forward. He also shares why he expects to see more layoffs tied to the massive, $28B acquisition of Cerner which was closed in June of this year. These layoffs come after talk of Oracle planning to announce an increase in support fees which would go into effect after December 1st, 2022. Host: Jeff Lazarto: https://bit.ly/37eCXdN Oracle Commercial Advisory Services: https://bit.ly/3jdtF7p…

Insights for IT Negotiations

1
ServiceNow FY22 Q2 Earnings: Longer Sales Cycles Put Pressure on Q4 17:11

vor 3 years17:11

17:11

ServiceNow’s Q2 subscription revenue came in at $1.658B, representing 25% growth Year-over-Year. However, RPO (Remaining Performance Obligations) came up short of expectations primarily due to longer sales cycles and FX headwinds. ServiceNow closed 54 transactions in the quarter with over $1M in new Annual Contract Value (ACV). ServiceNow now has 1,463 customers paying them over $1M per year, with the average annual spend among that group coming in at $3.9M. They also surpassed 100 customers that are paying over $10M per year. This increased customer spend can be directly attributed to the success expanding customer footprints - in Q2, 16 of the top 20 deals contained five or more products. In this podcast, our ServiceNow Practice Leader, Adam Mansfield, discusses what customers should expect from ServiceNow over the course of the upcoming year as they work towards pulling in deals that may have slipped out and getting more products adopted as part of year-end renewals. 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…

Insights for IT Negotiations

1
Microsoft FY22 Q4 Earnings: Top and Bottom Line Misses Provide Opportunity for Customers 18:34

vor 3 years18:34

18:34

Microsoft missed on the top and bottom lines and posted their lowest earnings growth in two years according to their recent Q4 earnings call. Microsoft’s FY22 Q4 total revenue was $51.9B, which was up 12% but lower than what Wall Street expected ($52.4B) and lower than the high end of their adjusted revenue guidance ($52.6B). Microsoft Cloud eclipsed $25B in the quarter, representing a 28% increase year-over-year. Their go-forward success will continue to be directly tied to Microsoft Cloud, which includes Azure, Office365, LinkedIn, Dynamics 365, Power Apps, and other cloud solutions. In this podcast, our Microsoft Practice Leader, Adam Mansfield, discusses how customers can leverage Microsoft’s clear need to show success in taking market share (Azure, Teams, Dynamics 365, Security, etc.), moving customers to “E5,” specifically the all-in cloud bundle Microsoft 365 E5, and accelerated revenue growth beyond the conservative guidance given. He also covers what enterprise customers should expect as they approach their upcoming renewals as well as how to prepare for Microsoft’s plan of attack. Host: Adam Mansfield: https://bit.ly/3rPGp8r Microsoft Commercial Advisory Services: https://bit.ly/2V78ADX…

Insights for IT Negotiations

1
Will Oracle Support Fees Increase? What We know So Far 2:28

vor 3 years2:28

2:28

There has been recent talk about Oracle getting ready to announce an increase in support fees. While we haven’t yet seen Oracle documentation confirming this increase, we have heard directly from Oracle customers who received messaging about a change in support fees and an increase in Oracle’s support fee cap. UpperEdge Oracle Practice Leader, Jeff Lazarto, discusses what we know so far. Host: Jeff Lazarto: https://bit.ly/37eCXdN Oracle Commercial Advisory Services: https://bit.ly/3jdtF7p…

Insights for IT Negotiations

1
ServiceNow Impact – What Customers Need to Know 13:35

vor 3 years13:35

13:35

ServiceNow rolled out the new solution, Impact, earlier this year. If you are a ServiceNow customer, you have likely been pitched it and experienced an aggressive push to get it into your renewal. In this podcast, ServiceNow Practice Leader, Adam Mansfield, covers: • What is ServiceNow Impact • Why Impact is so important to ServiceNow • What comes with each of the four (4) available packages • How it is priced • What concessions and commercial terms (discounting, protections, etc.) should be addressed Host: Adam Mansfield: https://bit.ly/3rPGp8r ServiceNow Commercial Advisory Services: https://bit.ly/3ls6VDt…

Insights for IT Negotiations

1
Workday FY23 Q1 Earnings: The Pressure’s On as Organizations Push Out Deals 6:50

vor 3 years6:50

6:50

Workday recently reported their FY23 Q1 earnings, and while it reported a good quarter, Workday did experience some challenges and deals being pushed to the second half of FY23. Organizations are responding to the looming economic uncertainty and resulting turnover at the executive level by tapping the breaks on engagements. While Workday still saw a subscription revenue growth of 23%, it was clear during the earnings call that there is some pressure because of organizations’ postponing deals out to the latter half of the year. In this podcast, Workday Practice Leader Jeffrey Lazarto discusses how Workday will continue towards its goal of reaching $10B in revenue and more than 20% subscription revenue growth despite these added pressures as well as how customers can position themselves so they are negotiating in a buyers’ market. Host: Jeff Lazarto: https://bit.ly/37eCXdN Workday Commercial Advisory Services: https://bit.ly/3A6KOXt…

Insights for IT Negotiations

1
Salesforce Q1 FY23 Earnings: Continued Growth, Lowered Revenue Guidance and Focus on Customer 360 10:24

vor 3 years10:24

10:24

Salesforce reported Q1 FY23 earnings, and once again posted a strong total revenue growth of 24% while beating top- and bottom-line expectations. During the earnings call, Salesforce Co-CEOs Marc Benioff and Bret Taylor pointed towards the increased relevancy of Salesforce’s Customer 360 platform as a driving force behind their revenue growth. They also pointed to the amplified Customer 360 value proposition that comes from recent acquisitions like Tableau, Mulesoft and Slack as a contributing factor to that growth. Despite this growth, Salesforce lowered full year revenue guidance by $300M, citing an increase in foreign exchange volatility. In this podcast, our Salesforce Practice Leader, Adam Mansfield, discusses what to expect from Salesforce as they work to ensure their “really strong” pipeline turns into booked revenue in FY23. He also shares his thoughts on what customers should do to appropriately prepare for Salesforce’s adjusted selling strategy aimed at achieving their goals during a tougher economic environment. Host: Adam Mansfield: https://bit.ly/3rPGp8r SalesForce Commercial Advisory Services: https://bit.ly/2V78ADX…

Insights for IT Negotiations

1
ServiceNow Financial Analyst Day 2022 – Key Takeaways 12:29

vor 3 years12:29

12:29

ServiceNow held its annual Financial Analyst Day ahead of Knowledge ’22 this week, and there many key takeaways that current and new customers need to be aware of. ServiceNow is focused on expanding customer portfolios to include as many products within their 4 workflows (Technology, Customer, Employee and Creator) as they can. Their goal is to further entrench their solutions while also increasing customers’ annual spend. In this podcast, our ServiceNow Practice Leader, Adam Mansfield, discusses what customers should expect from ServiceNow as they push forward to become a $11B+ company by 2024. 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…

Insights for IT Negotiations

1
3 Key Observations on the SAP McKinsey Partnership Announcement 4:11

vor 3 years4:11

4:11

It's Day 1 of SAPPHIRE and Chip Hanna, UpperEdge's SAP Practice Director, has a few important insights to share regarding SAP's announcement of a new strategic partnership with McKinsey. Anyone who is considering SAP RISE will find important information in this relevant and timely podcast and will get some reading-between-the-lines from the SAP/McKinsey announcement. Host: Chip Hanna: https://bit.ly/37gknCk SAP RISE Resource Center: https://bit.ly/3yv81VM SAP Commercial Advisory Services: https://bit.ly/3yjImwb…

Insights for IT Negotiations

1
ServiceNow FY22 Q1 Earnings: Customer “Stickiness” Has Served Them Well 8:07

vor 3 years8:07

8:07

ServiceNow’s FY22 is off to a strong start, with a Q1 subscription revenue of $1.63B representing 26% growth year-over-year. ServiceNow closed 52 transactions in the quarter with over $1M in new annual contract value, an increase of 41%. ServiceNow has over 1,400 customers paying them over $1M per year, with the average annual spend among that group coming in at $3.9M. ServiceNow continues to leverage the “stickiness” of their customer base to expand their portfolios to include more products across their various workflows - Creator, Customer, Employee and Technology (formerly IT). In this podcast, ServiceNow Practice Leader, Adam Mansfield, discusses what customers should expect from ServiceNow over the course of the upcoming year as ServiceNow works towards their goal of becoming a $15B plus company by 2026. 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…

Insights for IT Negotiations

1
Microsoft FY22 Q3 Earnings: Reliance on Microsoft Cloud Remains High 8:10

vor 3 years8:10

8:10

Microsoft beat expectations on the top and bottom lines, posting FY22 Q3 total revenue of $49.4B. It is clear that the continued success is directly tied to Microsoft Cloud, which includes Azure, Office365, LinkedIn, Dynamics 365, Power Apps, and other cloud solutions. Microsoft Cloud eclipsed $23B in the quarter, representing a 32% increase year-over-year. In this podcast, Microsoft Practice Leader, Adam Mansfield, discusses how Microsoft needs to move more customers to their most robust “E5” offering and, in particular, the all-in-cloud bundle Microsoft 365 E5. This is especially important given the fact that Microsoft has not yet moved as many customers as they would have expected onto the bundle. In light of this, he also covers what enterprise customers should expect as they approach their upcoming renewals as well as how to prepare for Microsoft’s plan of attack. Host: Adam Mansfield: https://bit.ly/3rPGp8r Microsoft Commercial Advisory Services: https://bit.ly/2V78ADX…

Insights for IT Negotiations

1
Salesforce FY22 Q4 Earnings: Its Best Quarter Yet 13:26

vor 3 years13:26

13:26

Salesforce reported FY22 Q4 earnings, and once again posted strong revenue growth of 26%. They also posted 25% revenue growth for the full year while raising FY23 revenue guidance by $300M. It was very clear that Slack will be a focus for Salesforce moving forward as they expect turn it into a $1.5B business by the end of FY23. In this podcast, Salesforce Practice Leader, Adam Mansfield, discusses what to expect from Salesforce as they lean on their customer base to reach their FY23 revenue target of $32B. He also shares his thoughts on what customers should do to appropriately prepare for Salesforce’s tactics to achieve their goals. Host: Adam Mansfield: https://bit.ly/3rPGp8r SalesForce Commercial Advisory Services: https://bit.ly/2V78ADX…

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Salesforce Q2 FY24 Earnings: How Customer’s Can Navigate “AI + Data + CRM + Trust”