Understanding How Generative AI Impacts Your Implementation Methods

Insights for IT Negotiations

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Cash or Miles? The 2025 Points Valuations That Could Change How You Travel 42:36

לפני 12 weeks42:36

הפעל מאוחר יותר

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לייק

אהבתי

42:36

Get fresh NerdWallet data on what your points and miles are really worth in 2025 — and why the answer might change how you book travel. Should you take a $650 flight voucher or 32,500 miles? How much are your points and miles actually worth? Hosts Sally French and Meghan Coyle break down the latest NerdWallet valuations to help you make smarter redemption choices. But first, they cover the week’s biggest travel headlines, including Southwest Airlines’ new partnership with EVA Air, Frontier’s companion certificate promotion and status match, and JetBlue opening up award bookings with Condor Airlines. Then, travel Nerd Craig Joseph joins Meghan to discuss NerdWallet’s latest airline, hotel, and credit card point valuations, with tips and tricks on comparing loyalty programs, maximizing transfer partners, and deciding when cash is more valuable than points. They also discuss the impact of devaluations, how close-in bookings can save you points, and why premium cabins can sometimes offer outsized redemption value. Plus: Craig’s hot take on airport lounges. Card benefits, terms and fees can change. For the most up-to-date information about cards mentioned in this episode, read our reviews: Is the Frontier Airlines World Mastercard Worth Its Annual Fee? https://www.nerdwallet.com/article/travel/is-the-frontier-airlines-world-mastercard-worth-its-annual-fee Citi Strata Credit Card Review: Solid Rewards for No Annual Fee https://www.nerdwallet.com/reviews/credit-cards/citi-strata Citi Double Cash Review: A Solid Choice for Everyday Spending https://www.nerdwallet.com/reviews/credit-cards/citi-double-cash Citi Custom Cash Card Review: Low-Maintenance 5% Cash Back https://www.nerdwallet.com/reviews/credit-cards/citi-custom-cash Citi Strata Premier: Big Rewards Across Top Spending Categories https://www.nerdwallet.com/reviews/credit-cards/citi-strata-premier Is the New Alaska Atmos Summit Card Worth a $395 Annual Fee? https://www.nerdwallet.com/article/travel/is-the-alaska-airlines-atmos-summit-card-worth-its-annual-fee Resources discussed in this episode: Airline Miles vs. Cash Calculator https://www.nerdwallet.com/article/travel/calculator-should-you-book-a-flight-with-cash-or-miles How Much Are Travel Points and Miles Worth in 2025? https://www.nerdwallet.com/article/travel/airline-miles-and-hotel-points-valuations Want even more tips and tricks to get the most out of your travel dollars? Subscribe to TravelNerd , our free newsletter designed to help you crack the code on spending less on your travel. In this episode, the Nerds discuss: points and miles valuation, airline miles value, hotel points value, credit card points value, Southwest EVA Air partnership, Frontier Companion Certificate, JetBlue Condor award booking, Citi American Airlines transfer, Amex Membership Rewards value, Capital One points value, Bilt points value, Hyatt points value, Hilton points value, Marriott points value, Wyndham points value, IHG points value, Alaska miles value, JetBlue points value, American Airlines miles value, United miles value, Southwest points value, Virgin Atlantic miles value, ANA miles value, Avianca LifeMiles value, best way to use Amex points, best way to use Citi points, best way to use Capital One points, use cash or points for flights, last minute award flight value, premium cabin redemption value, economy flight points value, airline devaluation, hotel point devaluation, cash vs points travel booking, when to transfer credit card points, how to maximize travel rewards, and NerdWallet points and miles calculator. Learn more about your ad choices. Visit megaphone.fm/adchoices…

לפני שנה 36:34

MP3•בית הפרקים

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.

353 פרקים

#Business #UpperEdge #Google Cloud

Insights for IT Negotiations

Understanding How Generative AI Impacts Your Implementation Methods

Insights for IT Negotiations

published לפני שנה

שתפו

MP3•בית הפרקים

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

For more innovative IT sourcing and risk mitigation insights, ⁠subscribe⁠ to the UpperEdge newsletter and follow UpperEdge on ⁠LinkedIn⁠ and ⁠Twitter⁠.

353 פרקים

#Business #UpperEdge #Google Cloud

Semua episode

Insights for IT Negotiations

1
From Risk to Reward: How SaskPower Achieved a Smooth S/4HANA Go-Live with Jesse Webb 30:38

לפני 19 ימים30:38

30:38

In this episode of Insights for IT Negotiations , hosts John Belden and Kylie Chisholm sit down with Jesse Webb, IT Director at SaskPower, to explore the story behind the utility’s highly successful SAP S/4HANA transformation. Jesse shares the lessons learned from SaskPower’s multi-year modernization journey, from managing vendor costs and internal resource capacity to building a cohesive cross-functional team that ensured go-live readiness. She reveals how deliberate planning, risk mitigation, and strong collaboration between IT, business, and implementation partners helped the organization overcome early project hurdles and achieve a seamless go-live weekend. Tune in to hear practical insights on: Balancing internal and external project resources Establishing clear go-live criteria and risk mitigation plans The power of co-location and building team trust How early alignment and executive communication drive project success Whether you’re preparing for your own SAP modernization or navigating a complex IT transformation, this conversation is packed with real-world lessons on what it takes to deliver results confidently and collaboratively. Resources: BLOG - Thriving Amid Uncertainty: How to Move Your Digital Transformation Forward While Others Freeze BLOG - Rethinking Transformation Strategy in an AI-First World: AI is Changing SAP Strategy. Is Your Busin… 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 & Strategy Officer, and Kylie Chisholm, UpperEdge’s Marketing Manager, every other week as they share high-impact insights to help you maximize the value of your key IT relationships. Timestamps: 03:05 — Overview of SaskPower and Its SAP Background 04:35 — The SAP Modernization Program 05:23 — From ECC to S/4HANA: Scope and Approach 07:03 — Modernizing Custom Applications and Risk Mitigation 08:33 — Lessons Learned from Earlier Projects 10:33 — Managing Internal Resource Capacity 13:20 — IT vs. Business Resource Constraints 14:05 — Business Integration and Dedicated Resources 14:39 — Sponsor Message (UpperEdge Subscription Advisory Services) 14:59 — Go-Live Readiness: Planning and Criteria 16:01 — Testing Strategy and Success Criteria 19:01 — Practice Conversions and Dress Rehearsals 20:04 — The Go-Live Weekend Experience 21:10 — Risk Management and Business Continuity Plans 22:53 — Lessons from Backup Planning 24:04 — Key Decisions That Drove Success 25:21 — Co-Location and Building Team Cohesion 27:08 — Value of Personal Relationships in Project Success 28:13 — What Jesse Would Do Differently 29:03 — The Importance of Context in Decision-Making…

Insights for IT Negotiations

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Dreamforce 2025: Salesforce’s AI Push, AELA Explained, and What It Means for Your Renewals 19:31

לפני 25 ימים19:31

19:31

In this episode of Insights for IT Negotiations , host Kylie Chisholm is joined by Adam Mansfield, UpperEdge’s Salesforce Practice Leader, to unpack everything from Dreamforce 2025. They dive into how Salesforce’s Agentic Enterprise Licensing Agreement (AELA) is reshaping enterprise licensing, the emphasis on AI and “Agentforce,” and what all this means for you as a Salesforce customer approaching renewal. Listeners will learn how to: Strategically prepare for upcoming renewals and negotiations Push back on unwanted AI add-ons and licensing changes Align internal stakeholder messaging and evaluate new value propositions Understand the real implications of Dreamforce-announced products and pricing If you’re a Salesforce customer heading into renewal season, this episode offers timely, tactical advice to help you protect value and improve outcomes. Resources: VIDEO - Salesforce’s New Agentic Enterprise Licensing Agreement (AELA) – What Customers Need to Know BLOG - Salesforce Increasing Pricing and Adding Agentforce Options: What Customers Need to Know Now 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 & Strategy Officer, and Kylie Chisholm, UpperEdge’s Marketing Manager, every other week as they share high-impact insights to help you maximize the value of your key IT relationships.…

Insights for IT Negotiations

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Navigating Salesforce Renewals and the Reality Behind “Agentforce” 20:33

לפני 7 weeks20:33

20:33

In this episode of Insights for IT Negotiations , host Kylie Chisholm talks with Adam Mansfield , UpperEdge’s Salesforce Practice Advisory Leader, about how customers can successfully prepare for upcoming Salesforce renewals . Adam discusses why many organizations are frustrated with Salesforce’s current direction, particularly its heavy focus on Agentforce and AI, while overlooking existing customer needs and product value. He explains what this means for enterprise buyers and how they can strengthen their negotiation position. Listeners will learn how to: Approach renewals and upcoming negotiations strategically Push back on unwanted AI add-ons Align internal teams for consistent messaging Get the most out of Dreamforce If you’re a Salesforce customer heading into renewal season, this episode offers timely, practical advice to help you protect value and improve outcomes. Resources: BLOG – Salesforce’s New Agentforce Pricing: What Customers Should Know VIDEO – Salesforce Q2 FY26 Earnings: Agentforce Hype vs. Reality About the Show: Welcome to Insights for IT Negotiations, a podcast by UpperEdge, a leading IT sourcing, negotiation, and project execution advisory firm. Join Adam Mansfield, UpperEdge’s Salesforce Practice Leader 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 .…

Insights for IT Negotiations

1
Oracle’s AI Playbook: Co-CEOs & Explosive OCI Growth 14:39

לפני 9 weeks14:39

14:39

Oracle just named two co-CEOs and doubled down on an AI-first future. Jeff Lazarto explains how OCI’s gigawatt-scale GPU superclusters, Oracle’s vectorized “AI database,” and application-layer AI agents could make Oracle the standard for AI training and—soon—enterprise inferencing. He also highlights what this means for customers evaluating Oracle today: timing, deal leverage, and a practical path from on-prem to cloud/Fusion. Key Points: Why big AI players are choosing OCI for training; cost/performance narrative. Oracle’s bet that inferencing (AI agents doing work) will dwarf training. The “AI database” and data privacy posture across models. Leadership update: co-CEO model aligning apps vs. infra. Customer takeaways: leverage, migration paths, and contract strategy. Episode Chapters 00:00:23 AI and OCI are driving Oracle’s momentum - Oracle’s earnings buzz is fueled by AI demand and OCI’s gigawatt-scale GPU superclusters selected by top AI players. 00:01:11 Why big tech is choosing OCI - Oracle claims faster/cheaper model training; efficiency and cost are key factors behind marquee customer selection. 00:02:04 Training now, inferencing next (the much bigger market) - Ellison frames inferencing—AI agents embedded in business processes—as the wave that will dwarf training. 00:02:46 From “college” to work: enterprise-tuned AI agents - Publicly trained models get fine-tuned on company data so AI agents can actually do tasks for the business. 00:03:05 Oracle’s AI Database and vector search - Oracle pitches a vectorized, privacy-preserving database that works across ~25+ models while keeping enterprise data secure. 00:03:41 Endorsement loop that benefits Oracle - If leading AI builders rely on OCI, enterprises may follow suit for hosting their own AI workloads. 00:04:24 OCI growth projections that shocked Wall Street - Oracle reiterated aggressive OCI revenue targets through FY30, a key driver of the stock’s surge. 00:05:12 Oracle’s stack: training → inferencing → data → apps - Strategy spans AI training/inferencing, the AI database layer, and SaaS built on AI application generators. 00:05:50 App generators = networks of AI agents - Oracle describes SaaS evolving from hand-coded software to AI agents linked by workflows. 00:07:07 Multicloud and “Cloud@Customer” options - Run Oracle in public regions, behind your firewall, or access Oracle Database from Azure/AWS/GCP via reseller arrangements. 00:07:28 Leadership shift: two new co-CEOs - Clay Magouyrk (OCI/engineering) and Mike Sicilia (industries/apps) step in; tech-first leaders for infra and apps. 00:08:05 Clay McGuirk’s remit (Gen2 OCI & AI DCs) - Architect behind high-performance OCI powering gigawatt-scale AI training is elevated. 00:08:30 Mike Sicilia’s remit (vertical apps & AI) - Industry SaaS leader focuses on applying AI within Oracle’s application portfolio. 00:09:12 Why tech visionaries at the top matters - Oracle follows the big-tech pattern: product-minded leaders setting direction vs. sales-led stewardship. 00:10:01 Co-CEO model returns; wider exec moves - Safra Catz shifts to executive vice chair; additional sales/finance leadership changes are in motion. 00:11:30 Two-engine company, two tech CEOs - Structure mirrors Oracle’s dual identity: infrastructure and applications led by AI-savvy chiefs. 00:11:57 Customer takeaway: leverage the moment - High expectations on Oracle create room to negotiate strong terms and strategic commitments. 00:12:44 Installed base path to AI value - Benefits of AI live in the cloud: Fusion for apps and OCI for tech; BYOL eases the move. 00:13:24 Expect harder Oracle push to cloud - Stronger GTM motions will highlight concrete AI/business value to drive migrations. 00:14:09 Start with your Oracle strategy, then engage - Define the enterprise roadmap first; invite Oracle to align capabilities and structure the right deal.…

Insights for IT Negotiations

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Renewal Pricing Tied to Real Usage? 4:39

לפני 13 weeks4:39

4:39

SaaS vendors often push programmatic renewal price increases—whether you used the product’s features (new or existing) or not. Here’s a fairer, customer-focused approach: only permit price hikes at renewal when (1) the SaaS vendor enhanced the production being subscribed to since your last renewal and (2) you’re actually using those enhancements. That aligns spend to delivered value and incentivizes vendors add enhancements of value and put in effort to help drive adoption. Key points Renewal price increase caps (3–5%, even 0%) are helpful but programmatic and often are littered with conditions A better standard: tie any increase to verifiable feature use. SaaS vendors should proactively enable usage (training, outreach, no cost resources…etc.) Most customers underutilize features—don’t pay for what you don’t use, certainly don’t pay more for air 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 Eliminates EA Volume Discounts: What It Means for Enterprise Customers 24:05

לפני 13 weeks24:05

24:05

In this episode of Insights for IT Negotiations , UpperEdge’s Adam Mansfield joins to break down Microsoft’s recent announcement to eliminate Enterprise Agreement (EA) volume discounts starting November 1st. Adam explains what this change means for enterprise customers, how executives are reacting, and the strategies organizations can use to prepare. From executive-level conversations to utilization analysis, alternative solutions, and the role of Cloud Solution Providers (CSPs), this discussion provides practical guidance for navigating Microsoft’s evolving pricing model. Resources: UPCOMING WEBINAR - ⁠ Breaking the Microsoft Mold: How to Negotiate on Your Terms ⁠ BLOG - ⁠ Microsoft Ends EA Volume Discounts: What It Means and How to Respond ⁠ VIDEO - ⁠ Microsoft Ends EA Volume Discounts – What It Means for You ⁠ 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 .…

Insights for IT Negotiations

1
Salesforce’s New Agentforce Pricing Plans: All About Getting You to Start Using 6:46

לפני 14 weeks6:46

6:46

In this episode, Adam Mansfield, Salesforce Practice Leader at UpperEdge and industry expect, explains what the new Pay-As-You-Go and Pre-Commit, and Pre-Purchase pricing models mean for enterprise customers and why Salesforce is providing them. Key takeaways and what will be covered: Breakdown of all three Agentforce pricing options: Pre-Purchase, Pay-As-You-Go, and Pre-Commit What EVP of Corporate Strategy, Bill Patterson’s public comments really signal about internal Salesforce priorities and current Agentforce adoption How to use this moment of leverage to negotiate better terms, definitions, and future flexibility 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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Microsoft Ends EA Volume Discounts – What It Means for You 9:10

לפני 15 weeks9:10

9:10

Effective November 1, 2025, Microsoft will eliminate EA volume-based discounts for online services like Microsoft 365 and Dynamics 365. Adam Mansfield, Microsoft Practice Leader at UpperEdge, breaks down the impact, why Microsoft is making this change, and how enterprise customers can push back. Learn how this move ties to Microsoft’s motivation to accelerate ARPU growth, increased product adoption and upgrades (Microsoft 365 Copilot, E5), and shift more customers towards an MCA-E or CSP contracting model—and what actions need to be take right now. 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 Q4 Earnings: Beat Expectations driven by Azure Growth and Copilot Adoption 8:52

לפני 16 weeks8:52

8:52

Microsoft closed FY25 with strong revenue growth, fueled by Copilot adoption, E5 momentum, and Azure’s breakout 39% growth. Adam Mansfield, Microsoft Practice Leader at UpperEdge, breaks down the key takeaways from the earnings call, including what the numbers mean for enterprise customers with upcoming renewals or considering in-term purchases. Learn how Microsoft’s focus on moving customers to E5, AI (M365 Copilot, GitHub Copilot, Copilot Studio…etc.) will shape pricing, commitments, and negotiation leverage in the year ahead. 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
How Generative AI is Reshaping SAP Brownfield Implementations with Ryan McGhee 44:21

לפני 17 weeks44:21

44:21

In this episode of Insights for IT Negotiations , UpperEdge’s Ryan McGhee joins John Belden and Kylie Chisholm to explore how generative AI is influencing SAP S/4HANA brownfield transformations. From productivity claims and risk mitigation to transparency challenges and use case development, the conversation uncovers what IT leaders need to know before engaging their system integrators. Learn how to separate hype from value, ask the right questions, and prepare your environment to fully leverage AI’s potential without sacrificing control or incurring hidden costs. Resources BLOG – ⁠Rethinking Transformation Strategy in an AI-First World: AI is Changing SAP Strategy. Is Your Business Ready?⁠ BLOG - ⁠Brownfield and the AI Gap: What Your SI Isn’t Telling You and Why It’s More Complex Than It Looks⁠ Want to go deeper? ⁠Contact us⁠ to discuss how we can support your transformation strategy.…

Insights for IT Negotiations

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Salesforce Pricing Shifts, AgentForce, and Slack: What Customers Need to Know Before Dreamforce 26:51

לפני 20 weeks26:51

26:51

Salesforce is making bold changes that every customer needs to pay attention to. In this episode of Insights for IT Negotiations , UpperEdge’s Adam Mansfield joins Kylie Chisholm to unpack the upcoming 6% price increase, the evolving AgentForce pricing models, and Slack’s shift toward higher-cost enterprise editions. They explore what’s really driving these updates, how they impact your current agreements, and what actions you should take now to maintain leverage, especially with Dreamforce around the corner. Key Topics: Why Salesforce is raising prices and how customers are reacting What to know about AgentForce pricing models and AI consumption risks Slack’s price increase and its role in Salesforce’s bundling strategy Practical steps to prepare for renewal negotiations Resources PODCAST – Salesforce Announces August Price Hikes & New AgentForce & Slack Plans: Here’s What You Must Do Now BLOG - Salesforce Increasing Pricing and Adding Agentforce Options: What Customers Need to Know Now If you’re a Salesforce customer, these changes are coming. This episode will help you get ahead of them. Learn more about how UpperEdge can help here. Episode Chapters Overview of Salesforce Pricing Changes (00:02:47) Recent Salesforce pricing changes, the 6% price increase, and its impact on customers. Customer Reactions to Price Increases (00:05:50) Explores customer response to the price hikes and the lack of perceived added value. Advice for Customers Facing Price Changes (00:07:09) Guidance on how customers should respond, including requesting detailed usage and value justification from Salesforce. AgentForce: Introduction and Evolution (00:10:11) Introduction to AgentForce, its pricing models, and changes made in response to customer feedback. AgentForce Pricing Models and Bundling (00:11:16) Learn more about the shift from per-conversation to per-action pricing, add-on models, and the new AgentForce One edition. Risks and Challenges with AgentForce Bundles (00:13:35) Discussion of potential pitfalls with bundled offerings, definitions, and renewal challenges. Risks of Consumption-Based Pricing (00:14:38) Deep dive into the risks of consumption-based pricing models, especially as they relate to AI and Salesforce. Negotiating Consumption Terms (00:16:38) Emphasizes the need for clear definitions, protections, and negotiation in consumption-based agreements. Real-World Examples (00:19:01) Advice on preparing for change management and references to large customers like Pepsi adopting AgentForce. Slack Pricing Changes and Bundling (00:20:05) Discussion of Slack’s price increase, new enterprise edition, and its integration into Salesforce bundles. How to Evaluate Salesforce’s Bundled Offers (00:22:16) Advice on how customers should analyze bundled offers, demand value breakdowns, and negotiate opt-outs. Preparing for Dreamforce and Your Broader Salesforce Strategy (00:24:11) Prepare for Dreamforce, consider all Salesforce products, and fight back against Salesforce’s agenda.…

Insights for IT Negotiations

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Salesforce Announces August Price Hike & New AgentForce and Slack Plans: Here’s What You Must Do Now 5:47

לפני 22 weeks5:47

5:47

Salesforce just announced a 6% price increase effective August 1st (20% for Slack Business+), alongside new Agentforce and Slack plans. This includes a staggering $125/user/month Agentforce add-on and an Agenforce 1 Edition for $550/user/month. In this episode, Adam Mansfield, Salesforce Practice Leader at UpperEdge, breaks down the real strategy behind these moves and what Salesforce customers must do now to prepare before they get locked into higher costs without the right protections. Key Takeaways: What’s really behind the Salesforce product (sales, service, field service and industry) and Slack price increases What comes with the Agentforce add-on and Agentforce 1 Edition What customers that are considering AgentForce need to do What to demand from Salesforce before committing to anything: pricing, definitions, volume discounting, protections, flexibility and more For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter .…

Insights for IT Negotiations

1
AI-Fueled Cloud Lock-In: Why Escaping Your Vendor Just Got Harder 23:04

לפני 23 weeks23:04

23:04

In this episode of Insights for IT Negotiations , UpperEdge’s Adam Mansfield joins Kylie Chisholm to unpack the evolving reality of vendor lock-in in the cloud era and how AI is deepening that entrenchment. From the long-standing SaaS model to today’s rapidly spreading AI offerings from Microsoft, Salesforce, and others, organizations are finding themselves more tightly bound to vendors than ever before. But does that mean you're powerless? Hardly. Learn actionable strategies to mitigate the risks of cloud and AI lock-in, reframe your negotiation mindset, and hold vendors accountable for delivering long-term value. Resources: BLOG: How to Avoid Vendor Lock-in with Cloud Subscription Agreements BLOG: Key Trends Disrupting Your Cloud Vendor Relationships About the Show: Welcome to Insights for IT Negotiations, a podcast by UpperEdge, a leading IT sourcing, negotiation, and project execution advisory firm. Join John Belden, UpperEdge’s Chief Research and Strategy Officer, and Kylie Chisholm, UpperEdge’s Marketing Manager, every other week as they share valuable insights to help you maximize the value of your key IT relationships. For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter .…

Insights for IT Negotiations

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Oracle’s FY25 Boom: AI, Cloud, and What It Means for Customers 6:52

לפני 23 weeks6:52

6:52

Jeff Lazarto, Oracle Practice Leader at UpperEdge, breaks down Oracle’s explosive FY25 earnings, the role of AI in their growth, and strategic guidance for existing and prospective Oracle customers. From cloud infrastructure to database demand and Oracle’s aggressive sales posture, this episode unpacks what buyers need to know now to negotiate smartly and plan for the future.For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter .…

Insights for IT Negotiations

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Is This Company Really Going to Make a 1 Million-Seat Microsoft 365 Copilot Commitment? 4:19

לפני 24 weeks4:19

4:19

Microsoft’s mega deal is raising big questions. A report suggests Microsoft is working on a 1 million-seat Microsoft 365 Copilot deal, but what does that actually mean for customers? In this episode, Adam Mansfield, Advisory Practice Leader at UpperEdge, dissects the potential Microsoft 365 Copilot mega-deal and raises critical questions about possible and likely “over licensing,” the adequacy of discounting and pricing protections, and the potential shift toward consumption-based pricing. If you’re evaluating Microsoft’s AI offering “Microsoft 365Copilot,” to any degree and magnitude, this is a must-watch. Are all 1M seats paid? Will they be used? Did the buyer get renewal protections? What happens to the underlying E3/E5 pricing and associated unified support fees? What to demand before signing a high-volume Microsoft 365 Copilot deal For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter . Topics include:…

Insights for IT Negotiations

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

לפני 25 weeks4:06

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 .…

Insights for IT Negotiations

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

לפני 25 weeks12:21

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 .…

Insights for IT Negotiations

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

לפני 25 weeks5:27

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)…

Insights for IT Negotiations

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

לפני 26 weeks9:30

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 .…

Insights for IT Negotiations

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

לפני 28 weeks6:50

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 .…

Insights for IT Negotiations

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

לפני 28 weeks28:23

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 .…

Insights for IT Negotiations

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

לפני 29 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 .…

Insights for IT Negotiations

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

לפני 29 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 .…

Insights for IT Negotiations

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

לפני 30 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 .…

Insights for IT Negotiations

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

לפני 31 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 .…

Insights for IT Negotiations

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

לפני 31 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 .…

Insights for IT Negotiations

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

לפני 31 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 .…

Insights for IT Negotiations

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

לפני 33 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 .…

Insights for IT Negotiations

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

לפני 33 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 .…

Insights for IT Negotiations

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

לפני 33 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

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Bridging Talent Deserts & IT Project Success with GenAI – A Conversation with Marc Kermisch 41:55

לפני 34 weeks41:55

41:55

In this episode of Insights for IT Negotiations , UpperEdge’s Chief Research Officer, John Belden, sits down with Marc Kermisch to explore the critical challenges of talent deserts, why IT projects fail, and how Generative AI is reshaping the way organizations approach innovation. Marc shares insights from his experience at Emergent Software, discussing cutting-edge solutions and strategies that can drive success in an ever-evolving digital landscape. Tune in for expert perspectives on transforming talent gaps into opportunities and leveraging GenAI for smarter, more resilient projects. Resources: Connect with Marc on LinkedIn: Marc Kermisch BLOG – SI Talent Deserts: 6 Ways to Protect Your Digital Transformations BLOG - Protecting Your Digital Transformation From Value Erosion PODCAST – 3 Market Forces Driving the IT Landscape in 2025 About the Show: Welcome to Insights for IT Negotiations, a podcast by UpperEdge, a leading IT sourcing, negotiation, and project execution advisory firm. Join John Belden, UpperEdge’s Chief Research and Strategy Officer, and Kylie Chisholm, UpperEdge’s Marketing Manager, every other week as they share valuable insights to help you maximize the value of your key IT relationships. For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter .…

Insights for IT Negotiations

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Microsoft Copilot Studio: Negotiation Tips Customers Need to Know 6:45

לפני 34 weeks6:45

6:45

Adam Mansfield, UpperEdge’s Microsoft Advisory Practice Leader, dives into Microsoft Copilot Studio—its significance to Microsoft, how it is priced, its licensing model, and how Microsoft customers should approach negotiations. Learn why usage definitions matter, how to optimize your contract, and the key factors to consider before adopting (and using) Copilot Studio. If you’re exploring Microsoft Copilot Studio, this episode is a must-listen! For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter .…

Insights for IT Negotiations

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One of the Hidden Traps in Enterprise SaaS Contracts – What You Need to Know! 9:02

לפני 35 weeks9:02

9:02

Are you truly getting the flexibility you need from your enterprise SaaS vendor (Salesforce, ServiceNow, Microsoft etc.) and are your contracts set up well to provide it? Adam Mansfield, UpperEdge’s Practice Leader, dives into the critical issues surrounding flexibility in SaaS agreements and shares his thoughts on how customers can fix the likely issues that exist. For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter .…

Insights for IT Negotiations

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Microsoft’s Price Hikes: What It Means for Your Business and How to Respond 7:31

לפני 35 weeks7:31

7:31

Microsoft is significantly increasing Power BI and Teams Phone pricing starting April 1st. Adam Mansfield, UpperEdge’s Microsoft Advisory Practice Leader, breaks down the justifications given, the hidden motivations behind these changes, and what Microsoft customers can do to navigate the price hikes effectively. Learn how to turn Microsoft’s tactics to your advantage, optimize value assessments, and leverage alternative solutions in your negotiations. For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter .…

Insights for IT Negotiations

1
Mastering SaaS Negotiations: Key Strategies for IT Leaders 28:34

לפני 36 weeks28:34

28:34

In this episode of Insights for IT Negotiations, hosts Adam Mansfield and Kylie Chisholm dive into the evolving landscape of SaaS negotiations. They discuss how vendors are responding to market changes, the key considerations for IT decision-makers, and strategies to maximize value in software agreements. Tune in to gain expert insights and practical advice to navigate your next SaaS contract successfully. Plus, don’t miss the latest updates on consumption-based pricing and essential negotiation benchmarks. Resources: BLOG – SaaS Vendors Push Consumption-Based Licensing for AI Offerings: What Customers Need to Know PODCAST – Navigating SaaS Pricing: Key Strategies for Actually Locking in Pricing For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter .…

Insights for IT Negotiations

1
Salesforce vs. ServiceNow: The Battle for CRM & ITSM Dominance 7:40

לפני 36 weeks7:40

7:40

The CRM and ITSM battleground is heating up! Salesforce and ServiceNow are stepping into each other's territories, creating opportunities for strategic moves. In this video,Adam Mansfield, UpperEdge's Salesforce Advisory Practice Leader, breaks down the latest developments, key insights from recent earnings calls, and how customers can leverage this rivalry to their advantage. Learn how to challengeyour reps, ask the right questions, and maximize your value in this evolving landscape.For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter .…

Insights for IT Negotiations

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Master Your Microsoft Renewal: Timing and Strategy Insights 7:40

לפני 37 weeks7:40

7:40

Adam Mansfield, UpperEdge’s Microsoft Advisory Practice Leader, shares valuable insights on when and how to prepare for Microsoft renewals. He outlines key questions to consider, strategic timelines, and effective negotiation tactics to secure the best deal. Whether your renewal is months away or fast approaching, Adam’s advice can help you maximize value and minimize risk. For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter .…

Insights for IT Negotiations

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ServiceNow’s Biggest Acquisition Yet: $2.85B Move to Expand Agentic AI, CRM & Search 6:52

לפני 37 weeks6:52

6:52

ServiceNow just announced its largest acquisition ever — a $2.85 billion purchase of Moveworks. This strategic move doubles down on AI and enterprise search capabilities, aiming to expand ServiceNow’s footprint in CRM and customer insights. What does this mean for customers and the future of ServiceNow’s offerings? Adam Mansfield, UpperEdge’s ServiceNow Practice Leader, breaks it all down. For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter .…

Insights for IT Negotiations

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Mastering Microsoft Renewals: Strategies for Smarter Negotiations 25:44

לפני 38 weeks25:44

25:44

In this episode of Insights for IT Negotiations , host Kylie Chisholm is joined by Adam Mansfield, UpperEdge’s Microsoft, ServiceNow, and Salesforce Practice Leader, to discuss how organizations can prepare for upcoming Microsoft renewals. They dive into Microsoft's latest earnings call, the company’s push for early commitments, and key strategies to maximize leverage in negotiations. From Copilot adoption trends to Azure commitments and unified support challenges, this episode provides actionable insights to help IT decision-makers and sourcing professionals secure the best possible deal. Tune in to ensure you're ready to navigate your next Microsoft renewal with confidence! Resources: Explore Our Microsoft Advisory Page BLOG – SaaS Vendors Push Consumption-Based Licensing for AI Offerings: What Customers Need to Know PODCAST – Microsoft's Q2 FY2025 Earnings: Cloud Growth, AI Focus, and Enterprise Negotiation Opportunities About the Show: Welcome to Insights for IT Negotiations, a podcast by UpperEdge, a leading IT sourcing, negotiation, and project execution advisory firm. Join John Belden, UpperEdge’s Chief Research and Strategy Officer, and Kylie Chisholm, UpperEdge’s Marketing Manager, every other week as they share valuable insights to help you maximize the value of your key IT relationships. For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter .…

Insights for IT Negotiations

1
Salesforce Customers Are Pushing Back – Here's Why 5:31

לפני 38 weeks5:31

5:31

Many CIOs are voicing a common concern: Beforeinvesting in new Salesforce products, they need to see more value from what they already have. As Salesforce pushes AI, data, and additional products, customers are questioning spending priorities, engineering investments, costincreases and where their subscription fees are going. In this video, Salesforce Practice Leader, Adam Mansfield breaks down the tension between Salesforce’s growth strategy and customer expectations, revealing what CIOsreally want. Visit our Salesforce Advisory Practice Page to learn more.…

Insights for IT Negotiations

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Salesforce Q4 FY25 Earnings: Growth, Misses, and the Future of AI & Data 7:43

לפני 39 weeks7:43

7:43

Adam Mansfield breaks down Salesforce's Q4 FY25 earnings, revealing mixed results with single-digit growth and some key misses on analyst expectations. CEO Marc Benioff is doubling down on AI (Agentforce) and Data Cloud, but most specifically the "Holy Trinity" of CRM (Apps / Customer 360) + AI + Data. With CFO (Weaver) and COO (Millham) transitions, shifting revenue models, and an aggressive push for customer adoption of AI solutions with consumption-based licensing, what does this mean for businesses? Understanding discounting that is available, level of transparency needed, renewal protections, and the evolving consumption model is more critical than ever. For more innovative IT sourcing and risk mitigation insights: • Contact Us - https://upperedge.com/who-we-are/contact-us/ • Subscribe to the UpperEdge Newsletter - https://upperedge.com/knowledge-cente... • Subscribe to the UpperEdge Podcast - https://upperedge.com/knowledge-cente... • Follow us on LinkedIn - https://www.linkedin.com/company/upperedge-llc/ • Follow us on Twitter - https://twitter.com/upperedge…

Insights for IT Negotiations

1
Navigating SaaS Pricing: Key Strategies for Actually Locking in Pricing 4:17

לפני 39 weeks4:17

4:17

In this insightful discussion, we explore the critical aspects of negotiating software-as-a-service (SaaS) pricing with major vendors like Microsoft, Salesforce, ServiceNow, SAP, andOracle. From ensuring upfront discounts translate to long term savings to leveraging volume discount structures and scrutinizing future pricing tables, this conversation highlights essential strategies to avoid unexpected costincreases. Learn how to secure better terms, protect renewal pricing, and push vendors for fairer deals in an evolving consumption-based pricing landscape.…

Insights for IT Negotiations

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How to Master Your Oracle Negotiations: Actionable Tips As We Approach Oracle's Year End 30:25

לפני 40 weeks30:25

30:25

In this episode of Insights for IT Negotiations , hosts John Belden and Kylie Chisholm are joined by Oracle advisory experts Jeff Lazarto and Shane Griffin from UpperEdge. They dive deep into Oracle's pricing strategies, Fusion ERP, and critical negotiation tactics. Learn how to navigate Oracle contracts, secure the best pricing, and avoid common pitfalls that could cost millions. Whether you're facing an upcoming renewal or a net-new deal, this episode arms you with the insights you need to negotiate with confidence. Resources: Explore Our Oracle Advisory Page BLOG - 4 Tips for Negotiation with Oracle⁠ PODCAST - Strategies for Effectively Negotiating Oracle’s OCI and UCC Models For a more tailored conversation around your Oracle strategy, ⁠⁠Contact Us ⁠⁠ to learn how UpperEdge can help. For more innovative IT sourcing and risk mitigation insights, ⁠⁠subscribe⁠⁠ to the UpperEdge newsletter and follow UpperEdge on ⁠⁠LinkedIn⁠⁠ and ⁠⁠Twitter⁠⁠ . About the Show: Welcome to Insights for IT Negotiations, a podcast by UpperEdge, a leading IT sourcing, negotiation, and project execution advisory firm. Join John Belden, UpperEdge’s Chief Research and Strategy Officer, and Kylie Chisholm, UpperEdge’s Marketing Manager, every other week as they share valuable insights to help you maximize the value of your key IT relationships.…

Insights for IT Negotiations

1
Navigating AI Ethics and Legislation in Your IT Contracts with Sarah Alt 42:59

לפני 41 weeks42:59

42:59

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. AI is transforming the business landscape, but with innovation comes new legal and ethical challenges. In this episode of Insights for IT Negotiations , hosts John Belden and Kylie Chisholm speak with Sarah Alt, Chief Process and AI Officer at Michael Best, about the evolving landscape of AI legislation, ethical considerations, and the responsibilities of IT buyers and vendors. From Wisconsin’s AI legislative study to the global impact of the EU AI Act, this discussion provides key insights for IT decision-makers. Sarah also shares her top three rules for evaluating AI-powered solutions. Resources: Follow Sarah on LinkedIn LEGISTLATION TRACKER – Michael Best's AI Services PODCAST - 3 Market Forces Driving the IT Landscape in 2025 For a more tailored conversation around your 2025 strategy and Gen AI goals, ⁠Contact Us ⁠ to learn how UpperEdge can help. For more innovative IT sourcing and risk mitigation insights, ⁠subscribe⁠ to the UpperEdge newsletter and follow UpperEdge on ⁠LinkedIn⁠ and ⁠Twitter⁠ .…

Insights for IT Negotiations

1
SaaS Vendors' Shift to Consumption-Based Licensing 5:34

לפני 41 weeks5:34

5:34

As the biggest SaaS vendors (Microsoft, ServiceNow, and Salesforce) pivot to consumption-based licensing models for AI products and services, how will it impact customers' pricing and long-term value? In this episode, we break down the major industry licensing shift, what’s driving it on the vendors' side, and what customers need to negotiate to ensure they aren’t left behind. From upfront discounts to renewal protections and volume discount structures, we discuss the key strategies businesses must adopt to navigate this changing landscape. If you have an upcoming negotiation, this is a must-listen! Explore our Advisory Services here.…

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Understanding How Generative AI Impacts Your Implementation Methods

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Insights for IT Negotiations « »
Understanding How Generative AI Impacts Your Implementation Methods