Insights for IT Negotiations

Hosted by UpperEdge

BusinessExplicit

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Episodes

386

Latest episode

Jun 2026

Language

EN-US

About the show

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

Listen to episodes

60 recent

June 1, 20268 min

Salesforce Q1 FY27 Earnings Analysis: Agentforce Growth, Headless 360 & AI Pricing Risks

Salesforce reported Q1 FY27 earnings with revenue exceeding expectations, but the bigger story is the company's push toward AI-driven, consumption-based revenue models. In this analysis, Adam Mansfield breaks down Salesforce's quarterly results, Agentforce adoption trends, Data Cloud growth, Headless 360, and how Salesforce plans to monetize AI through Flex Credits and customer-facing use cases.Adam also explains why enterprise customers should pay close attention to contract structures, transparency, consumption pricing protections, and long-term AI commitments as Salesforce expands its Agentforce and Data 360 offerings.Key topics covered:Salesforce Q1 FY27 earnings resultsAgentforce ARR and customer adoptionData Cloud (Data 360) growthHeadless 360 strategy and API monetizationAI consumption pricing modelsFlex Credits and future revenue growthEnterprise software negotiation strategiesSalesforce renewal and contract considerationsIf you're evaluating Salesforce, negotiating a renewal, or assessing the impact of AI pricing on your technology investments, this breakdown provides practical insights into what the earnings results mean for customers

May 1, 20266 min

Microsoft Q3 Earnings Breakdown: The Hidden Shift to AI Consumption Pricing

In this breakdown, Adam Mansfield explains the key takeaways from Microsoft’s earnings call, including rapid Azure growth, surging Copilot adoption, and the expansion of AI-driven revenue. But the real story isn’t just AI—it’s how Microsoft is restructuring its licensing model.Customers must now prepare for a hybrid pricing approach that blends traditional seat-based licensing with consumption-based models. This shift introduces new risks around cost overruns, limited usage entitlements, and lack of transparency.If you're negotiating with Microsoft or planning renewals, understanding these changes is critical. Learn how to protect your organization, manage consumption, and push for better pricing terms before it’s too late.

April 28, 20266 min

ServiceNow Q1 FY26 Earnings Breakdown: AI Packaging & Pricing, Now Assist & What Customers Must Know

ServiceNow’s Q1 FY26 earnings delivered strong growth, but what does it mean for customers navigating renewals, new AI product packaging and pricing, along with associated contract negotiations?In this breakdown, Adam Mansfield analyzes key takeaways from ServiceNow’s earnings call, including revenue growth, AI-driven packaging changes, and the shift toward consumption-based pricing. He explains why Now Assist and non-seat-based pricing models are becoming central to ServiceNow’s strategy, and what that means for your cost exposure.With 50% of new business now tied to consumption models and AI embedded across SKUs, organizations must rethink how they approach renewals, transparency, and forecasting. Adam outlines the risks, opportunities, and negotiation strategies buyers need to understand in 2026.If you're planning renewals, attending Knowledge, or evaluating ServiceNow AI investments, this is critical insight to help you avoid unexpected costs and secure better terms.Don't forget to like & subscribe for more insights!

April 28, 202624 min

ServiceNow Knowledge 2026: What IT Leaders Need to Know Before You Go

With ServiceNow Knowledge 2026 right around the corner, what should IT leaders and sourcing professionals expect, and how can you prepare ahead of Las Vegas? In this episode, UpperEdge’s Adam Mansfield breaks down the biggest themes shaping this year’s event: from the surge of AI-driven messaging to evolving pricing models and increased pressure for early renewals. Learn how to navigate vendor conversations, ask the right questions, and turn Knowledge into a strategic advantage, whether you're planning new investments or maximizing what you already own.Resources:SERVICENOW KNOWLEDGE RESOURCE HUBAbout 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 SaaS Leader, and Kylie Chisholm, UpperEdge’s Marketing Manager, as they share valuable insights to help you maximize the value of your key IT relationships.For more innovative IT sourcing and risk mitigationinsights, ⁠subscribe⁠ to the UpperEdge newsletter and follow UpperEdge on ⁠LinkedIn⁠ and ⁠Twitter⁠.

April 16, 20265 min

ServiceNow's New Product Packaging: AI Included, Pricing Tiers, and What Customers Must Know

ServiceNow has announced "AI" will be included in all products moving forward, but what does that actually mean for customers?In this breakdown, ServiceNow Practice Leader and Industry Expert, Adam Mansfield analyzes ServiceNow’s new AI-enabled product strategy, including the shift to bundled AI capabilities without the need for an "add-on", and the new product packaging and associated pricing tiers (Foundation, Advanced, and Prime).While the promise is simplicity, no add-ons, no integrations, no procurement hurdles, the reality raises critical questions. Do ServiceNow customers actually need all of this AI? What are the real cost implications? And how will the product packaging and pricing structures impact renewals, flexibility, and long-term value?Adam walks through:ServiceNow’s AI product architecture (workflow data fabric, AI control tower, autonomous workflows)The three-tier pricing model and what each includesRisks around transparency, value realization, and vendor lock-inKey questions every customer should ask before renewalIf you're a ServiceNow customer, this is essential insight

April 9, 202625 min

ServiceNow’s Consumption Trap: What Every Customer Needs to Know

Consumption-based pricing is rapidly becoming the norm, especially with AI. In this episode, we break down ServiceNow’s hybrid consumption model for Now Assist and why it’s more complex (and risky) than it appears. Learn how vendors are using this model to drive revenue, the red flags to watch for, and what you must do to stay in control before costs spiral. If you're heading into a renewal or attending Knowledge, this is a must-listen. Resources:BLOG – If ServiceNow Is on Your Roadmap in 2026, Your Negotiation Strategy Cannot WaitBLOG – What ServiceNow Customers Can Expect in 2026: A Push for MoreAbout 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 SaaS Leader, and Kylie Chisholm, UpperEdge’s Marketing Manager, 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.

April 8, 20266 min

Oracle’s Big Shift: AI Infrastructure, Layoffs, and What It Means for Customers

Shane Griffin, Oracle Practice Manager at UpperEdge, breaks down Oracle’s latest strategic moves following its Q3 earnings call. From leadership changes and a new CFO hire to large-scale layoffs, Oracle is clearly doubling down on AI infrastructure and OCI growth.In this analysis, Shane explains how these developments connect and what they signal for Oracle’s future direction. More importantly, he outlines what customers should expect as Oracle leans into AI-driven operations, capital reallocation, and evolving sales tactics.If you’re negotiating with Oracle or evaluating OCI, this is essential insight to help you prepare.

March 23, 202648 min

How Generative AI Accelerated a Complex SAP Transformation

In this episode of Insights for IT Negotiations, we take a deeper dive into one of the most talked-about topics in enterprise transformation today: the real-world application of generative AI.Building on our previous conversation, we’re joined again byKevin Lagge of OGE and UpperEdge’s Ted Rogers to explore how AI moved from experimentation to mission-critical execution during a complex, large-scale SAP transformation.Rather than embedding AI into the technology stack itself,Kevin shares how his team leveraged generative AI as an accelerator across the entire transformation lifecycle, from generating functional specs and refactoring legacy code to improving testing, defect resolution, and ongoing operations.Key themes in this episode include:How AI helped reduce development effort by up to 80% through rapid iteration and "knocking the white off the page"The importance of a human-in-the-loop approach to ensure accuracy and trustBuilding internal AI tool like ATlas and Foundry to drive long-term operational efficiencyWhy many service providers are still struggling to deliver real AI value, and how to hold them accountableHow AI is reshaping vendor relationships, cost structures, and the future of IT servicesResources:PODCAST – Beating the Odds: Governance, SAP RISE, and AI in a Major IT TransformationWHITE PAPER – Driving Value Through Discipline: How an Energy Company Reimagined Transformation with UpperEdgeAbout the Show:Welcome to Insights for IT Negotiations, a podcast byUpperEdge, 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.

March 6, 20265 min

Microsoft 365 E7: The Next Big Enterprise Lock-In?

Microsoft may finally be preparing to launch Microsoft 365 E7, a long-rumored enterprise bundle that could reshape how organizations adopt AI, Copilot, and security tools.In this video, UpperEdge’s Adam Mansfield breaks down the rumors surrounding E7, including what might be included, potential pricing, and, most importantly, why Microsoft may be introducing it now.Adam explores how Microsoft could use E7 to accelerate E5 adoption, drive Copilot usage, and tighten enterprise lock-in through bundled licensing and hybrid pricing models. He also explains why enterprise customers with upcoming renewals should start asking Microsoft direct questions now.Key topics covered:Why Microsoft may launch Microsoft 365 E7The role of Copilot adoption in enterprise licensingExpected pricing structure and bundling strategyThe potential shift to hybrid licensing (per user + consumption)How enterprises should prepare before their next Microsoft negotiationIf you manage Microsoft licensing, procurement, or enterprise IT strategy, this is a discussion you don’t want to miss.

February 27, 20264 min

Workday Q4 Earnings Breakdown: What Customers Need to Know

Workday’s Q4 earnings are out — but what do they really mean for customers?In this analysis, Shane Griffin, IT Sourcing & Commercial Advisory Practice Manager at UpperEdge, breaks down Workday’s financial performance, reduced 2027 guidance, stock volatility, and AI acquisition strategy — and translates it into practical implications for both existing and prospective customers.While revenue grew 13% year-over-year and margins improved, there are underlying signals worth examining: slower projected growth, stock pressure, leadership turnover, aggressive AI acquisitions, and increased early renewal activity.Shane explains:• Why Workday’s AI strategy is creating both opportunity and skepticism• What early renewal pushes really signal• How customers can use this moment as a leverage inflection point• Why competitive pressure is forcing sharper pricing and protections• What new modules like HiredScore AI mean for negotiationsIf you’re negotiating a renewal, considering expansion, or evaluating Workday in a competitive deal cycle, this is a critical market moment — and customers have more leverage than they think.