Uppercut Podcasts By Upperedge

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 KermischBLOG – SI Talent Deserts: 6 Ways to Protect Your Digital TransformationsBLOG - Protecting Your Digital Transformation From Value ErosionPODCAST – 3 Market Forces Driving the IT Landscape in 2025About 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 C

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.

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.

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.

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 KnowPODCAST – Navigating SaaS Pricing: Key Strategies for Actually Locking in PricingFor more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter.

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.

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.

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.

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 PageBLOG – SaaS Vendors Push Consumption-Based Licensing for AI Offerings: What Customers Need to KnowPODCAST – Microsoft's Q2 FY2025 Earnings: Cloud Growth, AI Focus, and Enterprise Negotiation OpportunitiesAbout the Show:Welcome to Insights for IT Negotiations, a podcast by UpperEdge,

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.

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/compa

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.

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 PageBLOG - 4 Tips for Negotiation with Oracle⁠PODCAST - Strategies for Effectively Negotiating Oracle’s OCI and UCC ModelsFor 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 b

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 ofInsights 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 LinkedInLEGISTLATION TRACKER–Michael Best

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 ourAdvisory Services here.

Salesforce just made a game-changing announcement—combining the COO and CFO roles into one, appointing Robin Washington to lead the charge. But with longtime executives Brian Millham and Amy Weaver stepping down, the market is reacting with skepticism. In this episode, we break down what this leadership shift means for Salesforce’s AI-driven future, how customers should prepare for these changes, and why Benioff is doubling down on Agentforce. Stay tuned for expert insights on what’s next for the cloud giant.

In this episode, we dive into the latest Salesforce renewal negotiations and the growing emphasis on AI and Data Cloud. With Salesforce pushing hard for Agentforce adoption, our Salesforce expert breaks down what this means for customers, the hidden costs behind consumption-based pricing, and the strategies you need to maximize value from your existing investments. Learn how to navigate pricing structures, secure discounts, and avoid future surprises. If you're a Salesforce customer facing renewal discussions, this is an episode you can't afford to miss! Learn more about how we can support your Salesforce negotiations by exploring our Salesforce Advisory Services.

Microsoft just reported its Q2 FY2025 earnings, highlighting strong cloud growth but falling short on future guidance. With AI-driven revenue at the forefront, Microsoft is pushing hard for greater adoption of Copilot, Microsoft 365 E5, and Azure services. If you’re an enterprise customer, this is the moment to negotiate better pricing, ensure transparency, and secure renewal protections. Microsoft needs you to use more—leverage that to get the best deal possible. Don’t miss this breakdown from UpperEdge’s expert Microsoft advisor on what it all means for your business. For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter.

ServiceNow just reported its Q4 FY2024 earnings, revealing strong revenue growth but falling slightly short of analysts’ expectations. AI remains a major focus, with significant growth in its ProPlus offerings and a push toward increased customer adoption of Now Assist. With ambitious revenue targets of $15 billion by 2026 and $30 billion in the future, ServiceNow is looking to expand its footprint across IT, HR, and customer service. If you’re a customer, now is the time to negotiate better value and ensure transparency in pricing and consumption models. Don’t miss this deep dive from our ServiceNow expert advisor on what it all means for you. For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter.

Welcome to Insights for IT Negotiations, a podcast by UpperEdge, a leading IT sourcing, negotiation, and project execution advisory firm. Join John Belden, UpperEdge’s Chief Research and Strategy Officer, and Kylie Chisholm, UpperEdge’s Marketing Manager, every other week as they share valuable insights to help you maximize the value of your key IT relationships. In this first episode of 2025, John and Kylie explore the key market forces set to shape the IT vendor landscape in the year ahead. They discuss the maturity of generative AI and its impact on Systems Integrators, the rising challenge of technical debt, and the federal policies that could significantly impact IT budgets and vendor strategies. Tune in for expert insights on how these trends will influence IT negotiations and how UpperEdge can help organizations navigate the shifting landscape. Resources: GRAPHIC – Visit the UpperEdge landing page for this episode to see an infographic on these market forces BLOG – Generative AI and AI Infrastructur