Sinopsis
World's most trusted IT negotiation advisors for innovative IT sourcing and risk mitigation strategies
Episodios
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Salesforce Q3 FY23 Earnings: Leadership Leaving and Soft Guidance
01/12/2022 Duración: 14minSalesforce’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
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ServiceNow FY22 Q3 Earnings: Revenue Comes Up Short but Strong Pipeline in Place
26/10/2022 Duración: 14minServiceNow’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 Ser
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Microsoft FY23 Q1 Earnings: Low Revenue Growth Rate Provides Opportunity for Customers
25/10/2022 Duración: 13minIn 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 Com
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How Salesforce Customers Can Get the Most Out of Dreamforce
12/09/2022 Duración: 05minSalesforce’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
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Salesforce FY23 Q2 Earnings: Lowered Revenue Guidance tied to More Measured Customers
25/08/2022 Duración: 10minSalesforce 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 a
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Oracle’s Layoffs in 2022
01/08/2022 Duración: 03minOracle 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
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ServiceNow FY22 Q2 Earnings: Longer Sales Cycles Put Pressure on Q4
28/07/2022 Duración: 17minServiceNow’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
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Microsoft FY22 Q4 Earnings: Top and Bottom Line Misses Provide Opportunity for Customers
27/07/2022 Duración: 18minMicrosoft 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 a
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Will Oracle Support Fees Increase? What We know So Far
22/07/2022 Duración: 02minThere 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
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ServiceNow Impact – What Customers Need to Know
13/07/2022 Duración: 13minServiceNow 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
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Workday FY23 Q1 Earnings: The Pressure’s On as Organizations Push Out Deals
16/06/2022 Duración: 06minWorkday 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
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Salesforce Q1 FY23 Earnings: Continued Growth, Lowered Revenue Guidance and Focus on Customer 360
31/05/2022 Duración: 10minSalesforce 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 ec
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ServiceNow Financial Analyst Day 2022 – Key Takeaways
26/05/2022 Duración: 12minServiceNow 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
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3 Key Observations on the SAP McKinsey Partnership Announcement
10/05/2022 Duración: 04minIt'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
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ServiceNow FY22 Q1 Earnings: Customer “Stickiness” Has Served Them Well
27/04/2022 Duración: 08minServiceNow’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
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Microsoft FY22 Q3 Earnings: Reliance on Microsoft Cloud Remains High
27/04/2022 Duración: 08minMicrosoft 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
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Salesforce FY22 Q4 Earnings: Its Best Quarter Yet
02/03/2022 Duración: 13minSalesforce 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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ServiceNow FY21 Q4 Earnings: On the Path to $15B
27/01/2022 Duración: 09minServiceNow 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
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Microsoft FY22 Q2 Earnings: Impressive Cloud Revenue Growth
26/01/2022 Duración: 13minMicrosoft 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 M
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4 Success Factors for Selecting an SAP SI Provider
04/12/2021 Duración: 08minThere 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