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 …

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 tacti…

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 practic…

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 thi…

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 maximiz…

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 Servi…

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 t…

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, Salesfo…

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) transition…

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 conversatio…

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 pi…

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…

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 en…

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…

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 exis…

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 tran…

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 fu…

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…

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 …

Salesforce’s Q3 FY25 total revenue came in at $9.44B, representing an 8% growth year-over-year. This came in slightly above the $9.35B expected by analysts. While Salesforce did slightly raise the low end of their Full Year FY25 guidance from $37.7B to $37.7B (high end set at $38B), they also maintained an expected single digit revenue growth for F…

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…

Microsoft announced their FY25 Q1 earnings last evening. Total revenue was reported as $65.6B, better than the $64.5B that analysts were expecting. The critically important Microsoft Cloud revenue, which includes Azure, O365 Commercial, LinkedIn, Dynamics 365, and other cloud products, came in at $38.B, representing a 22% increase year-over-year. M…

ServiceNow’s FY24 Q3 subscription revenue came in at $2.72B, representing 23% growth year-over-year while, once again, beating guidance and analyst expectations. ServiceNow also raised their full year FY24 subscription revenue guidance, now expecting somewhere between $10.65B and $10.66B, about a 23% growth. In this podcast, ServiceNow Practice Lea…

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…

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…

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…

Salesforce’s Q1 FY25 total revenue came in at $9.325B, representing an 8% growth year-over-year. This came in slightly above the $9.225B expected by analysts. Operating Margin came in at 33.7%, beating the analyst expected 31.94%. While Salesforce did raise their FY25 operating margin guidance to 32.8%, they also maintained their expected single di…

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 …

Microsoft announced their FY24 Q4 earnings recently, and the total Q4 revenue was reported as $64.7B, better than the $64.39B analysts were expecting. The critically important Microsoft Cloud revenue, which includes Azure, O365 Commercial, LinkedIn, Dynamics 365, and other cloud product, came in at $36.8B, representing a 21% increase year-over-year…

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 …

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…

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…

Oracle reported a great quarter, with their stock price up over 13%. A significant amount of their growth this quarter was cloud related, with their cloud revenue up over 23%. Oracle Cloud Infrastructure (OCI) revenue was also up 53%. Going forward, Oracle forecasts a tremendous amount of increase, including OCI growth at over 50% and total revenue…

Workday reported a strong quarter, with their revenue up 17% from the prior quarter and 18% year-over-year. However, this revenue is still down from the 20% growth they were experiencing in prior years. As a result, they have lowered their projection numbers for the remainder of the year. Workday is citing scrutiny on how money is being allocated f…

Salesforce’s Q1 FY25 total revenue came in at $9.13B, representing an 11% growth year-over-year. This was on the lower end of their guided range and came up short of the analyst expected $9.17B. Salesforce now expects their FY25 subscription and support revenue growth to come in slightly below 10% (Salesforce’s better way of saying single digit). E…

Microsoft announced their FY24 Q3 earnings yesterday. Total revenue was reported as $61.9B, better than the $60.9B analysts were expecting. The critically important Microsoft Cloud revenue, which includes Azure, O365 Commercial, LinkedIn, Dynamics 365 and other cloud products, came in at $35.1B, representing a 23% increase year-over-year. Microsoft…

ServiceNow’s Q1 FY24 subscription revenue came in at $2.523B, representing 25% growth year-over-year while also beating guidance and analyst expectations. ServiceNow also slightly raised their full year FY24 subscription revenue guidance, now expecting somewhere between $10.56B and $10.575B, which would represent 21.5 to 22% growth. In this podcast…

Oracle’s Q3 2024 earnings call was released earlier this week, and it should come as no surprise that they continue to be laser-focused on the cloud. If you’re an existing or prospective Oracle customer, you can benefit from Oracle’s priorities in your upcoming negotiations. In this podcast, Oracle Practice Manager Shane Griffin gives a high-level …

Workday's FY24 revenue saw an impressive increase, with total revenue reaching $1.90 billion and marking a 17% year-over-year growth. This growth was slightly ahead of Workday’s target and supported by an increase in net-new customers, ongoing focus on the healthcare sector and early renewals. In this podcast, Workday Practice Manager Erwann Couesb…

Salesforce’s FY24 total revenue came in at $34.9B, representing an 11% growth year-over-year. However, this did come in much lower than the 18% growth posted in FY23. Salesforce’s FY25 guidance also represents a continued decline in growth, as the midpoint of Salesforce’s forecasted revenue would represent roughly 8.6% growth. It is clear from the …

Microsoft announced their FY24 Q2 earnings yesterday. Total revenue was reported as $62B, better than the $61.1B analysts were expecting. The critically important Microsoft Cloud revenue, which includes Azure, O365 Commercial, LinkedIn, Dynamics 365 and other cloud product, came in at $33.7B, representing a 24% increase year-over-year. Microsoft’s …

ServiceNow’s Q4 subscription revenue came in at $2.37B, representing 27% growth year-over-year while also beating guidance and analyst expectations. ServiceNow also raised their full year FY24 subscription revenue guidance by $165M, now expecting somewhere between $10.56B and $10.58B, which would represent 21.5 to 22% growth. In this podcast, Servi…

Microsoft made some pretty big announcements tied to their Copilot for Microsoft 365 offering. In this podcast, Microsoft Practice Leader, Adam Mansfield, shares his thoughts on each announcement and what customers need to be thinking about as they consider adopting Copilot for Microsoft 365.Host: Adam Mansfield: https://bit.ly/3rPGp8r Microsoft Co…

Salesforce’s Q3 subscription and support revenue came in at $8.14B, representing 13% growth year-over-year, but fairly flat revenue growth when compared to other quarters in FY24. It also represents significantly lower growth when compared against the 18% growth posted last Q3. During the earnings call, CEO, Marc Benioff, made it clear that he and …

Salesforce’s Q2 FY24 total revenue came in at $8.6B, beating analysts expected $8.53B, and represented 11% growth year-over-year. Salesforce raised their full year FY24 revenue guidance from $34.7B to $34.8B, which would represent 11% growth year-over-year and beat the expected guidance of $34.65B. They stated recent price increases were accounted …

Salesforce announced that they will be increasing list prices by an average of 9% across Sales Cloud, Service Cloud, Marketing Cloud, Industries and Tableau products. Salesforce’s last list price increase was over seven years ago, so it was only a matter of time. As further justification for the price increases, Salesforce also cited the fact that …

Oracle had an exceptionally strong quarter in FY23 Q4, showing considerable revenue growth across their Cloud Fusion (up 47%), ERP (up 28%), and NetSuite (up 24%) offerings. Over the past several quarters, Oracle has maintained steady growth numbers, especially for their cloud offerings, proving that they have caught up with competitors like Workda…

Workday had another solid quarter in FY24 Q1. They announced a 23% growth in revenue, beating market expectations and their 20% target. However, with upcoming changes in leadership at the C-Suite level and an uncertain macroeconomic environment that’s causing elongated sales cycles, it will be critical for Workday to maintain the growth momentum th…

Salesforce released their Q1 FY24 earnings, and while they did beat their previously forecasted revenue target, they reported their slowest revenue growth since 2010 and stated they expect this slowed growth to continue. Salesforce’s total revenue for the quarter was $8.25B, up 11%. Salesforce also reiterated full year FY24 total revenue guidance o…

ServiceNow’s FY23 Q1 subscription revenue came in at $2.024B, representing 24% growth year-over-year and beating the $1.996B analysts were expecting. ServiceNow also raised full year FY23 subscription revenue guidance, citing a pipeline that continues to look robust for the remainder of the year. ServiceNow closed 66 transactions in the quarter wit…