Uppercut Podcasts By Upperedge

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 questi

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

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.

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 opera

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

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 comp

Salesforce’s Q4 FY26 earnings revealed 10% annual growth and $41.5B in revenue — but the real story is Agentforce and the AI monetization plans Salesforce laid out.Adam Mansfield breaks down what Salesforce customers need to understand about:Agentforce ARR hitting $800M (up 169%)29,000 Agentforce deals since launch60%+ of Q4 bookings coming from existing customer expansionFlex credit consumption-based pricing • Premium SKU upgrades (Agentforce 1)The AI monetization model Salesforce is pushingRisks inside the SLA and hybrid licensing structureMore than 50% of Agentforce bookings were tied to flex credits — meaning consumption-based pricing is central to Salesforce’s growth strategy. The financial markets are demanding revenue acceleration from Salesforce, and that pressure is flowing directly Salesforce customers. If you don’t understand how the flex credits, price protections, consumption models, and expansion mechanics tied to Agentforce work, you are exposed. Before you adopt Agentforce or Data 360, make su

Adam Mansfield of UpperEdge breaks down a critical but overlooked risk in today’s AI deals: token-based, credit-based, and usage-driven pricing models from vendors like OpenAI (ChatGPT), Anthropic Claude, Google Gemini, Salesforce Agentforce, ServiceNow, and Microsoft Copilot Studio.As organizations rapidly adopt generative AI platforms, many are locking into commercial constructs without fully understanding usage definitions, token drawdowns, governance controls, metering thresholds, and renewal leverage risks.What happens when consumption accelerates?What happens at renewal when you're fully embedded?What leverage do you really have?Adam explains why AI may become more expensive than planned, and potentially more costly than the employees it was meant to augment or replace, if enterprises fail to negotiate proper protections, flexibility, and contractual clarity upfront.If you're involved in AI procurement, enterprise software negotiations, or technology strategy, this is essential viewing.Topics Co

In this episode of Insights for IT Negotiations, AdamMansfield and Kylie Chisholm break down the top frustrations enterprise customers are facing with their SaaS vendors in 2026. From AI upsells and consumption-based pricing to surprise price increases and sales turnover, they explore why customers feel they are not getting full value.The conversation also highlights where organizations loseleverage in negotiations, the contract risks many overlook, and how to better prepare for renewals in a shifting market.Resources:POSCAST - SaaS Vendors’ New Trick: Multiplying Pricing Caps by Term Length BLOG – SaaS Vendors Push Consumption-Based Licensing for AI Offerings: What Customers Need to KnowAbout 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 Advisory Practice Leader, and Kylie Chisholm, UpperEdge’s Marketing Manager, every other week as they share valuable insights to help you max

Is SaaS vendors really in trouble or is that narrative overblown?Adam Mansfield breaks down the growing concern over whether SaaS is dead. Drawing from real conversations with many SaaS customers, he explains why Salesforce, ServiceNow, Workday, SAP, and Oracle renewals aren’t disappearing anytime soon and thus confirms that SaaS is far from dead.While headlines, recent SaaS vendor earnings, speculation, the reality inside enterprise IT is very different. Companies still rely on mission-critical SaaS platforms and most aren’t in a position to simply walk away now or anytime soon.However, this moment creates leverage. Adam outlines how organizations should use the current market narrative to push Saas vendors for better pricing, flexibility, and investment while making strategic commitments where appropriate.SaaS isn’t dead. But this is a critical window to renegotiate from strength.For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on Linke

Many organizations heading into their Microsoft EA renewal forget to account for a major negotiation lever: LinkedIn.In this discussion, Adam Mansfield explains why LinkedIn (Recruiter, Learning, Sales Navigator) should be strategically aligned with your broader Microsoft Enterprise Agreement (EA) renewal and possibly Azure and Unified Support as well. While LinkedIn products can’t simply be folded into an EA, timing and orchestration matter.If renewal cycles align, you may be able to negotiate holistically and create incremental leverage across all of your Microsoft investments and relationships in place (M365 E3, Dynamics 365, Microsoft 365 Copilot, Power BI, Azure, Unified Support, LinkedIn, Microsoft Consulting Services…etc.).Key topics covered:Aligning LinkedIn renewals with Microsoft EA renewal negotiationsLeveraging LinkedIn spend for broader Microsoft flexibilitySales Navigator use may lend itself to considering Microsoft Relationship Sales (Sales Navigator plus Dynamics 365 Sales)Creating pricing lev

In this video, Adam Mansfield explains what CIOs, and their companies must do once their Microsoft negotiation is completed—especially after committing to Microsoft 365 E5 and increasing Microsoft 365 Copilot volume. Drawing from a recent client engagement, Adam outlines how to hold Microsoft accountable for promised feature usage and expected ROI, ensure adoption, and unlock real value through ongoing engagement, reporting, and funding. Key topics include post-deal strategy, Microsoft 365 Copilot value realization, Microsoft ECIF funding accountability, and how to keep Microsoft “in the room” and engaged long after the contract is signed.For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter.

Microsoft just reported Q2 earnings with strong revenue growth, accelerating cloud performance, and massive AI infrastructure investments—but margins are tightening.Copilot adoption and paid seat growthAzure acceleration and AI-driven infrastructure spendMicrosoft 365 E5 and Copilot leverage in negotiationsWhy Microsoft needs customer growth more than everHow to use earnings data to regain control in renewals and expansionsFor more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter.In this breakdown, Adam Mansfield analyzes what Microsoft’s latest earnings really mean for enterprise customers, including: If you’re negotiating Microsoft agreements, planning a renewal, or considering Copilot, E5, or Azure commitments, this analysis shows how to turn Microsoft’s own earnings pressure into leverage.

ServiceNow just reported Q4 FY25 earnings, and the numbers reveal critical leverage points for customers heading into renewals and new purchases. Adam Mansfield breaks down what was reported and what ServiceNow leadership said on the earnings call, along with his thoughts on how ServiceNow customers need to start planning for an even more aggressive push to get them to adopt and start using ServiceNow’s AI offering, “Now Assist”.From explosive growth in $5M+ customers to the rapid expansion of Now Assist adoption that comes with the “problematic for customers” consumption-based pricing, this analysis explains how ServiceNow is monetizing AI—and how customers should negotiate to protect themselves. If you’re buying, renewing, or expanding ServiceNow, these insights are essential.For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter.

What does it take to successfully navigate a massive ITtransformation without ending up in the headlines?In this episode of Insights for IT Negotiations, hosts John Belden and Kylie Chisholm are joined by UpperEdge Chief Advisory Officer Len Riley and OG&E’s Director of Technology Strategy, Kevin Lagge, to break down OG&E’s five-year SAP S/4HANA and RISE transformation journey. Kevin shares candid lessons from the front lines around Phase 0 decision-making, executive alignment, negotiating early SAP RISE contracts, and managing a multi–systems integrator model.The conversation also explores how strong governance, built-in flexibility, and innovative use of generative AI helped OG&E stay on track, control costs, and ultimately thrive through change, all with the help of UpperEdge.A must-listen for IT leaders facing large-scale ERP, cloud, or digital transformation initiatives.Resources:WHITE PAPER - DrivingValue Through Discipline: How an Energy Company Reimagined Transformation withUpperEdgeBLOG -

Enterprise AI vendors like OpenAI (ChatGPT), Anthropic (Claude), and Google (Gemini) are aggressively targeting enterprise customers—and they need your business. In this video, Adam Mansfield breaks down why enterprises must slow down, negotiate hard, and secure the right commitments before signing AI contracts with any of these vendors. Enterprises need to ensure the proper pricing is in place (upfront and downstream), adequate transparency is provided, along with the appropriate level of flexibility and investments.  This is a must-watch for CIOs, procurement, sourcing, and line of business leaders navigating the rapidly evolving AI landscape.For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter.

In this episode, Adam Mansfield shares unfiltered insight into what Microsoft customers actually want from Microsoft heading into 2026. Drawing on conversations with CIOs and senior business leaders, Adam explains growing frustration around forced upgrades, E5 and Copilot pressure, Azure commitments, and pricing tactics that prioritize vendor outcomes over customer value.This discussion focuses on the importance of value-based selling, customer listening, transparency, and trust. If you manage Microsoft licensing, negotiate enterprise agreements, or are responsible for Microsoft strategy, this video highlights the critical mindset shift Microsoft customers expect.For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter.

In this video, Adam Mansfield shares grounded, real-world insights from ongoing conversations with Salesforce customers, analysts, and the investment community. He explains why aggressive pricing tactics and forced product strategies are undermining trust—and how Salesforce can instead accelerate growth by refocusing on customer value, transparency, and listening. From renewals and portfolio rationalization to Agentforce and Data Cloud, this discussion outlines a more sustainable path forward for Salesforce in 2026.For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter.

Many organizations still focus heavily on SLA metrics like uptime and ticket closure rates, but those metrics alone do not create strong governance or long-term value. In this episode of Insights for IT Negotiations, Kylie Chisholm is joined by UpperEdge managed services experts Greg Hall and Ally Kuppens to discuss why the structure behind SLAs is often more important than the metrics themselves.The conversation explores how modern SLA frameworks support flexibility over long-term managed services agreements, allowing organizations to adapt as business priorities change. Greg and Ally walk through the four core components of an effective SLA framework: risk sharing, SLA adjustment rights, termination for cause, and continuous improvement. They explain how each one helps balance accountability with a healthy provider relationship.Listeners will come away with practical guidance on how to design SLAs that stay relevant over time, align to real business outcomes, and create shared incentives for continuous impr

Microsoft has kicked off a rapid pricing and commercial-policy shift that will materially impact most enterprise renewals. First, Microsoft’s volume discounting levels (B/C/D) have effectively been removed (unless you have airtight renewal price protection language). Next, Microsoft announced core SKU list price increases effective July 1, 2026, with select “value add” features rolled into bundles—whether you use them or not.In this video, Adam Mansfield breaks down what’s changing and how customers should respond—especially if you have renewals coming up next year.Key takeaways covered:What the end of volume discounting means for your renewal baselineMicrosoft 365 and Office 365 SKU increases (and why “added features” may not equal “added value”)Common Microsoft tactics ahead of July 1, 2026—and how to avoid being rushed into a suboptimal dealHow to reset executive expectations and push for “pay for value received” outcomesPractical next steps:Inventory unused entitlements and adoption gaps before negotiatio