Hosted by UpperEdge · 🇺🇸 US · EN-US · 362 episodes
Established thought leaders with verified media credentials.
The world's most trusted IT negotiation advisors for innovative IT sourcing and risk mitigation strategies
UpperEdge hosts Insights for IT Negotiations, a business show with 362 episodes published.
Microsoft has a playbook, and it's not yours. In this episode, UpperEdge’s Microsoft Practice Leader, Adam Mansfield, breaks down what actually creates leverage in a Microsoft negotiation right now, what mistakes enterpr
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 Salesf
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 A
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 Ma
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 bi
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 Se
Salesforce is doubling down on Slack—and AI is at the center of it. With the introduction of Slack’s “AI agent” (Slackbot), customers should expect increased pressure to adopt, upgrade, and spend more.In this breakdown,
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
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 doubli
In this video, Adam Mansfield shares a critical red flag to watch for when approaching a SaaS renewal negotiation, especially with major vendors like Salesforce, Microsoft, SAP, and/or ServiceNow.If you’ve explicitly ask
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 c
Enterprise customers are seeing a sharp rise in account team changes across major SaaS vendors like Microsoft, Salesforce, and ServiceNow. But this isn’t just turnover—it’s a strategic shift.In this video, Adam Mansfield
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
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, re
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 ne
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,
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 pr
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 Salesf
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
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. Dra
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Insights for IT Negotiations is hosted by UpperEdge. The show is categorised under business and has published 362 episodes.
Insights for IT Negotiations has published 362 episodes.
Insights for IT Negotiations regularly covers business. It sits in the business category.
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