Insights for IT Negotiations

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 enterprises are making, and why the tactics that worked even a year ago may no longer apply. Adam and host Kylie Chisholm dig into the shift happening in mid-2026, where partial commitmen...

GitHub Copilot's licensing changed on June 1st — and if you're a business or enterprise customer, the stakes couldn't be higher. In this video, Adam Mansfield, Practice Leader at UpperEdge, breaks down exactly what changed, what it means for your organization, and how to negotiate from a position of strength. Adam covers the shift from a simple per-user model to a token-based consumpti...

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 Salesforce's quarterly results, Agentforce adoption trends, Data Cloud growth, Headless 360, and how Salesforce plans to monetize AI through Flex Credits and customer-facing use...

In this video, Adam breaks down what ServiceNow customers are really asking:• How to get more value from existing investments• What embedded AI actually means for licensing and renewals• Risks around AI forecasting and overcommitment• Questions surrounding the various AI offerings coming out (i.e. AI Control Tower, Autonomous Workforce, Now Assist, Otto, Workflow Data Fabric, Autonomous CRM, etc.)...

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 AI—it’s how Microsoft is restructuring its licensing model. Customers must now prepare for a hybrid pricing approach that blends traditional seat-based licensing with consumption-ba...

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 Mansfield analyzes key takeaways from ServiceNow’s earnings call, including revenue growth, AI-driven packaging changes, and the shift toward consumption-based pricing. He explains...

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 biggest themes shaping this year’s event: from the surge of AI-driven messaging to evolving pricing models and increased pressure for early renewals. Learn how to navigate vendor con...

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 a...

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, Adam Mansfield explains what’s really happening behind the scenes: why Salesforce needs Slack adoption, how AI investments are driving sales behavior, and where hidden costs may e...

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 att...

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, h...

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 asked for a simple “as-is” SaaS renewal proposal and the vendor sidesteps that request in favor of scheduling a meeting, it’s a red flag. Adam breaks down why this happens, what it m...

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-s...

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 from UpperEdge explains why vendors are reshuffling account teams more frequently in 2026, what it means for your organization, and how you should respond to protect your interes...

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 co...

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 g...

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 launch 60%+ of Q4 bookings coming from existing customer expansion Flex credit consumpt...

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 u...

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 loseleve...

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, spe...

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 fold...

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 on...

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 growth Azure acceleration and AI-driven infrastructure spend Microsoft 365 E5 and Copilot leverage in negotiations Why Microsoft needs customer growth more than ever How to use earnings data to regain co...

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 Servic...

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 sha...