Insights for IT Negotiations

Due to the complexity at hand, Microsoft licensing changes typically fly under the radar. Microsoft’s aggressive sales tactics and increased focus on Azure are cause for more scrutiny. Listen to see how Microsoft’s May 2018 change is affecting the way that you pay for Azure services.

When planning for your upcoming Salesforce renewal, you need to understand the conditions that negate and remove the renewal term price protection found in Salesforce’s standard Master Subscription Agreement.

As you approach your negotiation with ServiceNow, whether you are a net-new customer or coming up to your renewal, it is important to understand the things that matter most to them. Knowing this and how to most effectively use it, will help increase your leverage and ensure you not only pay the right price but have the proper level of flexibility and downstream price protections in place.

Microsoft continues to aggressively push customers into the cloud. Microsoft is approaching their base of customers that have already adopted Office 365 with renewal proposals that include enticing offers to get them to jump into their cloud bundle Microsoft 365, which includes Office 365, Windows 10 and Enterprise Mobility + Security . They do this even when a business case for Enterprise Mobilit...

SAP recently announced completion of “an over year-long journey of collaboration with user groups, customers, industry analysts and other stakeholders, to develop a first of its kind outcome-based pricing model for Indirect Access. Len Riley breaks down what this means for SAP customers.

Microsoft’s impressive revenue growth has been fueled by increased cloud adoption. Microsoft understands that future revenue growth will continue to be driven by their ability to convince their customers to migrate to the cloud while adding more cloud solutions to their portfolio. Microsoft will continue to push their cloud solutions as necessities for organizations hoping to achieve their digital...

ServiceNow’s Q1 subscription revenue grew and impressive 40% year-over-year reaching $543M. ServiceNow is focused on becoming a trusted strategic technology partner for their customers. They are no longer interested in selling just their core product, IT Service Management (ITSM) to get in the door. ServiceNow wants multiple product adoption including other IT products like ITOM and perhaps more i...

This webinar will explore: • Fundamental differences in contracting agile vs more traditional waterfall programs • 18 structural risks of agile at scale projects • How to use the contract to transfer and mitigate Agile at scale risks • Useful measures of vendor performance and accountability for Agile at scale programs • Basics of incentive structures of Agile at scale contracts • Useful measures...

Other revenues for Google, which includes Google Cloud, were $4.4B -- up 36% year-over year. Impressive revenue growth was driven by Google's ability to sign significantly larger and more strategic deals for Cloud within the quarter. G-Suite revenue growth acceleration is attributed to Google's perceived ability to now serve all the needs of a large enterprise. Expect Google to aggressively attemp...

Has your organization accepted the standard uptime SLA and SLA credit structure found within your cloud vendor's master subscription agreement? An uptime SLA is of little value if it does not come with a meaningful credit or penalty structure. Most cloud vendor's standard penalty structures are not sufficient, let alone meaningful.

Too many enterprises are making the decision to adopt a particular software because they got a “special” discounted price from the software vendor. Not only is the discounted price typically not the best the software vendor could do, often the final deal is missing many other critical terms and protections.

Salesforce can be tough as nails when it comes to their contract negotiations. As part of their goal to reach $20 billion in revenue by 2022, Salesforce is unrelenting and tends to dictate terms rather than concede to their customer’s needs. If this sounds bleak, one thing to remember is that Salesforce makes the rules, and thus has the ability to bend them. Knowing what they are willing to bend,...

Mainstream support for SAP’s ECC platform is set to expire in 2025, driving companies to make the conversion to SAP S/4 HANA. This webcast will provide valuable insights on the following: • SAP's 2020 Ambitions • Defining The S/4 HANA Journey • Next Generation SAP Agreement • Recommended Path Forward

Though you often hear about how customers benefit from switching to Cloud services, the incentives that drive companies like Oracle into becoming a Cloud service provider (CSP) aren't as well known. So, why has the Cloud become a priority for Oracle? What's in it for them? What are the implications for customers?

Salesforce released their Q4 and Full Year earnings on February 28th. They eclipsed the $10B annual run rate milestone. Their success is tied to the strategic relationships they are forming with customers focused on digital transformation. They now have more customers with larger and longer term contracts that include multiple cloud solutions. Salesforce has their sights set on becoming a $20B com...

This podcast will provide valuable insights, including: • Outlining how to effectively prepare for your Microsoft renewal • Providing actionable strategies to increase your leverage with Microsoft • Techniques to counter Microsoft’s sales tactics come renewal time

With Oracle's fiscal year-end coming up on May 31st, it's the perfect time to go over this checklist so you are prepared when Oracle's sales team approaches your organization. Jeff Lazarto highlights a few items in this podcast which is covered in-depth in his blog on this topic.

Microsoft’s overall revenue grew 12% year over year reaching $28.9B. Microsoft’s growth was primarily driven by Microsoft’s success in the cloud. Most specifically, Office 365 commercial revenue grew an impressive 41% and Azure revenue grew an astronomical 98%. Microsoft knows that future success will be tied directly to their ability to expand the average revenue per user (ARPU) through migrating...

ServiceNow is No Longer Just a Tool for IT – Why This Matters by UpperEdge

Greg Hall, Director of IT Services at UpperEdge, discusses ways to improve the value you provide to your organization, he's compiled a list of 6 resolutions you can commit to that will enhance the strategic value of your procurement services.

In a recent analyst meeting, CTO and Co-Founder Parker Harris, presented revenue plans to reach $40B by 2028 and $60B by 2034. Adam Mansfield, @Adam_Mansfield_ tells you what you need to know in this podcast.

Jeff Lazarto, Oracle Commercial Advisory Practice leader reports on Oracle's 2018 Earnings and what a shortfall in their cloud earnings could mean for your next negotiation strategy.

Jeff Lazarto, Oracle Commercial Advisory Practice leader, intros his blog Making Smarter IT Partner Selection focusing on the "3 Cs", capabilities, cultural and commercial. Successful teams have found them helpful to have an overall evaluation structure that allows them to conceptualize the process and compartmentalize all the information received during the evaluation.

Adam Mansfield discusses Salesforce's Q3 FY2018 financials and their key takeaways.

If you are considering adding Salesforce to your supplier portfolio or are already a customer, this webcast will provide many valuable insights, including: • Outlining how to effectively prepare for your SFDC renewal • Providing actionable strategies to increase your leverage with SFDC • Addressing SFDC’s sales tactics come renewal time