Insights for IT Negotiations

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 relationships. This week, John and Kylie refl...

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 relationships. This week, John and Kylie chatte...

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 relationships. This week, John and Kylie chatted...

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 growth at a double-digit rate. In this podcast, o...

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 for net new deals, something we are seeing happenin...

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). Elongated deal cycles, deal compression, and high l...

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’s Azure revenue grew 31% in the quarter, which is...

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, ServiceNow Practice Leader, Adam Mansfield, disc...

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 overview of the recent earnings results and covers...

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 Couesbot gives a high-level overview of the recent earni...

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 earnings call that Salesforce, and the Salesforce...

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 go-forward success and revenue growth will continu...

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, ServiceNow Practice Leader, Adam Mansfield, discusses w...

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 Commercial Advisory Services: https://bit.ly/2V78AD...

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 are focused on: (1) Increasing profitab...

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 for in these numbers, but the increases did not ha...

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 they have delivered 22 new releases, thousands of...

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 Workday in the cloud market. The growth they are seeing...

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 they have built over the last several quarters. In t...

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 of $34.5B to $34.7B, which would represent 10% grow...

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 with over $1M in net-new ACV. This was up 27% year-ov...

Microsoft’s FY23 Q3 earnings were published yesterday, and total revenue was reported as $52.9B, better than the $51.02B analysts were expecting. Most importantly, Microsoft Cloud revenue (which includes Azure, O365 Commercial, LinkedIn, Dynamics 365 and other cloud products) was reported at $28.5B, representing a 22% increase year-over-year and coming in slightly ahead of expectations. However, C...

Oracle closed out another strong quarter with the following highlights from their FY23 Q3 earnings call: • Cloud growth was up 45% • SaaS offerings like FusionERP and NetSuite showed increases of 20% and 26%, respectively. • Oracle Cloud Infrastructure’s consumption rate was up 86% • IaaS revenue was up 57% With numbers going up across the board, Oracle’s continued cloud growth reflects the curren...

Workday fell short of expectations in their most recent FY23 Q4 earnings call, but their revenue was still posted as a 20% increase year-over-year and their overall growth projections throughout the next FY remain accurate. These numbers are a direct result of elongated sales cycles in an economic downturn, but Workday continues to leverage their current customer base to increase renewal rates. In...

Salesforce’s Q4 FY23 revenue came in at $8.38B, up 14% year-over-year and beating guidance ($7.93B - $8.03B) and analyst expectations ($7.99B / 9.2% growth). Salesforce’s full year FY23 revenue came in at $31.B, higher than guidance ($30.9B - $31B) and represented 18% growth year-over-year. Salesforce also provided full year FY24 revenue guidance of $34.5B - $34.7B that beat what analysts were exp...