UpperEdge’s cut on the latest news, trends and industry insights

Podcast: Cloud Subscription Agreements – The Importance of a Meaningful SLA Commitment

April 18, 2018

Adam Mansfield asks, "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.

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Podcast: Don’t Let that Software Discount Cloud Your Judgement

April 12, 2018

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.

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Podcast: Salesforce Agreements – Flexibility for Large Enterprises

March 27, 2018

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...

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Podcast: Webcast—Journey to SAP S/4HANA: What You Need to Know

March 13, 2018

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

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Podcast: Oracle’s Cloud Transition: What’s in it for Them?

March 12, 2018

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?

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Podcast: Salesforce FY2018 Earnings: $10B Achieved Through Deeper Customer Relationships

March 2, 2018

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 company and they will be relying on their customer base to get them there.

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Podcast: Webcast—How to Truly Prepare for Your Microsoft Renewal

February 27, 2018

If you are approaching your next Microsoft renewal, this webcast 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

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Podcast: Oracle Fiscal Year-End Checklist

February 20, 2018

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.

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Podcast: Microsoft’s Q2 FY18 Earnings – What Enterprise Customers Need to Know

February 2, 2018

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%.

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Podcast: ServiceNow is No Longer Just a Tool for IT – Why This Matters

January 16, 2018

Since ServiceNow’s inception back in 2004, ServiceNow has been known, right or wrong; as an IT helpdesk vendor. A vendor that sold products and solutions that catered solely to the needs of the IT department. Specifically, ServiceNow focused primarily on selling their target audience...

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Podcast: 6 New Year’s Resolutions to Enhance the “Strategic” in Strategic Procurement

January 15, 2018

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.

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Podcast: Salesforce Sets Goal of $60B by 2034, Their Goal Will Impact your Relationship

January 8, 2018

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, tells you what you need to know in this podcast and blog.

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Podcast: Microsoft Syncs O365 and Windows 10 upgrade timing for their Secure Productive Enterprise

December 22, 2017

Microsoft Practice Lead, Adam Mansfield talks about the real reason Microsoft synchronized O365 and Windows 10's upgrade schedule—for their Secure Productive Enterprise adoption strategy.

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Podcast: Oracle 2018 Q2 Earnings

December 18, 2017

Jeff Lazarto, Oracle Commercial Advisory Practice leader reports on Oracle’s 2018 Q2 earnings and what a shortfall in their cloud earnings could mean for your next negotiation strategy.

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Podcast: Salesforce Q3 FY2018 – Key Takeaways

December 4, 2017

Adam Mansfield, UpperEdge's Salesforce Practice Lead, reports on Salesforce's Q3 FY2018 earnings and what the key takeaways are for Salesforce clients.

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Podcast: Making Smarter IT Partner Selections

December 4, 2017

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...

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Podcast: Salesforce.com Requiring Customers to Increase Annual Fees at Renewal

November 26, 2017

Director of Services, Adam Mansfield gives a quick recap of Salesforce's recent Q2 earnings and provides insights on how Salesforce is using their customer base to achieve impressive revenue growth.

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Podcast: Webcast—Are You Truly Prepared for Your Salesforce Renewal

November 14, 2017

Every cloud solution Salesforce sells comes with a subscription that must be renewed. Their approach to taking advantage of their customers’ inability to walk away once product adoption has occurred has been critical to their success. 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

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Podcast: Agile Projects: What Are The Risks and Benefits?

November 9, 2017

John Belden, Project Execution Services Advisory Leader, talks about the increase in CIOs adopting agile methods across their business project portfolios.

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Podcast: ‘Tis the Season for Maintenance Renewals

November 7, 2017

Greg Hall, Director, IT Service & Commercial Advisory Practice, discusses maintenance renewals; over 80% are based on the calendar year. The window for companies to avoid OPEX increases and...

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Podcast: Microsoft Q1 FY2018 Earnings & Key Takeaways

October 27, 2017

Adam Mansfield, UpperEdge's Microsoft Practice Lead, reports on Microsoft's Q1 FY2018 earnings and what the key takeaways are for Microsoft clients.

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Podcast: Your ERP Implementation Needs a Winning Team

October 18, 2017

Shawn Stamp, Director of Project Execution & Advisory Services discusses the challenges of putting together a winning team, which can seem just as challenging as a SAP or Oracle...

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Podcast: Webcast—Sell & Deploy: Oracle’s Sales Strategy and Tactics

September 21, 2017

This podcast will:

• Uncover Oracle’s cloud transformation strategy
• Provide insights on what Oracle’s evolving customer approach and sales team compensation policies mean for you
• Detail the tactics Oracle is using to generate sales opportunities
• Prepare you for Oracle’s approach and enhance your negotiation leverage

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Podcast: What SAP’s Indirect Access White Paper Means for Its Clients

August 14, 2017

Sr. Sourcing & Negotiation Advisor, Michael Tucciarone breaks down SAP's Indirect Access White Paper, and provides insight into SAP's plans to evolve and expand its licensing...

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Podcast: Assessing Microsoft’s Q4 2017 Earnings

July 21, 2017

Adam Mansfield, UpperEdge's Microsoft Practice Lead, looks at Microsoft's Q4 earnings and gives insight on how their earnings could impact your ...

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Podcast: SAP MaxAttention, Putting the Misconceptions to Bed

July 11, 2017

UpperEdge's CEO and Founder, David Blake interviews Sr. Sourcing & Negotiation Advisor, Michael Tucciarone about the misconceptions involved with SAP MaxAttention contracts.

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Podcast: Microsoft Layoffs and Overhauled Sales Organization: What It Means for Your Next Renewal

July 8, 2017

Adam Mansfield, UpperEdge's Microsoft Practice Lead discusses the layoff of 4000 Microsoft employees mostly within their sales organization. Learn how Microsofts focus on Cloud services could ...

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Podcast: 6 Questions Answered: SAP Indirect Access

June 28, 2017

In the wake of Anheuser-Busch and Diageo's cases vs. SAP, UpperEdge's CEO, David Blake and SAP Practice Lead, Len Riley answer the top 6 questions weighing on the minds of CIO's regarding SAP's indirect access.

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Podcast: Demystifying Relationship Opportunities with your Incumbent AMS Provider

June 20, 2017

Sr. Sourcing & Negotiation Advisor Yohann Jouin-Sellez speaks with Sourcing & Commercial Advisory Practice Leader, Len Riley about the benefits of an established relationship with your AMS (Application Management Services) provider.

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Podcast: Derek Light’s Insights and Takeaways from Sapphire 2017

May 19, 2017

Sapphire Series | Derek Light's Insights and Takeaways from Sapphire 2017

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Podcast: Microsoft Q3 2017 – Missed Revenue and Cloud Focus Presents Negotiating Opportunities

May 2, 2017

Listen to Adam Mansfield, UpperEdge's Microsoft Practice Leader, discuss Microsoft’s revenue that reached $23.56B, which was just short of the expected $23.62. But what’s...

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Podcast: Webcast—SAP Indirect Access: The Best-Run Businesses Are Run by SAP

March 30, 2017

Topics covered during the webcast include:

• SAP’s approach to indirect access and enforcement
• Real world customer scenarios of indirect use
• Significance of the SAP v. Diageo case
• Downstream implications of HANA
• Best practice approaches for assessing and mitigating your indirect use risk

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Podcast: Webcast—Why Large IT Programs Crash and Burn

October 18, 2016

In this podcast, UpperEdge Governance & Risk Practice Lead, John Belden and CEO David Blake discuss what this critical success factor is and how you can hold your IT consulting partner more accountable to enabling your program

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