Podcasts

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


Podcast: Salesforce Q1 FY20 Earnings: It is All About Customer 360

June 5, 2019

Salesforce had another strong quarter with revenue growth of 24%, and Service Cloud revenue breaking the $1B threshold for the first time. They also raised full year profit guidance. It is very clear that in order for Salesforce reach their self-imposed $26B revenue target by FY23, they will need to

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Podcast: Workday Battleground – Higher Education

May 21, 2019

The higher education industry can expect to continue to field many calls from Workday account executives. Workday has taken more of a targeted approach with respect to gaining customer adoption of its Financial Management solution. The first industry Workday focused on was the public sector which...

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Podcast: Victim Card – Oracle Whining And Litigating For The JEDI Deal

May 9, 2019

Now that Oracle has been officially eliminated from the Joint Enterprise Defense Infrastructure (“JEDI”) RFP process, they are pushing forward with their lawsuit against the Department of Defense (DoD). Jeff Lazarto, UpperEdge's Oracle Practice Leader discusses how Oracle, in short, is claiming to be a victim...

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Podcast: SAP SAPPHIRE NOW 2019 – Day 1 First Impressions

May 8, 2019

SAP’s annual conference in Orlando is in full swing. In this podcast, UpperEdge’s SAP Advisory Practice Leader, Len Riley, discusses his observations and first impressions. He shares his thoughts on how this year’s conference compares to previous years so far...

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Podcast: ServiceNow Knowledge19 – Day 1 Takeaways

May 8, 2019

Day 1 of ServiceNow’s annual conference kicked off with a keynote focused on changing lives at work through technology and how ServiceNow is the right vendor to make that happen. ServiceNow will continue to focus on bringing new mobile features to market to increase the value of its solutions while...

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Podcast: Workday Negotiations and Why First Impressions Matter

May 6, 2019

If you are becoming a new customer of Workday (or any cloud vendor), it is extremely important to get your first deal right. Not only do you have the most leverage at this time but your first deal will set the precedent going forward.

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Podcast: Alphabet Q1’19 Earnings: Google Cloud Success is Still Hidden

May 1, 2019

Overall company revenue increased 17% to $36.3B, but came up short of expected $37.3B. Other revenues, which includes Google Cloud; reached $5.4 billion, up 25% year-over-year. Google Cloud Platform remains one of the fastest...

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Podcast: SAP Q1’19 Earnings Announcement – 3 Takeaways from a Customer’s Perspective

April 26, 2019

SAP made some significant announcements in its Q1’19 earnings call that will have implications for SAP customers. SAP is focusing on improving margins, Bill McDermott wants fair market value for SAP’s software, and Elliott Management takes a $1.5B stake in SAP...

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Podcast: ServiceNow Q1’19 Earnings: Revenue Growth and Raised Guidance

April 26, 2019

ServiceNow beat analyst estimates and raised full year 2019 subscription revenue and billings guidance. ServiceNow posted Q1 subscription revenue of $740M which represented an impressive 40% growth y-o-y. They closed 25 deals in the quarter with ACV greater than...

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Podcast: Microsoft Q3’19 Earnings – Another Strong Quarter Driven by Cloud Business

April 25, 2019

Microsoft had another stellar quarter, beating expectations and posting double digit growth, both for top and bottom line. These impressive financial results were directly tied to the continued strength of their cloud business. Commercial Cloud revenue grew 41% with ...

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Podcast: SAP’s S/4HANA Migration Incentives – Carrots Now and Sticks Later?

April 16, 2019

With many SAP customers still contemplating when to move to S/4HANA, we are frequently asked for our predictions on how the tables may turn if...

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Podcast: SAP HANA Sidecar- Are You Driving Around With A Big Audit Risk?

April 16, 2019

Most companies we advise have purchased SAP HANA Runtime with a limited amount of HANA Full Use (aka HANA Enterprise), often referred to as a sidecar. With SAP now re-positioning its audit practice heavily...

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Podcast: Are SAP Audits and Indirect Access Really Relics Or Still A Reality?

April 16, 2019

While we heard Bill McDermott and others talk heavily about “trust” during SAP’s fiscal year-end call and Capital Markets Day, trust is one of those...

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Podcast: Customers Will Feel SAP’s Sales Organization Shakeup

April 16, 2019

Part of SAP’s 2019 Capital Markets Day presentation centered on “The SAP Top Ten” which includes SAP’s ambition to be #1 in Cloud ERP by 2023. There was also a significant amount of time devoted to C/4HANA’s evolution, its position against competitors like...

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Podcast: Pros and Cons of Oracle’s Cloud Incentive Programs

April 11, 2019

Oracle has been struggling to meet Wallstreet’s expectations for cloud revenue. To motivate their on-premise customers to migrate to the cloud, they have offered two key cloud incentive programs: Universal Cloud Credits and Bring Your Own License (BYOL).

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Podcast: SAP Shuffles Leadership Roles After Robert Enslin’s Departure

April 8, 2019

After 27 years at SAP, Robert Enslin resigned from his position as President of the Cloud Business Group. In this podcast, UpperEdge’s SAP Practice Leader, Len Riley, discusses how SAP is restructuring its leadership responsibilities, the challenges SAP will face from these changes, and how customers will be impacted.

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Podcast: Oracle Q3 – Following In IBM’s Footsteps

April 2, 2019

Some things we’re seeing from Oracle coming out of their Q3 earning are similar to what we saw with IBM a few years back. Their revenue is flat or slightly declining (like IBM’s was) but their earnings per share are growing, just like IBM’s had—the main reason for this? Stock repurchasing program, like IBM had done, Oracle is doing ...

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Podcast: Sole Sourcing Negotiations: SI Tactics and CIO Countermeasures

March 28, 2019

Make no mistake, your SI’s plan to secure a sole source award for your Implementation is set in motion from the moment they land resources to begin the strategy phase of your transformation initiative. There are several key tactics SIs will...

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Podcast: Normalizing Your I&O RFP Proposal: Solid Metrics You Can Operationalize

March 28, 2019

When going to market to secure proposals for Infrastructure and Outsourcing (I&O) services, the responses you receive can be overwhelmingly complex and can challenge your ability to do a true apples-to-apples comparison. This 5-part series...

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Podcast: Workday Q4 Performance & Strategy

March 26, 2019

Workday's performance in Q4 2019 went very well; subscription revenue was up 33% YoY, they are forecasting more than 27% growth next year and their customer satisfaction rating is at 98%. 

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Podcast: Salesforce Q4 FY19 Earnings – Key Takeaways

March 5, 2019

In this podcast, Adam Mansfield provides a recap of Salesforce’s Q4 and full year Fiscal 2019 earnings call. Once again, Salesforce posted impressive revenue growth across all of their clouds. They also raised their FY 2020 guidance and announced...

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Podcast: Negotiating with Workday in 2019

March 4, 2019

Erwann Couesbot discusses some of the main commercial hurdles when it comes to Workday negotiations. Similarities exist when negotiating with major ERP companies, but there are some important differences when negotiating with Workday.

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Podcast: How SAP Leverages Mergers And Acquisitions To Force Adoption Of S/4HANA

February 25, 2019

Mergers and acquisitions are opportunities for SAP to push S/4HANA onto clients. During an M&A there is an optimistic air to discuss synergies, efficiencies and future benefits. But SAP at this time is thinking about big acquisition budgets, revenue opportunity and the possibility to audit...

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Podcast: SAP ECC to S/4HANA: What SAP Isn’t Sharing with Customers

February 7, 2019

Still running SAP ECC? You’re not alone but with support ending in 2025, you’ll need to make a decision about where you’ll move to soon. Unfortunately, SAP hasn’t shared customer success and failure data pertaining to the S/4hana platform. So how do you know if S/4HANA is your best choice?

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Podcast: The Motivation Behind ServiceNow’s Licensing Changes

February 6, 2019

ServiceNow has long been known as an IT helpdesk but in recent years, they have evolved into much more than that. As they strive to become the ultimate digital transformation platform, they have made behavioral and licensing changes to drive adoption of new solutions and...

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Podcast: Changes to Oracle Java Licensing in 2019

February 6, 2019

In July of 2018, Oracle released a new subscription-based pricing model for Java SE (Standard Edition) and announced certain changes that went into effect in January of 2019. These licensing changes sparked confusion and widespread concern among customers. In this podcast...

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Podcast: Investments in Google Cloud: Alphabet Q4 FY18 Earnings Insight

February 5, 2019

Google’s parent company, Alphabet, reported Q4 and full year earnings that beat expectations across the board. The company did not provide a lot of detail regarding its cloud business which is part of its “Other Business” category. What they did mention is that they doubled the number of Google Cloud Platform (GCP) deals worth more than $1M and doubled the number of multi-year...

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Podcast: ServiceNow Q4 FY18 Earnings- Expanding Customer Relationships Leads To Strongest Q4 Ever

January 31, 2019

ServiceNow had their strongest Q4 ever with $665M in subscription revenue, representing 33% growth. They closed 51 transactions in the quarter with over $1M in annual contract value (ACV). They now have 678 customers with over $1M in ACV, which represents 33% growth. ServiceNow is not only successfully selling their core IT products (ITSM, ITOM, ITBM, ITAM) but they are also having success with their emerging...

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Podcast: Microsoft Q2 FY19 Earnings – Strong Office 365 Growth But Flat Azure Growth

January 31, 2019

Microsoft Q2 FY19 revenue reached $32.5B which once again represented double-digit revenue growth. Commercial Cloud revenue was $9B and grew an impressive 48%. Office 365, which is part of the Commercial Cloud revenue, grew 34%. This growth was primarily driven by a 27% growth in the number of seats as well as an increase in the revenue per Office 365 user. Revenue per Office 365 user increased as more enterprises migrated to higher value (and costly) E3 and E5 plans...

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Podcast: Google Increases G Suite Prices for the First Time

January 17, 2019

Google Cloud made its first significant announcement since Thomas Kurian took over this year. Effective April 2, 2019, the pricing associated with Google's G Suite Basic and Business plans will increase by 20%. G Suite Enterprise pricing will not be affected. Even though these increases directly impact small to mid-size businesses, they also have possible (and likely) ramifications for larger businesses currently using or considering Google's G Suite Enterprise plan.

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Podcast: NRF 2019 – The Right Questions to ask Salesforce While in Attendance

January 1, 2019

NRF, the world’s largest retail conference, is coming up January 13-15. We fully expect Salesforce to spend a significant amount of time at the conference discussing new products and solutions. While it is good to gain an understanding of what is new and what is coming, it is also important to use this time to ask the right questions of Salesforce. Doing so can help set up your renewal negotiations and ultimately lead to getting more value from your Salesforce relationship.

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Podcast: What Microsoft Clients Need to Ask at NRF 2019

January 1, 2019

While Microsoft may want to overwhelm you with new products and solutions at NRF’s Big Show, don’t forget to leave with insight that is valuable to you. Definitely understand what is new and what is coming, but also prepare to ask the right questions of Microsoft.

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Salesforce Beat Expectations with Strong Q3 FY19 Earnings

November 28, 2018

Salesforce had another stellar quarter, beating analysts’ expectations in its third-quarter earnings last night. Revenue is up 26% y-o-y and the Remaining Performance Obligation (RPO) is now at $21.2B, up 34%. Marc Benioff has even higher expectations for Q4, putting some pressure on co-CEO Keith Block. The company raised FY 2019 guidance and predicts 2020 revenue will reach $16B, expecting continued growth in cloud computing sales. The strategic acquisition of Mulesoft, which was finalized in May, is already showing ...

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Podcast: Former Oracle Cloud Executive, Thomas Kurian, Joins Google

November 20, 2018

In September, Thomas Kurian took a leave of absence from Oracle after 22 years at the company. Just two months later, he joined Google as the head of cloud computing, heightening underlying tensions between the two companies that have been in an ongoing legal battle for the past 8 years. At Oracle, Kurian led cloud transition efforts but he and Larry Ellison reportedly had differences with respect to Oracle's Cloud vision. Ellison believed in a closed system while Kurian wanted to open up their cloud solutions and allow them to run on AWS, Google, etc. UpperEdge’s Oracle Practice Leader, Jeff Lazarto, discusses his first impressions and what he’ll be paying attention as this plays out.

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Podcast: Is Your Microsoft Cloud Discount Actually Special?

November 19, 2018

Many organizations are enticed to move to Microsoft Office 365 or even Microsoft 365 by the belief that their cost profile would decrease and that their pricing would come with special one-time discounting.

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Podcast: Tactics for Overcoming IT Services Contracting Challenges

November 6, 2018

The sourcing and selection of your IT Services partner often spans over several months and requires significant time and effort from your cross-functional teams. Closing your services contract on time...

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Podcast: Is Your Company Buying the Correct SAP HANA Database

November 2, 2018

It has been years since the introduction of SAP’s HANA database but the distinctions between SAP HANA Runtime and SAP full-use licenses are still unclear for many customers. To dispel some of the confusion, we have identified the key differentiators between....

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Podcast: Heads in the Cloud: 3 Key Takeaways from SAP’s Q3 ‘18 Earnings Call

October 31, 2018

Despite the upbeat and high-fiving tone of SAP’s Q3 2018 earnings call, analysts were not enthusiastic about SAP’s latest results. Although SAP reported 41% growth...

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Podcast: What Microsoft’s Q1 ‘19 Earnings Really Mean (for Customers)

October 25, 2018

Microsoft had another strong quarter with earnings and revenue beating expectations. Commercial Cloud revenue is up 47% driven by Office 365 commercial revenue growth of 36%, Dynamics 365 grew 51% and Azure revenue is up 76%. Current and potential customers should expect Microsoft to continue to aggressively push adoption of their strategic cloud bundle, Microsoft 365, which includes Office 365, Windows 10, and Enterprise Mobility and Security. It is critical that all organizations ensure they have the proper downstream protections and the appropriate level of flexibility in place as Microsoft will look to increase revenue per user over time.

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Podcast: Digging Deeper into ServiceNow’s Q3 ‘18 Earnings

October 25, 2018

ServiceNow had another strong quarter. Subscription revenue was up an impressive 39% with 25 net new deals with over $1M in annual contract value. With the goal of landing more net new customers and upselling their current base, ServiceNow has changed their go-to-market approach. They now describe their product portfolio as the Now Platform and three (3) workflow clouds (IT, Employee Experience and Customer Service). ServiceNow will continue to rely heavily on their established CIO relationships and partner ecosystem to sell more ServiceNow products while also ramping up both their company and product brand awareness.

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Podcast: The #1 Cloud Negotiation Mistake

October 25, 2018

Too many companies fail to negotiate the right cloud deal with their cloud vendor come renewal. Ultimately, the common culprit is simply poor preparation. Failing to allocate the necessary amount of time, relying to heavily on a perceived strong relationship, and being overly confident in your standard processes can all lead to an unfavorable cloud deal.

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Podcast: 2018 OpenWorld Takeaways – Universal Credits and BYOL

October 23, 2018

After attending Oracle OpenWorld sessions focused on Universal Credits and Bring Your Own License (BYOL), Oracle Practice Leader, Jeff Lazarto, shares what customers should know about these pricing options. Those considering these options should proceed with caution and take steps to ensure they are making the best choice for their organization before making a commitment.

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Podcast: Larry Ellison’s Amazon Hit Piece at 2018 OpenWorld

October 23, 2018

Larry Ellison made some bold statements in his opening keynote at this year's OpenWorld conference. Oracle redid its entire cloud infrastructure and claims that this second generation cloud offering is very different and better than anything else out there. Ellison then spent a significant amount of time taking aim at Amazon's AWS. Listen to Oracle practice leader, Jeff Lazarto's quick recap for more opening keynote highlights.

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Podcast: 4 Key Aspects of a Holistic S/4HANA Implementation Strategy

October 19, 2018

SAP ECC support will be discontinued in 2025. We talk about 4 things you should prepare yourself with in your inevitable move to SAP S/4HANA—specifically cost saving tactics.

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Podcast: Top 3 Questions SAP Hasn’t Answered About its New Digital Access Model

October 18, 2018

A Mystery Wrapped Up in an Enigma Surrounded by a Conundrum Back in April of this year, SAP finally provided some guidance on how it...

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Podcast: Not Your Father’s ServiceNow

October 3, 2018

Too many ServiceNow customers are starting to see a less accommodating and flexible ServiceNow. Especially when it comes time to renew their cloud subscription. Unexpected price increases being forced onto their customer base with contract terms that are less favorable than what have been in place previously are too common. It is critical that you prepare appropriately for these changes as you embark on your renewal negotiations.

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Podcast: Dreamforce Product Keynotes – Customer Success Platform Runs Throughout

September 28, 2018

After attending the various product keynotes (Sales Cloud, Service Cloud, Commerce Cloud, Marketing Cloud, Einstein Analytics..etc), it is very clear that Salesforce is going to be aggressively pushing the Customer Success Platform (Customer 360) and all the products it includes into as many customers’ ecosystems as they can and as quickly as they can.

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Podcast: Salesforce Dreamforce – Day 1: Keynote Breakdown

September 26, 2018

Beyond the announcement of the new partnership with Apple and coverage of Einstein Voice, It is very clear that Salesforce wanted it to be known that they are completely focused on their Customer Success Platform. This focus will bring an aggressive sales organization pushing its customers to adopt more of the products and solutions that it encompasses.

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Podcast: Are Your Cloud SLAs Sufficient?

September 20, 2018

It is an understatement to say that enterprises are severely impacted when their subscribed to cloud solutions are down and not available. Downtime issues can be disastrous and costly. While Service Level Agreements (SLAs) are a standard in cloud subscription agreements, they are often boilerplate that simply don’t cut it. Regardless of which cloud vendor your enterprise is relying on (Salesforce, Microsoft, Workday, ServiceNow, etc.), having the proper SLA structure in place with proper remedies for failure is critical.

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Oracle’s Q1 FY19 Lackluster Earnings

September 18, 2018

With Oracle OpenWorld 2018 just weeks away, Oracle has posted Q1 FY19 earnings that lack luster and have missed Wall Street's expectations. In Q4 Oracle stopped breaking out its revenue streams so it's hard to tell where the company may be struggling with their various products and services. Oracle users aren't seeing a business case to migrate to their cloud solutions.

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Podcast: Oracle’s Cloud Strategy Struggle: Thomas Kurian Might be at Odds with Larry Ellison

September 14, 2018

Oracle’s Thomas Kurian has taken a leave of absence from his role as Senior VP President of Product Strategy. It seems Kurian wants to make more of Oracle’s cloud software run on other cloud platforms such as Azure and AWS, where as Ellison wants everything to run on Oracle. Clients need to be aware of Oracle’s eventual strategy as they become accustomed to using Azure and AWS; they may or may not work with Oracle's software in the near future.

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Podcast: Workday Q2 Earnings Release – What it Could Mean for Customers

September 11, 2018

Workday had a great Q2, their subscription revenue is up 30% YoY and they reported record highs for renewals in relation to original contract values. Customers with upcoming renewals should anticipate Workday's efforts to upsell new products and services as they strive to expand their footprint across your enterprise. Our Workday practice lead, Jeff Lazarto, shares more key takeaways customers should be aware of in this brief Workday earnings recap.

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Podcast: Oracle’s Thomas Kurian Begins Leave of Absence

September 11, 2018

Thomas Kurian, President of Product Development at Oracle is taking a leave of absence. Kurian has been at Oracle since 1996, in his email address to employees his leave hints at being more permanent than temporary, and with Oracle OpenWorld just weeks away, it can be assumed he will be absent for the event. Kurian was responsible for Oracle's move to the Cloud and with poor Cloud financials last quarter it could be speculated there's a correlation.

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Podcast: Taking Care of Business: Your Business Case Isn’t Shelfware

September 10, 2018

When defining what a business case is, consensus says it’s the reason for initiating a project or task. But UpperEdge’s Shawn Stamp says the real value of your business case goes far beyond project launch. A great business case should guide design decisions, help manage scope, sustain alignment and measure success.

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Podcast: There’s an Elephant in the Room with Your Cloud Service Provider

September 7, 2018

Though many companies have short-term needs or a current project in mind when selecting a cloud vendor, the long-term viability of the cloud service provider (CSP) cannot be overlooked. While the CSP selected a few years ago may have been an economical or strategic decision at the time, that same CSP could be a challenge to integrate into your future environment and ultimately be a burden. Follow these tips to ensure you select a CSP that is in it for the long haul.  

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Podcast: The Real Motivation Behind Microsoft’s October 2018 Pricing Changes

September 7, 2018

Microsoft’s pricing and licensing changes will go into effect in October 2018 and many customers will be hit with significant price increases as a result. Microsoft claims these changes will “help customers compare solutions based on their organization’s need, not just price, accelerating their journey to modern commerce” but do they really have the customers’ best interest in mind? Here is a look at the real motivation behind these changes and how customers will be affected.

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Podcast: Salesforce Q2 FY19 Earnings – Key Takeaways

August 30, 2018

Wall Street expectations were surpassed, significant revenue growth across all of Salesforce’s clouds (i.e. Sales Cloud, Service Cloud, Salesforce Platform & Other, and Marketing Cloud & Commerce Cloud) was achieved and FY19 guidance was raised. Based on the extent of coverage during the earnings call and what we are already seeing in the market, MuleSoft is going to be heavily pushed into meeting agendas with current Salesforce customers with the goal of getting customers to adopt MuleSoft as part of the overarching “Land and Expand” sales strategy that is already proving to be succesful.

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Podcast: Cloud Vendor Behavior That Customers Hate

August 29, 2018

Recently, our clients have shared with us how increasingly frustrated they are with their cloud vendor's behavior. In some cases, the vendor's aggressive approach has fractured the relationship and even influenced purchasing decisions. Have you experienced any of this upsetting behavior from your cloud vendor?

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Podcast: Make the Most of Dreamforce 2018

August 20, 2018

With over 2,700 sessions to choose from, Salesforce’s massive conference can be overwhelming. But with the right approach, Dreamforce can be a valuable experience and can even be an opportunity to gain leverage at your next Salesforce renewal. Our tips will help you make the most of this year’s Salesforce conference.

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Podcast: Thomas Kurian Leaves Oracle

August 3, 2018

Thomas Kurian's leave of absence results in him leaving Oracle altogether. According to various news outlets, the main reason for his leaving was due to a dispute with Larry Ellison over whether or not to allow Oracle's Cloud software to work with other Cloud software such as AWS and Azure.

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Podcast: Is Salesforce Truly Focused on Its Customers’ Success?

July 30, 2018

Salesforce is approaching customers ahead of their renewals asking for additional purchases to help them meet their own quarterly goals. Beware of any changes to your price protections and conditions, the language is foggy and seems to be intended to protect Salesforce’s revenue more than customer...

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Podcast: ServiceNow Q2 Earnings – Strong Growth Tied to New Customers and Upselling

July 26, 2018

ServiceNow had another strong quarter beating expectations and reporting significant subscription revenue growth. ServiceNow closed 28 deals in the quarter with an average contract value (“ACV”) of greater than $1M, bringing the total ...

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Podcast: Microsoft FY18 Q4 Earnings – Inside the Numbers

July 22, 2018

Microsoft’s revenue growth has been driven by their ability to continually motivate more customers to adopt Microsoft’s cloud products and solutions (i.e. Office 365, Azure, Dynamics 365…etc.). Microsoft’s go-forward success will be directly attributed to an increased willingness on the part of their customer base to ...

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Podcast: Beware of Dante’s (ERP) Inferno

July 17, 2018

ERP implementation projects are large, complex endeavors that can quickly spiral out of control. Blown budgets and delayed implementations are not uncommon, and in the...

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Podcast: Cloud Renewal Negotiation Mistakes Too Many Companies Make

July 13, 2018

Cloud renewals are an opportunity for companies to amend unfavorable terms and improve the often transactional relationship in place. However, too many companies miss these opportunities to improve because they fail to prepare appropriately, have a false sense of confidence in their ability to achieve expected results and they apply general procurement tactics to the negotiation that simply don't work. Here are some of the most common cloud renewal negotiation mistakes we see companies commit.

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Podcast: Is Your SAP SI Partner Evaluation Missing the Mark?

July 9, 2018

The selection of the partner who will usher in your digital transformation is just as important as the software you choose. Common errors in selecting your consultant can mean long delays, business mismatches, higher costs or worse.

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Podcast: Why De-Coupling Your SAP and SI Partner Negotiations is a Bad Idea

July 3, 2018

All too often we find ourselves engaged with prospective clients that decouple the negotiation of their SAP agreement from their System Implementation (SI) selection, evaluation and negotiation.

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Podcast: Oracle Gets Cloudy: What’s Behind Their Change in Financial Reporting?

June 27, 2018

Oracle had a very interesting Q4 earnings release, which initially triggered a stock price increase during after-hours trading, only to be followed by a very...

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Podcast: Cloud Renewal Price Protections: Are You Really Protected?

June 26, 2018

Too many organizations are under the false impression that since their SaaS Cloud contract includes a renewal term price protection, then they don’t have to worry about any unbudgeted fee increases. But the truth is, there are conditions that often remove the protection you thought you had. When planning for your upcoming cloud renewal, be sure to understand the conditions that can negate your price certainty.

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Podcast: An ERP DIY is Just Alphabet Soup

June 21, 2018

You run your business every day and your experience qualifies you for your role. But how often do you engage outside consulting firms? Do you...

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Podcast: The Playbook All Cloud Vendors Work From

June 20, 2018

All cloud vendors work from a common playbook in order to grab market share and increase revenues. Knowing their blueprint for success will help your company achieve the best deal and structure the most optimal go-forward relationship.

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Podcast: Oracle Curiously Blends Cloud Services Earnings for Q4’18

June 20, 2018

Oracle’s change in revenue reporting for Q4 raises concerns about the strength of its business and the quarterly success picture Oracle painted during its earnings call.

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Podcast: Webcast—Contracting & Delivering: Enterprise Scale Agile Projects

June 14, 2018

Implementing agile at global scale introduces new challenges – team sizes are often in the hundreds, implementations are global, compliance is life critical, and the domain is very complex. The larger the project, the greater the risk and need for oversight and constant involvement. When the project is so long, its benefits are often not realized quickly.

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Podcast: Workday Q1 2019 Earnings

June 1, 2018

Workday announces great Q1 results, raises full year guidance, in line with Wall Street's expectations.

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Podcast: Salesforce Q1 FY19 – Key Takeaways

May 30, 2018

Another strong quarter for Salesforce that included beating revenue expectations, 25% year-over-year total revenue growth, significant revenue growth across all clouds and raised full year guidance. Salesforce’s focus is clearly on providing its customers the best solution to drive digital transformation. Expect an aggressive sales organization selling Salesforce’s ability to provide the best solution for your organization to obtain the critical and coveted 360 degree customer view.

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Podcast: Microsoft Product Terms – Significant Azure Billing Changes

May 15, 2018

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.

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Podcast: Salesforce Standard Renewal Protection is Not Good Enough

May 11, 2018

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.

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Podcast: ServiceNow—What Matters to Them Should Matter to You

May 8, 2018

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.

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Podcast: SAP Shakes Up the Software Industry

May 7, 2018

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.

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Podcast: Microsoft Wants You to Adopt Their Cloud Bundle Microsoft 365 – Why Do You Think That Is?

May 2, 2018

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 Mobility + Security (1/3 of the bundle) has yet to be made. Don’t let the offered “special” upfront discount alone get you or your organization to jump, too often there are serious consequences in doing so.

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Podcast: Microsoft Q3 Earnings: Revenue Growth Driven by Cloud Adoption

April 27, 2018

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 ...

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Podcast: ServiceNow Q1 Earnings – Key Takeaways

April 27, 2018

ServiceNow’s Q1 subscription revenue grew an 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 importantly emerging products like Customer Service Management (CSM).

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Podcast: Alphabet Q1 Earnings: Google G-Suite Revenue Growth Acceleration

April 24, 2018

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 attempt to displace Microsoft customers, especially those that are just now considering adopting Office 365.

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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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