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

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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