Agile at Scale: Hertz vs. Accenture and How to Hold Your SI Accountable

Nov 12, 2019


Agile at Scale

As companies have evolved and progressed through the pioneering stage of Agile, there has been a tendency to take on larger and larger efforts. There have even been inroads made in the application of Agile to support the deployment of ERP (projects that are notoriously complex with a significant amount of integration). But the benefits of Agile that were derived from smaller-scale efforts have not naturally transferred to Agile projects at scale.

This webinar will analyze:

• Hertz vs. Accenture – Why this case is important, it’s history, what we know, and what we hope to discover

• How to use the SI contract to balance and mitigate agile-at-scale risks and to ensure you have the proper protections in your base contracts to hold them accountable

• What absolutely needs to be done during the project to guarantee SI accountability

• When to use a Value check assessment.

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On Demand Webcasts

Workday Negotiations: Precedents Matter

Oct 2, 2019

Webinar, 11:00 AM EDT

Negotiating with Workday can be more unforgiving than you may think. With the precedent that is set from your initial transaction, it is critical to achieve a highly competitive deal construct from the beginning. This will empower your organization to have pricing transparency and predictability, expand into Workday’s other solutions at highly competitive discounting, mitigate against downstream risk, and derive the greatest value from your investment.

In this webcast we will discuss:
• Workday’s go-to-market approach
• Organizational readiness for engaging with Workday
• Negotiation levers and communication approaches
• Key commercial terms to address

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SAP ECC to S/4: How You Approach the Journey Drives Success

Sep 5, 2019

On-Demand Webcast

Competitive pressures, customer demands, mergers & acquisitions and SAP’s commitment to de-support ECC by 2025 are driving renewed investment in digital transformations. For many existing SAP customers, migrating from SAP ECC to S/4HANA will become a centerpiece of enabling these initiatives.

Assessing and understanding the various S/4 migration options, pros/cons, operational impacts, risks, benefits, costs, sequencing, timing and overall sourcing strategy requires a ton of diligence given the breadth of current SAP customer landscapes.

It is imperative SAP customers get an early jump on their S/4 diligence, assessment and planning efforts given the associated complexity and operational risk. Corporate leadership is making it very clear they must have confidence in the strategy, business case, and execution plans presented.

This webinar will address the following foundational elements that will set your ECC to S/4 journey and digital transformation initiative up for success:

• Key requirements for assessing, evaluating, building and presenting the business case
• Appreciating the importance of an integrated sourcing plan for software, implementation, infrastructure and application support
• Understanding the complexity and cost implications of converting your ECC licenses to S/4
• Case study review: Lessons learned from companies on the journey

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Battle for the Enterprise: Microsoft Office 365 vs. Google G Suite

Aug 8, 2019
Office 365 vs. G Suite

While many Microsoft enterprise customers have already moved to at least one of the Office 365 plans or even the Microsoft 365 cloud bundle, there are still those that have not -- or some that have only partially rolled out Office 365. Regardless of which scenario applies, Microsoft is aggressively targeting enterprise customers to adopt or add more. These same enterprises are also being aggressively approached by Google to get a foot in the door.

Google has made significant investments and organizational changes to be in a position to win, but Microsoft has made investments to keep Google out. The competitive landscape is heating up with more enterprises genuinely interested in adopting Google G Suite, even if only for a portion of their users.

If you are a current or potential Microsoft Office 365 customer and you are also considering a possible move to Google G Suite, this webinar will provide insights including:

• An Office 365 vs. G Suite cloud plan comparison

• The approach Microsoft and Google are taking to ramp adoption

• The motivations behind each vendor’s tactics

• How to effectively run an evaluation and negotiation

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Key Ingredients for Successful SAP Agile Transformations

Jun 25, 2019
signature pen and scales

The pace of SAP customer migrations to S/4HANA has not been as robust as expected. With ECC 6.0 mainstream support expiring in 2025, now is the time to invest in understanding and developing a roadmap for moving to S/4HANA. Both SAP and SIs are pushing the benefits of agile transformations, however most enterprises have only used agile methods for internal development. Organizations that conduct their own independent due diligence will be best positioned to succeed in this critical SAP transformation.

This webinar will analyze:

• How SIs are positioning the benefits of an agile engagement vs. traditional waterfall methods, without specifically calling out the need to revisit the engagement contract.

• The 4 things you must get right to support agile engagement models in your SI contract.

• How to use the SI contract to balance and mitigate agile-at-scale risks and to ensure you have the proper protections in your base contracts to hold them accountable.

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The Budget Danger Zone: Avoiding the SI’s Traps

May 21, 2019
businessman in mine field

At least one new study comes out each year showing that 30-60% of all large IT-enabled transformation projects exceed their expected budgets by 25% or more. Consequently, purchasing departments have been implementing tighter contracts with system integrators in hopes of reducing the amount of budget uncertainty. But SI’s have reacted, with a goal to ensure that any unquantifiable risks associated with their budget and schedule are solely the responsibility of the client.

This webcast will analyze:

• The budget danger zone, also known as the SI profit center
• 4 traps laid by System Integrators
• Proven proactive tactics to avoid stepping foot in the danger zone

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Pulling Back the Curtain on How SAP Will Push Customers to S/4HANA

May 1, 2019
Pulling back the curtain on SAP

The reality facing customers is that SAP will use multiple business practices to opportunistically create events that take control away from customers and move them onto S/4HANA in the cloud as quickly as possible. This webcast analyzes:

• SAP’s sales strategies influencing digital transformations, driving ECC to S/4HANA migrations, capitalizing on M&A, and driving sales through audits
• SAP’s business practices used to eliminate a customer’s ability to shape their journey to S/4HANA
• Strategies to anticipate SAP’s actions and take control of your journey and technology roadmap

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Maximizing Your ServiceNow Investment: Strategies to Drive Platform Value

Apr 9, 2019

In this webinar, you'll learn how to maximize your ServiceNow investment with executive strategies to drive long-term platform value. This panel of UpperEdge and Acorio executives will cover how to:

- Strengthen your relationship with ServiceNow and/or your ServiceNow partner
- Build a rock-solid ServiceNow roadmap to avoid common customer challenges
- Make the most out of your time at Knowledge19, ServiceNow's largest annual user conference

Presented by
Adam Mansfield, Brian Murphy, Jared Romaine, Meghan Lockwood

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Little Known Strategies for Your ServiceNow Renewal Negotiation

Mar 26, 2019
Servicenow webinar

In the current environment, those who want to maintain or even improve the commercial relationship they established with ServiceNow must have the right strategy in place come renewal time.

This webcast will provide crucial insights on:

• How to effectively prepare for your upcoming ServiceNow renewal
• What matters most to ServiceNow
• Which actionable strategies will increase your leverage

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Time Bomb — How Oracle Will Dictate Your Cloud Migration Plan

Feb 20, 2019
Oracle Cloud Bomb

Oracle can no longer wait for customers to migrate to the cloud. So ready or not, Oracle will be trying to force migrations according to their own timeline.

In this webcast you will learn:

• The importance of these two strategic initiatives and why they will define Oracle’s future
• Oracle’s sales tactics for driving customers to migrate sooner rather than later
• Pitfalls to avoid – Why you only have one chance to get this right
• How to capitalize on this opportunity or fend off Oracle’s advances

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12 IT Disasters and the Decisions That Took Them Down

Dec 11, 2018
Domino effect wood blocks

Large IT projects continue to fail at the same rate they have failed for the last 40 years. New software platforms, methodologies, and automation of IT practices have done little to stem the tide of catastrophic failures. Look no further then recent failures like MillerCoors and Bridgestone. And these failures are just the tip of the iceberg.

Most IT failures never make it into the press or into lawsuits and are often concealed relative to their impact on a company’s earnings performance. You would think that after 40 years the industry would have progressed to the point that failures were the exception and not the rule.

In this webinar, UpperEdge will:

• Drill down into several of these disasters to uncover the decisions that resulted in a failed or stopped program

• Identify 3 characteristics these 12 high profile failures have in common

• Establish 4 things that organizations need to get right from the very beginning

• Provide 3 techniques that companies can use to reduce the risks associated with IT programs

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Avoid Being Victimized by Oracle’s Audit Exploitations

Oct 10, 2018
paper boats on sea one being rescued

Oracle audits are feared by many customers and can be a daunting process to go through. This does not have to be the case if you are properly prepared and proactive in your approach. This webinar will remove some of the mystery behind Oracle audits and provide customers with a game plan to tackle an audit head-on.

In this webcast you will learn:
• How Oracle exploits the audit process to manufacture leverage and create sales cycles
• Common customer compliance pitfalls on Oracle’s technology licenses
• What customers can do to get their house in order before an audit
• How best to engage with Oracle to resolve compliance issues

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SAP System Implementation Moneyball: The Secret to Selecting a Winning Team

Aug 28, 2018
tangled web of profiles

Implementing an SAP system is a costly, often multi-year, endeavor. You only get one chance to do it right. Whether you’re evaluating the investment in SAP’s S/4HANA suite or have already made the purchase and are now looking for an SI, this webinar will highlight several key areas often overlooked as you prepare and execute your SI evaluation process.

This webcast will provide crucial insights on:

• Agile, Big Bang or Phased – The impacts your implementation approach has on your SI evaluation
• Resourcing with SAP, your SI, and your own team – 4 things you need to get right when staffing your project
• Sourcing strategies and the impacts of material SI investments
• 3 high profile SI failures and what you can learn from them

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Contracting & Delivering: Enterprise Scale Agile Projects

Apr 24, 2018
Contracting and delivering agile at scale

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.

This webcast will provide valuable insights on the following:

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

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Journey to SAP S/4HANA: What You Need To Know

Mar 13, 2018
SAP ECC S/4HANA webinar

Mainstream support for SAP’s ECC platform is set to expire in 2025, driving companies to make the conversion to SAP S/4HANA. 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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How to Truly Prepare for Your Microsoft Renewal

Feb 27, 2018
webinar prepare for microsoft renewal

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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Are You Truly Prepared for Your Salesforce Renewal?

Nov 14, 2017
negotiating cloud agreements

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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Sell & Deploy: Oracle’s Sales Strategy and Tactics

Sep 21, 2017

Over the past couple of years, Oracle has been transforming itself from a traditional perpetual license application and database company to a Cloud company offering SaaS, PaaS, and IaaS solutions. If you are an Oracle customer or you're considering an Oracle relationship, it is critical to understand how this transformation and evolution will impact your Oracle relationship.

This webcast 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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SaaS or License: Consider the Hidden Nuances

Jul 25, 2017
Man Looking at Cloud Tech

Software vendors are pushing hard on cloud-based solutions and they’re highly incented to make SaaS sales. Total cost of use calculations comparing Software as a Service versus the licensing of software are fairly well established, however they only provide a partial answer. This webcast takes a deeper dive into not-so-obvious differences between these options, like the cost of legacy integration.

Experts from the UpperEdge SAP, Oracle, Microsoft, and Digital practices discussed:

• Business Agility - The masked challenges of SaaS in a growing business
• Enterprise Integrity - A clear understanding of the risks of SaaS to your company
• Time-to-Value - Factors to consider to determine when your investment will really pay off

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Take Proactive Control of Your SAP Licensing, Indirect Usage and Vendor Management

Jun 1, 2017

Annual audits, complex agreements and an evolving SAP ecosystem continue to be significant and costly challenges for SAP customers.

This webcast on SAP license and vendor management covers:

• SAP's approach to software audits
• Consequences of not having control over your SAP relationship including the cost impact based on customer case studies
• Real world customer scenarios of indirect use and significance of the SAP v. Diageo case
• Best practice approaches for getting better management of your SAP relationship-Named User license options, etc.
• Reducing costs by optimizing your SAP named user licenses based on an analysis of real usage data

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SAP Indirect Access: The Best-Run Businesses Are Run by SAP

Mar 30, 2017

The results of the SAP v. Diageo case are compelling executives to assess the state of their SAP relationship and potential financial risk. This webcast will address the significance of indirect access, its impact on architecture and buying decisions, and the importance of getting a proactive handle on your SAP relationship to drive predictable outcomes.

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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Why Large IT Programs Crash and Burn

Oct 18, 2016

The same critical success factors and best practices for large IT programs have been around for years. Yet, large IT programs, professionally managed by well-compensated consultants, continue to fail at the same rate they did 20 years ago. The reason for this is not what you think. Our research shows there is a single factor most correlated with project success and your system integrator will likely not to tell you about it.

In this webcast, 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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Managing Your Next Generation SAP Relationship

May 11, 2016

SAP’s ongoing integration of multiple acquisitions, incessant push for the HANA platform and its transformation to the cloud represent new layers of complexity and opportunity for customers. This complexity, coupled with SAP’s approach to software audits and relationship management, is driving customers to proactively reassess their SAP relationship.

In this webcast, UpperEdge SAP Practice Lead, Len Riley and CEO David Blake, discuss how SAP customers are assessing relationship risk, uncovering optimization opportunities, and redefining their next generation relationship with SAP.

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