Insights for IT Negotiations

Microsoft’s mega deal is raising big questions. A report suggests Microsoft is working on a 1 million-seat Microsoft 365 Copilot deal, but what does that actually mean for customers?In this episode, Adam Mansfield, Advisory Practice Leader at UpperEdge, dissects the potential Microsoft 365 Copilot mega-deal and raises critical questions about possible and likely “over licensing,” the adequacy of discounting and pricing protections, and the potential shift toward consumption-based pricing.If you’re evaluating Microsoft’s AI offering “Microsoft 365Copilot,” to any degree and magnitude, this is a must-watch.Are all 1M seats paid? Will they be used?Did the buyer get renewal protections?What happens to the underlying E3/E5 pricing and associated unified support fees?What to demand before signing a high-volume Microsoft 365 Copilot dealFor more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter.Topics include:

There has been speculation that Microsoft is going to one day introduce a Microsoft 365 E7 plan. Adam Mansfield, Advisory Practice Leader at UpperEdge, shares his take on whether Microsoft 365 E7 is coming and why customers shouldn’t wait around for it. He breaks down the math behind M365 E3, M365 E5, and M365 Copilot pricing, the pitfalls of bundling, and why now is the time to focus on getting the right protections, flexibility, and pricing for your current Microsoft stack.In this episode, learn:Why Microsoft might roll out an Microsoft 365 E7Whether M365 Copilot would be bundledPricing deltas and enterprise adoption challengesWhere customers should focus right now to stay aheadFor more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter.

In this episode of Insights for IT Negotiations, Jeff Lazarto and Shane Griffin pull back the curtain on a recent Oracle ERP transformation engagement. They share how a client secured over $11 million in savings and achieved long-term pricing protections without turning negotiations adversarial. Tune in to learn how UpperEdge’s relationship-based approach, proven negotiation strategy, and commercial term frameworks enabled an impactful outcome, and what other organizations can take away as they evaluate enterprise applications like Oracle and Workday.Resources:Oracle Audit ServicesPODCAST - Mastering Oracle Negotiations: Insights from UpperEdge’s Expert AdvisorsBLOG - Oracle’s Data Breach Response: A Crisis Management PlaybookAbout the Show:Welcome to Insights for IT Negotiations, a podcast by UpperEdge, a leading IT sourcing, negotiation, and project execution advisory firm. Join John Belden, UpperEdge’s Chief Research and Strategy Officer, and Kylie Chisholm, UpperEdge’s Marketing Manager, every other week as they share valuable insights to help you maximize the value of your key IT relationships.For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter.

In this episode, Jeff Lazarto, Workday Practice Leader at UpperEdge, breaks down Workday’s Q1 FY26 earnings and what they reveal about the company’s direction—and how enterprise customers should respond.With 13% YoY growth, major investments in AI agents, and the rollout of Workday Go for rapid deployments, Workday is pushing innovation and reach across sectors and geographies. But Jeff cautions: if you're expanding your Workday footprint, use this as an inflection point to revisit your contracts and pricing.Topics include:Why AI expansion should trigger a contract reviewWhat Workday Go means for midmarket and larger orgsHow to avoid “off-cycle” expansions that hurt renewal leverageWhere Workday is focusing industry growth (Gov, Higher Ed, Healthcare, Financial Services)

Adam Mansfield, Advisory Practice Leader at UpperEdge, delves into Salesforce's Q1 FY26 earnings and its growth drivers like AgentForce and Data Cloud. He discusses how the adoption of AgentForce affects customer negotiations. Mansfield reveals insights on the Informatica acquisition and emphasizes the importance of securing favorable terms with Salesforce. He also touches on the future significance of Data Cloud, Tableau, and Slack, urging customers to assess commitments before accepting free AI pilots.

In this episode, Adam Mansfield, Advisory Practice Leader at UpperEdge, analyzes key messages from ServiceNow’s recent Financial Analyst Day and what has been revealed to ServiceNow customers, including ServiceNow’s clear focus on accelerating AI revenue growth and getting customers to upgrade. He also discusses what that means for customers moving forward.ServiceNow is aiming to grow its AI-related revenue from $250M to $1B by FY26, largely by pushing customers to upgrade to Pro Plus (Pro+) through “low cost” starter packs, steep uplifts, and vendor friendly hybrid pricing models that include a consumption based pricing component.Adam outlines:ServiceNow’s AI revenue goals and growth strategyWhy the “low-cost starter pack” isn’t just a trial, but a hookHow to protect your interests before committing to Pro PlusWhat to negotiate now before you “start tasting”For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter.

As vendors like Microsoft and Accenture leverage AI to gain an edge in IT negotiations, enterprise buyers risk falling behind. In this episode, UpperEdge CEO David Blake joins hosts John Belden and Kylie Chisholm to discuss the evolving role of the third-party advisor (TPA) and why independence, intelligence, and strategy matter more than ever.Learn why relying solely on benchmarks is no longer enough, how AI is changing the sourcing landscape, and what a modern TPA must deliver to help you structure high-value, high-stakes IT relationships. If you’re managing critical supplier deals, this is a must-listen.Resources:BLOG – The Modern-Day TPA: Your First Line of Defense in an AI-Driven WorldBLOG - Thriving Amid Uncertainty: How to Move Your Digital Transformation Forward While Others FreezeContact us today if you’re interested in learning more about how UpperEdge can help you gain competitive leverage in your large IT deals.About the Show:Welcome to Insights for IT Negotiations, a podcast by UpperEdge, a leading IT sourcing, negotiation, and project execution advisory firm. Join John Belden, UpperEdge’s Chief Research and Strategy Officer, and Kylie Chisholm, UpperEdge’s Marketing Manager, every other week as they share valuable insights to help you maximize the value of your key IT relationships.For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter.

Fresh from Knowledge 2025, ServiceNow’s annual conference in Las Vegas, Adam Mansfield, Advisory Practice Leader at UpperEdge, shares his takeaways from the event, including customer sentiment and concerns, as well as his perspective on ServiceNow’s aggressive pivot toward AI and CRM.While the ServiceNow keynote showcased big ambitions around becoming an AI and CRM leader, drawing comparisons to Salesforce, Adam reveals what customers are actually asking for: continued investment in core platforms like ITSM, ITOM, SAM, HRSD without the need for “AI enhancement.”In this episode:What Bill McDermott didn’t say, but everyone heardWhy customers are interested but still somewhat skeptical of the AI hypeHow to keep ServiceNow’s focus on existing investments during renewalsThe real talk behind ServiceNow’s CRM pushFor more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter.

In this episode, Adam Mansfield, Advisory Practice Leader at UpperEdge, unpacks key takeaways from Microsoft’s FY25 Q3 earnings and what they really mean for enterprise customers heading into negotiations.From Copilot adoption trends and RPO growth to margin pressure and pricing tactics, Adam explains how Microsoft is positioning itself and why even a small Copilot purchase can be a major win for them.Learn how to use this insight to:Counter Copilot pricing pressureLeverage Azure and D365 growth for better dealsPrepare your negotiation across all Microsoft touch-points (including LinkedIn, Support, and Devices)Get ahead of Microsoft’s playbook before your next renewal conversation.For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter.

In this episode of Insights for IT Negotiations, UpperEdge’s Adam Mansfield and Kylie Chisholm have a candid conversation on the mounting frustrations enterprise customers face with major SaaS vendors like Microsoft, Salesforce, and ServiceNow. From relentless AI upsells to opaque consumption-based pricing and universal cost increases, Adam breaks down what’s grinding customers’ gears—and more importantly, what they can do about it. Learn how to proactively set expectations, disrupt vendor playbooks, and regain leverage in a rapidly shifting IT landscape.Resources:Reach out to Adam on LinkedInBLOG – How ServiceNow Customers Can Get the Most Out of Knowledge (Before, During and After)VIDEO PODCAST – ServiceNow Knowledge 2025: How IT Leaders Can Turn the Conference into a Strategic AdvantageVIDEO - SaaS Flexibility: A Promise That Was Never FulfilledFor more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter.