Insights for IT Negotiations

ServiceNow reported outstanding Q4 FY19 numbers and growth, beating analyst estimates. New CEO, Bill McDermott's, confidence in ServiceNow was evident as he clearly laid out their key priorities and go-to-market strategy for scaling ServiceNow and ultimately achieving their lofty 2020 goals. Enterprises should prepare to be approached by an aggressive and highly motivated sales force with precise value propositions. UpperEdge's ServiceNow Practice Leader, Adam Mansfield, uncovers the implications of this positive earnings call and highlights the most important numbers that enterprises need to be aware of. Host: Adam Mansfield: https://bit.ly/3rPGp8r ServiceNow Commercial Advisory Services: https://bit.ly/3ls6VDt Related Blog: https://bit.ly/3ynVYq4

Larry Ellison is trumpeting the huge technological advantage Oracle has in the database market and how this is the only autonomous database in the world. On Oracle’s recent Q2 earnings call, Mr. Ellison elaborated on the Autonomous Database’s benefits and their go-to-market land and expand approach. Host: Jeff Lazarto: https://bit.ly/37eCXdN Oracle Commercial Advisory Services: https://bit.ly/3jdtF7p Related Blog: https://bit.ly/2Vvpvjm

Oracle has gone on record multiple times stating that Cloud ERP Applications and Autonomous Database are the two key product areas that will determine Oracle’s success. Larry Ellison has made some bold claims regarding both product categories. Jeff Lazarto discusses Oracle’s perspective of the Cloud ERP market and why they are claiming that they will eventually be the overwhelming winner in this generation of Cloud ERP. Host: Jeff Lazarto: https://bit.ly/37eCXdN Oracle Commercial Advisory Services: https://bit.ly/3jdtF7p Related Blog: https://bit.ly/3ijctyn

Looking at the current state of the market (cloud and on-premise) as well as the changes and announcements that Microsoft has made in the past helps us understand what the future could hold for the tech giant. Having a sense for what Microsoft is going to be focused on and the changes and behavior that comes with this, allows enterprises to better manage their strategic relationship with moving forward. In this podcast, Adam Mansfield shares his predictions for what we can expect from Microsoft in 2020 and ultimately what enterprise customers should start to prepare for now. Host: Adam Mansfield: https://bit.ly/3rPGp8r Microsoft Commercial Advisory Services: https://bit.ly/2V78ADX

Predicting what this year holds for current ServiceNow enterprise customers is a bit of a challenge with former SAP CEO, Bill McDermott, now at the helm. However, when considering the recent announcements ServiceNow has made and what we know about McDermott, we can see that there are some clear directions they will take and potential changes in store. Being able to anticipate the direction ServiceNow is headed and the potential changes the company may make will allow enterprises to better manage their go-forward relationship with ServiceNow. In this podcast, Adam Mansfield shares his predictions for what we can expect from ServiceNow in 2020 and ultimately what enterprise customers should start to prepare for now. Host: Adam Mansfield: https://bit.ly/3rPGp8r ServiceNow Commercial Advisory Services: https://bit.ly/3ls6VDt

When talking with enterprises about their strategic vendor relationships, we always consider what we have seen from the vendor in the past and what we are currently seeing in the market. But around this time of year, many conversations inevitably lead to what can be expected in the year ahead. In this podcast, Adam Mansfield shares his predictions for what we can expect from Salesforce in 2020 and ultimately what enterprise customers should start to prepare for. If his predictions prove correct, one of them will result in significant changes for more than just Salesforce customers. Host: Adam Mansfield: https://bit.ly/3rPGp8r SalesForce Commercial Advisory Services: https://bit.ly/37hFkMV

Erwann Couesbot, UpperEdge's Oracle Practice Advisor and Java Expert, discusses the 2 main license agreements covering different versions of Java. This podcast highlights some of the key differences organizations have to consider to ensure that their Java usage is not out of compliance. Host: Erwann Couesbot: https://bit.ly/2WIKJdX Oracle Commercial Advisory Services: https://bit.ly/3C8PnSR

Erwann Couesbot, UpperEdge's Workday expert discusses using Workday as a System Implementation partner over other Large SIs like Accenture, Deloitte, IBM etc. There are 3 common pricing models most SIs offer which you should be sure to ask Workday about if you choose them as your SI partner. Host: Erwann Couesbot: https://bit.ly/2WIKJdX Workday Commercial Advisory Services: https://bit.ly/2TTLjEO

Application Management Support (AMS) providers aren’t winning or preserving AMS awards based on rate arbitrage alone. In this podcast IT Sourcing & Commercial Advisory Practice Director, Greg Hall, explains how CIO’s, CTO’s, and infrastructure leaders want more from their AMS delivery providers.

Greg Hall, UpperEdge's IT Sourcing Advisor discusses how to maintain and control a fixed price outsourcing agreement and how to manage change with the introduction of Deadband, ARC and RRC metrics.