Insights for IT Negotiations

The US Department of Interior is moving over 84,000 users back to Office 365 after its previous decision to go with Google despite the many challenges that come with such a massive change. Needless to say, this is clearly a significant loss for Google Cloud as they strive to ramp adoption of G Suite within the government and large enterprises. The optics associated with the government’s decision to move such a large number of users back to Microsoft’s Office 365 will be problematic for Google Cloud unless they can successfully get out in front of it. In this podcast, Adam Mansfield discusses what this all means for Google Cloud and how enterprises considering a possible move from Office 365 to G Suite can avoid facing an undesirable situation like this one. Host: Adam Mansfield: https://bit.ly/3rPGp8r

This podcast is part of our Head in the Clouds series which covers the latest cloud computing news from the perspective of someone who helps enterprises improve their cloud vendor contractual relationships. This week, Adam shares his thoughts on Zendesk’s recent moves to land more enterprise customers. He also discusses how Google Cloud restructured its sales organization to better position themselves to grab enterprise market share. Host: Adam Mansfield: https://bit.ly/3rPGp8r

This podcast is part of our Head in the Clouds series which covers the latest cloud computing news from the perspective of someone who helps enterprises improve their cloud vendor contractual relationships. This week, Adam shares his thoughts on Slack’s recently released Q2 FY20 earnings – the company’s first earnings since going public. He also discusses Google Cloud’s efforts to land even more enterprise customers by expanding alliances in the partner ecosystem through its recent hiring of SAP veteran, Dave Hutchison, which has not yet been publicly announced. Host: Adam Mansfield: https://bit.ly/3rPGp8r

This podcast is part of our Head in the Clouds series which covers the latest cloud computing news from the perspective of someone who helps enterprises improve their cloud vendor contractual relationships. This week, Adam shares his perspective and insights regarding Salesforce’s recently released Q2 FY20 earnings as well as Google Cloud’s announcement aimed at making G Suite and Hangouts more “sticky”. Host: Adam Mansfield: https://bit.ly/3rPGp8r

Salesforce had another strong quarter and raised FY20 revenue guidance, indicating that they expect even better quarters ahead. Knowing that their customers are focused on digital transformations, Salesforce is aggressively pushing the Customer 360 Platform as the solution that will enable their success. In this podcast, Adam Mansfield discusses the recent acquisitions that are starting to pay off and the actions Salesforce is taking to continue to grow revenue. Host: Adam Mansfield: https://bit.ly/3rPGp8r SalesForce Commercial Advisory Services: https://bit.ly/37hFkMV

On the heels of the MapAnything acquisition back in April, Salesforce is buying ClickSoftware, a field service and workflow management software company for $1.35B. Salesforce continues to focus on building out its field service offerings realizing that this space is where its competitors, Microsoft, Oracle and SAP have increased their own investments. Host: Adam Mansfield: https://bit.ly/3rPGp8r SalesForce Commercial Advisory Services: https://bit.ly/37hFkMV

Alphabet, Google’s parent company, recently reported Q2 FY19 earnings and shared a very interesting bit of information; Google Cloud’s annual run rate is now $8B. The last and only time Alphabet shared Google Cloud’s annual run rate was in February of 2018 when it was $4B. In this podcast, Practice Leader, Adam Mansfield, discusses how they achieved this impressive growth in such a short period of time and covers what enterprise customers should know (and expect) if they are considering Google Cloud Platform (GCP) or contemplating a move from Microsoft Office 365 to Google G Suite.

As many SAP customers begin their ECC to S/4HANA migration journey, we’re noticing many organizations focusing too heavily on some elements of their sourcing strategy and not enough on others. In this podcast, SAP Practice Leader, Len Riley, discusses the four key elements of the sourcing strategy that you must contemplate with your team in order to establish a holistic and integrated sourcing strategy that will enable your ECC to S/4HANA transition. He also describes the three major challenges we often see with software, system implementation, hosting and application maintenance and support vendor evaluations and negotiations that are often overlooked and critical to enabling your successful migration from ECC to S/4HANA. Host: Len Riley: https://bit.ly/3fqLI99 SAP Commercial Advisory Services: https://bit.ly/3yjImwb

SAP ECC to S/4HANA migrations are complex projects that come with many challenges but they also represent opportunities for customers to improve their previous licensing agreements. However, this complex undertaking requires significant planning since SAP’s motivations for S/4HANA migrations directly conflict with the motivations of its customers. In this podcast, SAP Practice Leader, Len Riley discusses what SAP’s motivations are, how they differ than their customers’ motivations, and the two key questions customers must answer before they even begin the negotiation process. Host: Len Riley: https://bit.ly/3fqLI99 SAP Commercial Advisory Services: https://bit.ly/3yjImwb

ServiceNow beat market expectations with another strong quarter. Their positive results support the underlying message of their recent rebranding and change in marketing and sales approach – ServiceNow is no longer just a tool for IT. In this podcast, Analyst Bearson Smith, discusses some key highlights from the earnings call, what ServiceNow’s shift in focus is really about, and how customers can ensure they are getting more than just the right price. Host: Bearson Smith: https://bit.ly/2TW2LZk ServiceNow Commercial Advisory Services: https://bit.ly/3ls6VDt