Uppercut Podcasts By Upperedge

Adam Mansfield of UpperEdge breaks down a critical but overlooked risk in today’s AI deals: token-based, credit-based, and usage-driven pricing models from vendors like OpenAI (ChatGPT), Anthropic Claude, Google Gemini, Salesforce Agentforce, ServiceNow, and Microsoft Copilot Studio.As organizations rapidly adopt generative AI platforms, many are locking into commercial constructs without fully understanding usage definitions, token drawdowns, governance controls, metering thresholds, and renewal leverage risks.What happens when consumption accelerates?What happens at renewal when you're fully embedded?What leverage do you really have?Adam explains why AI may become more expensive than planned, and potentially more costly than the employees it was meant to augment or replace, if enterprises fail to negotiate proper protections, flexibility, and contractual clarity upfront.If you're involved in AI procurement, enterprise software negotiations, or technology strategy, this is essential viewing.Topics Co

In this episode of Insights for IT Negotiations, AdamMansfield and Kylie Chisholm break down the top frustrations enterprise customers are facing with their SaaS vendors in 2026. From AI upsells and consumption-based pricing to surprise price increases and sales turnover, they explore why customers feel they are not getting full value.The conversation also highlights where organizations loseleverage in negotiations, the contract risks many overlook, and how to better prepare for renewals in a shifting market.Resources:POSCAST - SaaS Vendors’ New Trick: Multiplying Pricing Caps by Term Length BLOG – SaaS Vendors Push Consumption-Based Licensing for AI Offerings: What Customers Need to KnowAbout the Show:Welcome to Insights for IT Negotiations, a podcast by UpperEdge, a leading IT sourcing, negotiation, and project execution advisory firm. Join Adam Mansfield, UpperEdge’s Advisory Practice Leader, and Kylie Chisholm, UpperEdge’s Marketing Manager, every other week as they share valuable insights to help you max

Is SaaS vendors really in trouble or is that narrative overblown?Adam Mansfield breaks down the growing concern over whether SaaS is dead. Drawing from real conversations with many SaaS customers, he explains why Salesforce, ServiceNow, Workday, SAP, and Oracle renewals aren’t disappearing anytime soon and thus confirms that SaaS is far from dead.While headlines, recent SaaS vendor earnings, speculation, the reality inside enterprise IT is very different. Companies still rely on mission-critical SaaS platforms and most aren’t in a position to simply walk away now or anytime soon.However, this moment creates leverage. Adam outlines how organizations should use the current market narrative to push Saas vendors for better pricing, flexibility, and investment while making strategic commitments where appropriate.SaaS isn’t dead. But this is a critical window to renegotiate from strength.For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on Linke

Many organizations heading into their Microsoft EA renewal forget to account for a major negotiation lever: LinkedIn.In this discussion, Adam Mansfield explains why LinkedIn (Recruiter, Learning, Sales Navigator) should be strategically aligned with your broader Microsoft Enterprise Agreement (EA) renewal and possibly Azure and Unified Support as well. While LinkedIn products can’t simply be folded into an EA, timing and orchestration matter.If renewal cycles align, you may be able to negotiate holistically and create incremental leverage across all of your Microsoft investments and relationships in place (M365 E3, Dynamics 365, Microsoft 365 Copilot, Power BI, Azure, Unified Support, LinkedIn, Microsoft Consulting Services…etc.).Key topics covered:Aligning LinkedIn renewals with Microsoft EA renewal negotiationsLeveraging LinkedIn spend for broader Microsoft flexibilitySales Navigator use may lend itself to considering Microsoft Relationship Sales (Sales Navigator plus Dynamics 365 Sales)Creating pricing lev

In this video, Adam Mansfield explains what CIOs, and their companies must do once their Microsoft negotiation is completed—especially after committing to Microsoft 365 E5 and increasing Microsoft 365 Copilot volume. Drawing from a recent client engagement, Adam outlines how to hold Microsoft accountable for promised feature usage and expected ROI, ensure adoption, and unlock real value through ongoing engagement, reporting, and funding. Key topics include post-deal strategy, Microsoft 365 Copilot value realization, Microsoft ECIF funding accountability, and how to keep Microsoft “in the room” and engaged long after the contract is signed.For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter.

Microsoft just reported Q2 earnings with strong revenue growth, accelerating cloud performance, and massive AI infrastructure investments—but margins are tightening.Copilot adoption and paid seat growthAzure acceleration and AI-driven infrastructure spendMicrosoft 365 E5 and Copilot leverage in negotiationsWhy Microsoft needs customer growth more than everHow to use earnings data to regain control in renewals and expansionsFor more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter.In this breakdown, Adam Mansfield analyzes what Microsoft’s latest earnings really mean for enterprise customers, including: If you’re negotiating Microsoft agreements, planning a renewal, or considering Copilot, E5, or Azure commitments, this analysis shows how to turn Microsoft’s own earnings pressure into leverage.

ServiceNow just reported Q4 FY25 earnings, and the numbers reveal critical leverage points for customers heading into renewals and new purchases. Adam Mansfield breaks down what was reported and what ServiceNow leadership said on the earnings call, along with his thoughts on how ServiceNow customers need to start planning for an even more aggressive push to get them to adopt and start using ServiceNow’s AI offering, “Now Assist”.From explosive growth in $5M+ customers to the rapid expansion of Now Assist adoption that comes with the “problematic for customers” consumption-based pricing, this analysis explains how ServiceNow is monetizing AI—and how customers should negotiate to protect themselves. If you’re buying, renewing, or expanding ServiceNow, these insights are essential.For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter.

What does it take to successfully navigate a massive ITtransformation without ending up in the headlines?In this episode of Insights for IT Negotiations, hosts John Belden and Kylie Chisholm are joined by UpperEdge Chief Advisory Officer Len Riley and OG&E’s Director of Technology Strategy, Kevin Lagge, to break down OG&E’s five-year SAP S/4HANA and RISE transformation journey. Kevin shares candid lessons from the front lines around Phase 0 decision-making, executive alignment, negotiating early SAP RISE contracts, and managing a multi–systems integrator model.The conversation also explores how strong governance, built-in flexibility, and innovative use of generative AI helped OG&E stay on track, control costs, and ultimately thrive through change, all with the help of UpperEdge.A must-listen for IT leaders facing large-scale ERP, cloud, or digital transformation initiatives.Resources:WHITE PAPER - DrivingValue Through Discipline: How an Energy Company Reimagined Transformation withUpperEdgeBLOG -

Enterprise AI vendors like OpenAI (ChatGPT), Anthropic (Claude), and Google (Gemini) are aggressively targeting enterprise customers—and they need your business. In this video, Adam Mansfield breaks down why enterprises must slow down, negotiate hard, and secure the right commitments before signing AI contracts with any of these vendors. Enterprises need to ensure the proper pricing is in place (upfront and downstream), adequate transparency is provided, along with the appropriate level of flexibility and investments.  This is a must-watch for CIOs, procurement, sourcing, and line of business leaders navigating the rapidly evolving AI landscape.For 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 shares unfiltered insight into what Microsoft customers actually want from Microsoft heading into 2026. Drawing on conversations with CIOs and senior business leaders, Adam explains growing frustration around forced upgrades, E5 and Copilot pressure, Azure commitments, and pricing tactics that prioritize vendor outcomes over customer value.This discussion focuses on the importance of value-based selling, customer listening, transparency, and trust. If you manage Microsoft licensing, negotiate enterprise agreements, or are responsible for Microsoft strategy, this video highlights the critical mindset shift Microsoft customers expect.For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter.

In this video, Adam Mansfield shares grounded, real-world insights from ongoing conversations with Salesforce customers, analysts, and the investment community. He explains why aggressive pricing tactics and forced product strategies are undermining trust—and how Salesforce can instead accelerate growth by refocusing on customer value, transparency, and listening. From renewals and portfolio rationalization to Agentforce and Data Cloud, this discussion outlines a more sustainable path forward for Salesforce in 2026.For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter.

Many organizations still focus heavily on SLA metrics like uptime and ticket closure rates, but those metrics alone do not create strong governance or long-term value. In this episode of Insights for IT Negotiations, Kylie Chisholm is joined by UpperEdge managed services experts Greg Hall and Ally Kuppens to discuss why the structure behind SLAs is often more important than the metrics themselves.The conversation explores how modern SLA frameworks support flexibility over long-term managed services agreements, allowing organizations to adapt as business priorities change. Greg and Ally walk through the four core components of an effective SLA framework: risk sharing, SLA adjustment rights, termination for cause, and continuous improvement. They explain how each one helps balance accountability with a healthy provider relationship.Listeners will come away with practical guidance on how to design SLAs that stay relevant over time, align to real business outcomes, and create shared incentives for continuous impr

Microsoft has kicked off a rapid pricing and commercial-policy shift that will materially impact most enterprise renewals. First, Microsoft’s volume discounting levels (B/C/D) have effectively been removed (unless you have airtight renewal price protection language). Next, Microsoft announced core SKU list price increases effective July 1, 2026, with select “value add” features rolled into bundles—whether you use them or not.In this video, Adam Mansfield breaks down what’s changing and how customers should respond—especially if you have renewals coming up next year.Key takeaways covered:What the end of volume discounting means for your renewal baselineMicrosoft 365 and Office 365 SKU increases (and why “added features” may not equal “added value”)Common Microsoft tactics ahead of July 1, 2026—and how to avoid being rushed into a suboptimal dealHow to reset executive expectations and push for “pay for value received” outcomesPractical next steps:Inventory unused entitlements and adoption gaps before negotiatio

Salesforce just reported its Q3 FY26 earnings: $10.3B in Total Revenue, slowing growth in core clouds, and formidable ARR headlines for Agentforce and Data Cloud (Data 360). But what do these numbers actually mean for your next Salesforce deal?In this video, Adam Mansfield breaks down:Q3 FY26 results across all of Salesforce’s “clouds” (Sales, Service, Marketing, Commerce, MuleSoft, Slack…etc.)The real story behind Agentforce and Data 360 ARR growthWhy Salesforce keeps talking about “consumption” and the “flywheel” to the investment communityHow existing customers are being targeted for upsells and expansionWhat you must lock down in your Agentforce and Data 360 contracts (transparency, volume discounts…etc.)How to avoid getting trapped in a mid-term spend spike you never budgeted forBefore you add Agentforce and/or Data 360 or as you plan for your upcoming Salesforce renewal, watch this to understand the playbook Salesforce is running on you – and how to protect your organization.For more innovative IT sourc

Salesforce is pushing Salesforce Foundations and Data 360 provisioning hard as “no-cost” offers — but the real story starts once you hit usage limits. In this video, Adam Mansfield breaks down what’s actually included, why Salesforce cares so much about getting this into your order form, and how you can protect your budget.You’ll learn:What comes with Salesforce Foundations (Einstein requests, Agentforce flex credits, Data 360 segmentation & activation)How “$0” offers give Salesforce leverage and let them report wins the moment you signWhy you must ensure your Order Forms have complete transparency and definitions: conversations, Einstein requests, flex credits, data service creditsHow to negotiate overage/usage rates now, not laterThe importance of internal controls and usage tracking to avoid surprise downstream invoicesHow to tie this “free win” back to better discounts and lower uplifts to your already in place Salesforce products, while improving other commercial termsIf you’re considering Salesforce

Many ServiceNow customers are being told Impact is “mandatory” to win discounts or concessions—especially around year-end renewals. In this video, Adam Mansfield explains how to negotiate lower Impact percentages, lock protections for the full term, preserve your right to drop Impact at renewal, and tie lower Impact costs to better underlying product pricing and AI/Now Assist packs. Learn how to hold the line and structure a deal on your terms.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, hosts John Belden and Kylie Chisholm sit down with Jesse Webb, IT Director at SaskPower, to explore the story behind the utility’s highly successful SAP S/4HANA transformation.Jesse shares the lessons learned from SaskPower’s multi-year modernization journey, from managing vendor costs and internal resource capacity to building a cohesive cross-functional team that ensured go-live readiness. She reveals how deliberate planning, risk mitigation, and strong collaboration between IT, business, and implementation partners helped the organization overcome early project hurdles and achieve a seamless go-live weekend.Tune in to hear practical insights on:Balancing internal and external project resourcesEstablishing clear go-live criteria and risk mitigation plansThe power of co-location and building team trustHow early alignment and executive communication drive project successWhether you’re preparing for your own SAP modernization or navigating a complex IT transform

In this video, Adam dives into Microsoft’s FY26 Q1 earnings report, which exceeded expectations with strong revenue growth and significant advancements in their commercial and cloud sectors. He discusses the importance of strategic planning for renewals, especially given Microsoft’s impressive Cloud Revenue, and clear objectives Microsoft has made publicly known (including expanding ARPU through E5 adoption and Microsoft 365 Copilot expansion). Listen to Adam break down the numbers and provide insights on how to leverage this information for your business strategies.For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter.

Adam breaks down ServiceNow’s Q3 FY25 earnings call, highlighting 22% revenue growth, strong subscription performance, and a bold AI roadmap.With Now Assist and Pro Plus deals gaining traction, and CRM commentary heating up between McDermott and Benioff (Salesforce, CEO), this episode is a must-watch for customers preparing for ServiceNow renewals or considering in-term upgrades and purchases.Key Highlights:$3.29B Subscription Revenue, beating expectations and higher than prior guidanceAI revenue targets: $500M in FY25, $1B in FY26553 customers spending $5M+ annuallyCRM rivalry: ServiceNow vs SalesforceStrategic advice for how best to prepare for your upcoming ServiceNow negotiationsFor 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, host Kylie Chisholm is joined by Adam Mansfield, UpperEdge’s Salesforce Practice Leader, to unpack everything from Dreamforce 2025. They dive into how Salesforce’s Agentic Enterprise Licensing Agreement (AELA) is reshaping enterprise licensing, the emphasis on AI and “Agentforce,” and what all this means for you as a Salesforce customer approaching renewal.Listeners will learn how to:Strategically prepare for upcoming renewals and negotiationsPush back on unwanted AI add-ons and licensing changesAlign internal stakeholder messaging and evaluate new value propositionsUnderstand the real implications of Dreamforce-announced products and pricingIf you’re a Salesforce customer heading into renewal season, this episode offers timely, tactical advice to help you protect value and improve outcomes.Resources:VIDEO - Salesforce’s New Agentic Enterprise Licensing Agreement (AELA) – What Customers Need to KnowBLOG - Salesforce Increasing Pricing and Adding Agentforce Opti