Uppercut Podcasts By Upperedge

Salesforce just released its Q1 FY26 earnings, and it’s clear: Agentforce (Salesforce’s AI offering), and Data Cloud are at the heart of its future growth strategy. In this episode, Adam Mansfield, Advisory Practice Leader at UpperEdge, unpacks the financials and the implications for current and future Salesforce customers.From 8000 Agentforce customers (1/2 paying customers) to CEO, Marc Benioff’s vision to make all customers AI + DATA + CRM” customers, Adam explains what you need to do now to lock down pricing, define terms, and protect against the coming consumption push.Highlights include:The real reason behind Salesforce’s Informatica acquisitionWhat AgentForce adoption (paid or unpaid) means for your dealWhy Data Cloud, Tableau, and Slack will soon followWhat to commitments need to be gained from Salesforce before saying yes to free AI (Agentforce) pilotsFor 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, 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 leadi

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.

ServiceNow just posted strong Q1 FY25 earnings—and raised its full-year guidance. But what does that mean for customers facing renewals or being pushed into early AI (Pro Plus upgrade) and CRM expansions? Adam Mansfield, ServiceNow Practice Leader at UpperEdge, breaks down the results, what ServiceNow executives had to say during the earnings call, and how customers can proactively prepare for ServiceNow’s next moves.Key Takeaways:ServiceNow Q1 resultsWhat’s driving Pro Plus and CRM focusHow customers should respond to upcoming pressures ServiceNow will createTips for planning for in-term and/or renewal negotiationsFor more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter.

In this candid session, Adam Mansfield, Advisory Practice Leader at UpperEdge, challenges the long-held promise of SaaS flexibility. Drawing from real-world client conversations in 2025, he exposes the disconnect between vendor (Salesforce, ServiceNow, Microsoft…etc.) sales pitches and the contractual realities. Learn what you can do to effectively approach SaaS vendors to drive positive change, and how to negotiate like a pro in today’s world. Topics Covered:The false promise of SaaS flexibilityReal-life client pain pointsHow to negotiate more flexible and favorable contractsBuilding true vendor partnershipsFor more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter.

Heading to ServiceNow Knowledge? Don’t just show up—show up with a strategy. In this episode of Insights for IT Negotiations, UpperEdge’s ServiceNow expert, Adam Mansfield, shares critical guidance for IT leaders on how to extract real value from the event.Whether you're planning to evaluate Now Assist, expand into Pro Plus, or simply optimize your existing ServiceNow footprint, this episode delivers actionable advice on how to:Navigate the AI and CRM buzz to your benefitBuild internal alignment ahead of the conferenceCreate negotiation leverage before you land in VegasSet expectations with your account reps and implementation partnersLeave Knowledge with tangible next steps—not just a stack of swagIf you're responsible for driving value and results from your IT investments, this is your playbook for turning Knowledge into a competitive edge.Resources:Reach out to Adam on LinkedInBLOG - How ServiceNow Customers Can Get the Most Out of Knowledge (Before, During and After)VIDEO – ServiceNow Acquires Log

In this episode, Adam Mansfield, Advisory Practice Leader at UpperEdge, breaks down the fine print pitfalls in SaaS renewal negotiations with vendors like Salesforce, ServiceNow, and Microsoft. He shares real-world insights from ongoing client conversations and highlights three major conditions that can quietly undermine your renewal protections—impacting pricing caps, product flexibility, and spend thresholds. Whether you’re a CIO, procurement leader, or IT decision-maker, this is a must-watch to avoid costly mistakes during your next software renewal. Don’t get caught off guard—learn what conditions to push back on and how to structure smarter renewals.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, Salesforce Advisory Practice Leader at UpperEdge, breaks down the complexities of Salesforce's Success Plans (Premier and Signature Success and Security offerings (Shield). He explains how the “percentage-of-net” licensing metric tied to these products can dramatically impact your spend, and offers actionable strategies for evaluating, negotiating, and optimizing your investments. Whether you're on Premier or Signature Success, or leveraging Shield's security tools (or any of the components), this is essential guidance for customers preparing for renewals or in-term add-ons. Learn how to get the most out of what you’re paying for—and avoid unnecessary costs.For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter.

Adam Mansfield, Practice Leader at UpperEdge, breaks down ServiceNow’s latest acquisition of Logik.ai—an AI-powered CPQ solution—and what it means for ServiceNow and Salesforce customers and the CRM market. With this move, ServiceNow doubles down on its ambitions to move deeper into the CRM market and better compete against now rival Salesforce with what they are pitching as a “fundamentally different vision and approach to CRM and CPQ.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 Chief Research Officer, John Belden, sits down with Marc Kermisch to explore the critical challenges of talent deserts, why IT projects fail, and how Generative AI is reshaping the way organizations approach innovation. Marc shares insights from his experience at Emergent Software, discussing cutting-edge solutions and strategies that can drive success in an ever-evolving digital landscape. Tune in for expert perspectives on transforming talent gaps into opportunities and leveraging GenAI for smarter, more resilient projects.Resources:Connect with Marc on LinkedIn: Marc KermischBLOG – SI Talent Deserts: 6 Ways to Protect Your Digital TransformationsBLOG - Protecting Your Digital Transformation From Value ErosionPODCAST – 3 Market Forces Driving the IT Landscape in 2025About 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 C

Adam Mansfield, UpperEdge’s Microsoft Advisory Practice Leader, dives into Microsoft Copilot Studio—its significance to Microsoft, how it is priced, its licensing model, and how Microsoft customers should approach negotiations. Learn why usage definitions matter, how to optimize your contract, and the key factors to consider before adopting (and using) Copilot Studio. If you’re exploring Microsoft Copilot Studio, this episode is a must-listen!For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter.

Are you truly getting the flexibility you need from your enterprise SaaS vendor (Salesforce, ServiceNow, Microsoft etc.) and are your contracts set up well to provide it? Adam Mansfield, UpperEdge’s Practice Leader, dives into the critical issues surrounding flexibility in SaaS agreements and shares his thoughts on how customers can fix the likely issues that exist.For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter.

Microsoft is significantly increasing Power BI and Teams Phone pricing starting April 1st. Adam Mansfield, UpperEdge’s Microsoft Advisory Practice Leader, breaks down the justifications given, the hidden motivations behind these changes, and what Microsoft customers can do to navigate the price hikes effectively. Learn how to turn Microsoft’s tactics to your advantage, optimize value assessments, and leverage alternative solutions in your negotiations.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 Adam Mansfield and Kylie Chisholm dive into the evolving landscape of SaaS negotiations. They discuss how vendors are responding to market changes, the key considerations for IT decision-makers, and strategies to maximize value in software agreements. Tune in to gain expert insights and practical advice to navigate your next SaaS contract successfully. Plus, don’t miss the latest updates on consumption-based pricing and essential negotiation benchmarks.Resources:BLOG – SaaS Vendors Push Consumption-Based Licensing for AI Offerings: What Customers Need to KnowPODCAST – Navigating SaaS Pricing: Key Strategies for Actually Locking in PricingFor more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter.

The CRM and ITSM battleground is heating up! Salesforce and ServiceNow are stepping into each other's territories, creating opportunities for strategic moves. In this video,Adam Mansfield, UpperEdge's Salesforce Advisory Practice Leader, breaks down the latest developments, key insights from recent earnings calls, and how customers can leverage this rivalry to their advantage. Learn how to challengeyour reps, ask the right questions, and maximize your value in this evolving landscape.For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter.

Adam Mansfield, UpperEdge’s Microsoft Advisory Practice Leader, shares valuable insights on when and how to prepare for Microsoft renewals. He outlines key questions to consider, strategic timelines, and effective negotiation tactics to secure the best deal. Whether your renewal is months away or fast approaching, Adam’s advice can help you maximize value and minimize risk.For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter.

ServiceNow just announced its largest acquisition ever — a $2.85 billion purchase of Moveworks. This strategic move doubles down on AI and enterprise search capabilities, aiming to expand ServiceNow’s footprint in CRM and customer insights. What does this mean for customers and the future of ServiceNow’s offerings? Adam Mansfield, UpperEdge’s ServiceNow Practice Leader, breaks it all down.For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter.