Insights for IT Negotiations

In this episode of Insights for IT Negotiations, we take a deeper dive into one of the most talked-about topics in enterprise transformation today: the real-world application of generative AI.Building on our previous conversation, we’re joined again byKevin Lagge of OGE and UpperEdge’s Ted Rogers to explore how AI moved from experimentation to mission-critical execution during a complex, large-scale SAP transformation.Rather than embedding AI into the technology stack itself,Kevin shares how his team leveraged generative AI as an accelerator across the entire transformation lifecycle, from generating functional specs and refactoring legacy code to improving testing, defect resolution, and ongoing operations.Key themes in this episode include:How AI helped reduce development effort by up to 80% through rapid iteration and "knocking the white off the page"The importance of a human-in-the-loop approach to ensure accuracy and trustBuilding internal AI tool like ATlas and Foundry to drive long-term operational efficiencyWhy many service providers are still struggling to deliver real AI value, and how to hold them accountableHow AI is reshaping vendor relationships, cost structures, and the future of IT servicesResources:PODCAST – Beating the Odds: Governance, SAP RISE, and AI in a Major IT TransformationWHITE PAPER – Driving Value Through Discipline: How an Energy Company Reimagined Transformation with UpperEdgeAbout the Show:Welcome to Insights for IT Negotiations, a podcast byUpperEdge, 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.

Microsoft may finally be preparing to launch Microsoft 365 E7, a long-rumored enterprise bundle that could reshape how organizations adopt AI, Copilot, and security tools.In this video, UpperEdge’s Adam Mansfield breaks down the rumors surrounding E7, including what might be included, potential pricing, and, most importantly, why Microsoft may be introducing it now.Adam explores how Microsoft could use E7 to accelerate E5 adoption, drive Copilot usage, and tighten enterprise lock-in through bundled licensing and hybrid pricing models. He also explains why enterprise customers with upcoming renewals should start asking Microsoft direct questions now.Key topics covered:Why Microsoft may launch Microsoft 365 E7The role of Copilot adoption in enterprise licensingExpected pricing structure and bundling strategyThe potential shift to hybrid licensing (per user + consumption)How enterprises should prepare before their next Microsoft negotiationIf you manage Microsoft licensing, procurement, or enterprise IT strategy, this is a discussion you don’t want to miss.    

Workday’s Q4 earnings are out — but what do they really mean for customers?In this analysis, Shane Griffin, IT Sourcing & Commercial Advisory Practice Manager at UpperEdge, breaks down Workday’s financial performance, reduced 2027 guidance, stock volatility, and AI acquisition strategy — and translates it into practical implications for both existing and prospective customers.While revenue grew 13% year-over-year and margins improved, there are underlying signals worth examining: slower projected growth, stock pressure, leadership turnover, aggressive AI acquisitions, and increased early renewal activity.Shane explains:• Why Workday’s AI strategy is creating both opportunity and skepticism• What early renewal pushes really signal• How customers can use this moment as a leverage inflection point• Why competitive pressure is forcing sharper pricing and protections• What new modules like HiredScore AI mean for negotiationsIf you’re negotiating a renewal, considering expansion, or evaluating Workday in a competitive deal cycle, this is a critical market moment — and customers have more leverage than they think.

Salesforce’s Q4 FY26 earnings revealed 10% annual growth and $41.5B in revenue — but the real story is Agentforce and the AI monetization plans Salesforce laid out.Adam Mansfield breaks down what Salesforce customers need to understand about:Agentforce ARR hitting $800M (up 169%)29,000 Agentforce deals since launch60%+ of Q4 bookings coming from existing customer expansionFlex credit consumption-based pricing • Premium SKU upgrades (Agentforce 1)The AI monetization model Salesforce is pushingRisks inside the SLA and hybrid licensing structureMore than 50% of Agentforce bookings were tied to flex credits — meaning consumption-based pricing is central to Salesforce’s growth strategy. The financial markets are demanding revenue acceleration from Salesforce, and that pressure is flowing directly Salesforce customers. If you don’t understand how the flex credits, price protections, consumption models, and expansion mechanics tied to Agentforce work, you are exposed. Before you adopt Agentforce or Data 360, make sure your commercial structure protects you — not just Salesforce’s flywheel.For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter.

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 Covered:• Consumption-based AI pricing risks• Token and credit model pitfalls• Renewal leverage concerns• Governance and metering controls• Commercial protections in AI contracts• Enterprise AI negotiation strategyLearn how to avoid long-term AI cost traps before your flywheel starts spinning.

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 maximize the value of your key IT relationships.For more innovative IT sourcing and risk mitigationinsights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter.

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 LinkedIn and Twitter.

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 leverage across Microsoft solutions (Product, Support, Azure, LinkedIn, Consulting Services)Driving investment dollars and executive attentionIf your Microsoft EA renewal date is approaching, don’t forget about LinkedIn. Think strategically. Orchestrate internally. Negotiate holistically.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 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.