286 episodes

The world's most trusted IT negotiation advisors for innovative IT sourcing and risk mitigation strategies

Insights for IT Negotiations UpperEdge

    • Business
    • 5.0 • 5 Ratings

The world's most trusted IT negotiation advisors for innovative IT sourcing and risk mitigation strategies

    Microsoft FY24 Q3 Earnings: Q4 Guidance Provides Negotiation Leverage for Customers

    Microsoft FY24 Q3 Earnings: Q4 Guidance Provides Negotiation Leverage for Customers

    Microsoft announced their FY24 Q3 earnings yesterday. Total revenue was reported as $61.9B, better than the $60.9B analysts were expecting. The critically important Microsoft Cloud revenue, which includes Azure, O365 Commercial, LinkedIn, Dynamics 365 and other cloud products, came in at $35.1B, representing a 23% increase year-over-year. Microsoft’s Azure revenue grew 31% in the quarter, which is an acceleration from the prior quarter with 7 points coming from Microsoft’s AI services.

    Microsoft’s go-forward success and revenue growth will continue to be directly tied to Microsoft’s ability to get more customers to adopt cloud products, AI solutions (Copilot for Microsoft 365, Copilot for Sales, Copilot for Service, GitHub Copilot, and Azure OpenAI) and migrate to the costly all-in Microsoft 365 E5 suite.

    In this podcast, our Microsoft Practice Leader, Adam Mansfield, discusses how customers can take advantage of Microsoft’s needs and focus areas to ensure the right deal is struck at the negotiation table. He also covers what enterprise customers should expect from Microsoft as they prepare for their in-term (“early renewal”) or renewal negotiations.

    Host: Adam Mansfield: https://bit.ly/3rPGp8r

    Microsoft Commercial Advisory Services: https://bit.ly/2V78ADX

    • 15 min
    ServiceNow Q1 FY24 Earnings: Customers Need to Expect Aggressive “Pro Plus” AI Push

    ServiceNow Q1 FY24 Earnings: Customers Need to Expect Aggressive “Pro Plus” AI Push

    ServiceNow’s Q1 FY24 subscription revenue came in at $2.523B, representing 25% growth year-over-year while also beating guidance and analyst expectations. ServiceNow also slightly raised their full year FY24 subscription revenue guidance, now expecting somewhere between $10.56B and $10.575B, which would represent 21.5 to 22% growth.

    In this podcast, ServiceNow Practice Leader, Adam Mansfield, discusses what customers should expect from ServiceNow over the course of the upcoming year as ServiceNow does everything it can to accelerate their GenAI product adoption (specifically ramping upgrades and adoption of “Pro Plus”) while also continuing to upsell and cross sell their current customers and adding net new logos. He also shares how customers can leverage ServiceNow’s clear goals during their upcoming ServiceNow negotiations and renewals.

    Host: Adam Mansfield: https://bit.ly/3rPGp8r

    ServiceNow Commercial Advisory Services: https://bit.ly/3ls6VDt

    • 12 min
    Oracle Q3 FY24 Earnings: Continued Focus on the Cloud

    Oracle Q3 FY24 Earnings: Continued Focus on the Cloud

    Oracle’s Q3 2024 earnings call was released earlier this week, and it should come as no surprise that they continue to be laser-focused on the cloud. If you’re an existing or prospective Oracle customer, you can benefit from Oracle’s priorities in your upcoming negotiations.

    In this podcast, Oracle Practice Manager Shane Griffin gives a high-level overview of the recent earnings results and covers how customers can prepare for their upcoming Oracle negotiations and renewals given this information.

    Host: Shane Griffin: https://bit.ly/43ADl2V

    Oracle Commercial Advisory Services: https://bit.ly/3jdtF7p

    • 4 min
    Leveraging Workday’s Success: Insights for Customers from FY2024 Earnings

    Leveraging Workday’s Success: Insights for Customers from FY2024 Earnings

    Workday's FY24 revenue saw an impressive increase, with total revenue reaching $1.90 billion and marking a 17% year-over-year growth. This growth was slightly ahead of Workday’s target and supported by an increase in net-new customers, ongoing focus on the healthcare sector and early renewals.

    In this podcast, Workday Practice Manager Erwann Couesbot gives a high-level overview of the recent earnings results. He also maps out what to expect from Workday in the coming year as they continue to accelerate growth internally and in the healthcare, higher education, and government sectors. Lastly, he covers how customers can prepare for their upcoming Workday negotiations and renewals given this information.

    Host: Erwann Couesbot: https://bit.ly/2WIKJdX

    Workday Commercial Advisory Services: https://bit.ly/2TTLjEO

    • 4 min
    Salesforce Q4 FY24 Earnings: Pay Attention to Einstein Copilot and Data Cloud

    Salesforce Q4 FY24 Earnings: Pay Attention to Einstein Copilot and Data Cloud

    Salesforce’s FY24 total revenue came in at $34.9B, representing an 11% growth year-over-year. However, this did come in much lower than the 18% growth posted in FY23. Salesforce’s FY25 guidance also represents a continued decline in growth, as the midpoint of Salesforce’s forecasted revenue would represent roughly 8.6% growth.

    It is clear from the earnings call that Salesforce, and the Salesforce account executives, will be focused on getting customers to adopt both Data Cloud and the newly released Einstein Copilot. Salesforce will be pushing Einstein Copilot either as an add-on to the current Sales Cloud and/or Service Cloud subscriptions or an upgrade to the most robust and expensive “Einstein 1” edition (formerly “Unlimited Plus”). An “Einstein 1” adoption or upgrade also inevitably comes with Data Cloud adoption.

    In this podcast, Salesforce Practice Leader, Adam Mansfield, discusses what Salesforce’s earnings mean for customers and what customers should expect from Salesforce as they push through their upcoming negotiations, whether in term or at renewal. In addition, Adam provides his perspective on how best to prepare for Salesforce’s aggressive push to upsell and cross sell their current customers.

    Host: Adam Mansfield: https://bit.ly/3rPGp8r

    SalesForce Commercial Advisory Services: https://bit.ly/2V78ADX

    • 12 min
    Microsoft FY24 Q2 Earnings: Microsoft’s Push for AI Product Adoption

    Microsoft FY24 Q2 Earnings: Microsoft’s Push for AI Product Adoption

    Microsoft announced their FY24 Q2 earnings yesterday. Total revenue was reported as $62B, better than the $61.1B analysts were expecting. The critically important Microsoft Cloud revenue, which includes Azure, O365 Commercial, LinkedIn, Dynamics 365 and other cloud product, came in at $33.7B, representing a 24% increase year-over-year.

    Microsoft’s go-forward success and revenue growth will continue to be directly tied to Microsoft’s ability get more customers to adopt cloud products, adopt AI solutions (Copilot for Microsoft 365, Copilot for Sales, Copilot for Service, GitHub Copilot, and Azure OpenAI) and migrate to the costly all-in Microsoft 365 E5 suite.

    In this podcast, our Microsoft Practice Leader, Adam Mansfield, discusses how enterprise customers can take advantage of Microsoft’s needs and focus areas to ensure the right deal is struck at the negotiation table. He also covers what enterprise customers should expect from Microsoft as they prepare for their renewal negotiations.

    Host: Adam Mansfield: https://bit.ly/3rPGp8r

    Microsoft Commercial Advisory Services: https://bit.ly/2V78ADX

    • 13 min

Customer Reviews

5.0 out of 5
5 Ratings

5 Ratings

iceworld ,

Greatly insightful for IT executives

Actionable insights from a team that knows what they are talking about. Great job!

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