Insights for IT Negotiations

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

  1. 4D AGO

    Salesforce Q4 FY26 Earnings Breakdown: Agentforce and the Flex Credits Flywheel

    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.

    8 min

  2. 4D AGO

    Is Consumption-Based AI Pricing Setting Enterprises Up for Long-Term Cost Overruns?

    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.

    3 min

  3. 5D AGO

    SaaS Vendor Complaints and Contract Risks in 2026

    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 Know About 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.

    24 min

  4. FEB 19

    Is SaaS Dead? The Truth About Enterprise Renewals

    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.

    3 min

  5. FEB 13

    Don’t Forget LinkedIn When Preparing for Your Microsoft EA Negotiation

    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.

    3 min

  6. FEB 11

    After the Microsoft Deal is Signed: What Customers Must Do Next

    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.

    4 min

  7. FEB 4

    Microsoft FY26 Q2 Earnings: What Copilot, Azure & AI Spending Mean for Your Negotiation Leverage

    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.

    9 min

  8. JAN 30

    ServiceNow Q4 Earnings: What Customers Must Know

    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.

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

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