Insights for IT Negotiations

Microsoft has a playbook, and it's not yours. In this episode, UpperEdge’s Microsoft Practice Leader, Adam Mansfield, breaks down what actually creates leverage in a Microsoft negotiation right now, what mistakes enterprises are making, and why the tactics that worked even a year ago may no longer apply.Adam and host Kylie Chisholm dig into the shift happening in mid-2026, where partial commitments on products like Copilot and E5/E7 can still move the needle without handing Microsoft everything they want. They also cover how to use your broader Microsoft footprint as a source of negotiating power and why investing in your Microsoft relationships is more than just a soft play.He closes with his single most important piece of advice forany customer heading into an EA renewal: make sure your strategy reflects the world as it is today, not how it was twelve months ago.Resources: BLOG: https://upperedge.com/microsoft/what-microsoft-customers-want-from-microsoft-in-2026-stop-pushing-and-start-proving-value/BLOG: https://upperedge.com/microsoft/github-copilot-licensing-has-changed-what-enterprise-buyers-need-to-know/About the Show: Welcome to Insights for IT Negotiations, a podcast by UpperEdge, a leading IT sourcing, negotiation, andproject 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.Chapters:0:00 Introduction & Why Today's MicrosoftLandscape Is Different1:03 Meet Adam Mansfield, UpperEdge Microsoft Practice Leader3:09 What Actually Creates Leverage With Microsoft in 202610:32 The Biggest Mistakes Enterprises Make Going Into a Negotiation14:08 Adam's One Piece of Advice for EA Renewal15:58 The Importance of Starting Early and Giving Yourself Time17:20 Lifting the Mental Load: The Hidden Value of Getting Help

Salesforce is doubling down on Slack—and AI is at the center of it. With the introduction of Slack’s “AI agent” (Slackbot), customers should expect increased pressure to adopt, upgrade, and spend more.In this breakdown, Adam Mansfield explains what’s really happening behind the scenes: why Salesforce needs Slack adoption, how AI investments are driving sales behavior, and where hidden costs may emerge—especially when Slack pulls from multiple data sources.If you're a Salesforce customer, this is a critical moment. Before agreeing to upgrades or early renewals, you need to understand your leverage and push for a holistic conversation across your entire Salesforce footprint.Key topics:• Slack AI agent (Slackbot) and what it means for your organization• Why Salesforce is pushing Slack adoption now• Hidden cost risks tied to AI and data integration• Renewal pressure tactics and upgrade strategies• How to negotiate across your full Salesforce ecosystemThis is a rare window of leverage, use it strategically.

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.

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.

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.

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 - PivotPoints: How Smart Clients Avoid Cost Overruns in Large IT ProgramsAbout 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 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.

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.