Advisor to enterprises looking to improve their #Microsoft #Salesforce and #ServiceNow relationships and save money along the way..also a lifelong #Celtics fan
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Articles by Adam Mansfield
Microsoft Ends EA Volume Discounts: What It Means and How to Respond
Reading Time: 3 minutes Microsoft has made a sweeping change to its Enterprise Agreement (EA) contracting model that will impact all EA customers. On November 1, 2025, Microsoft will eliminate EA volume licensing price levels and the programmatic “waterfall” price level (A-D) volume discounts that have long been a cornerstone of Microsoft’s EA contracting model.
Microsoft Dynamics 365 Price Increases: What to Expect Between Now and October
Reading Time: 6 minutes Microsoft announced a price increase to its Dynamics 365 (D365) suite of products that will take effect October 1st, 2024. Per the announcement, these price increases will impact new D365 customers and existing D365 customers for renewals that happen after October 1st.
Microsoft's Price Increases Are Coming: What to Know Before Your Renewal
With just weeks from Microsoft’s recently announced enterprise price increases to some Office 365 and Microsoft 365 product suites, customers should take note on how the increases will impact them. Microsoft justified these price increases for two reasons. First, there hasn’t been a price increase to these product suites in over a decade. Second, over that 10-year period, there has been considerable value added to the Office 365 and Microsoft 365 product suites.
Consumers are the gateway to enterprise adoption of productivity and communications tech: Microsoft vs. Google
Enterprise executives know that employees are performing at their best when they have the productivity and communications right tools and, more importantly, know how to use those tools. When employees come on board having already used the software your company uses, it reduces your organization's downtime, costs, and effort tied to training. You can realize many of the same benefits of efficiency and user adoption when implementing a new solution that your employees already understand.
3 Keys to Negotiating Successful Cloud Agreements
January 26, 2021Adam MansfieldNo CommentsShare It is impossible for enterprises to not use the cloud. Failing to find new ways to lean heavier on cloud solutions to drive expected business outcomes is often a “fireable” offense. For years, enterprises have been drawn to the cloud’s promise of agility, flexibility, reduced costs, and faster time-to-benefits realization. Whether these promises have been realized or not is a topic for another day.
5 Tips for Negotiating with ServiceNow
November 3, 2020Adam MansfieldNo CommentsShare Are you considering becoming a new ServiceNow customer or do you have a ServiceNow renewal coming up? Beyond just getting the best ServiceNow pricing and discounting, you will also want to negotiate an agreement that provides transparency, long-term price protections as well as flexibility to meet your company’s evolving needs. These ServiceNow negotiation tips can help you get more from your ServiceNow relationship. 1.
The Art of the Cloud Deal
July 2, 2020Adam MansfieldNo CommentsShare Many companies have had long-standing relationships with their cloud vendors, and their experiences garner lessons to be learned. Regardless of how long they have been doing business together, the size of the organization or the size of the investments made, there are certain ways cloud vendors can help differentiate themselves as true strategic partners.
The Two Things Customers Want from Cloud Vendors
April 16, 2020Adam MansfieldNo CommentsShare Cloud vendors could go a long way toward building trust with their customers and differentiating themselves in the market with two key changes in their approach. While many enterprise customers like their cloud products, there are often some general rumblings of frustration with their vendors.
Are Your Cloud Subscription Prices Really Protected?
Knowledge Center RSS Feed March 17, 2020Adam MansfieldNo CommentsShare Far too often I find myself in conversations with cloud customers that are living with a false sense of security, thinking they have future price protections in place to protect them when their subscription term is up. They genuinely think they know what their pricing is going to look like at renewal.
Podcast: A Big Day For Salesforce: Beat Revenue Expectations, Acquired Vlocity and Keith Block is Leaving
Knowledge Center In addition to Salesforce reporting its Q4 and full year FY20 earnings, they also announced that they are acquiring Vlocity for $1.3B and that their co-CEO, Keith Block is stepping down. This surprising leadership change could have major implications and raises many questions. Where will Keith Block go next? Will Salesforce alter the way they do business with Marc Benioff going back to the sole CEO?
Look before you leap
May 14, 2018Adam Mansfield2 CommentsShare If you have a relationship with Microsoft, your sales representative has likely been pushing to discuss the benefits of Microsoft 365 and why your upcoming renewal is the perfect time to sign up and adopt.
Microsoft Retiring Skype for Business Online to Force Teams Use
Knowledge Center RSS Feed July 31, 2019Adam MansfieldNo CommentsShare On July 30th, Microsoft announced that Skype for Business Online will be retired on July 31, 2021 and all new Office 365 customers will be onboarded directly to Microsoft Teams as the default for chats, meetings, and calls starting on September 1, 2019. Microsoft also mentioned that current Skype for Business Online customers will experience no change in service, and new users can continue to be added as needed.
Retailers Pick Microsoft over Amazon but Here Comes Google
February 26, 2019Adam MansfieldNo CommentsShare With big wins and expanded partnerships at Walmart, Kroger, and Albertsons under their belt, it is no secret that Microsoft is having a moment in retail. This moment may last much longer than most. Retailers are increasingly turning to the cloud to stay competitive, improve the customer experience, and hopefully drive a successful digital transformation.
These 7 Negotiation Tactics are Futile in Cloud Renewals
Organizations and their procurement departments often seek out “best practices” to help them achieve the most favorable outcome from their cloud renewal negotiations. Too often these good intentions backfire when there is too much reliance on past experiences and a belief that there is a one-size-fits-all approach that will yield optimal results.
SaaS Matters: Key Caveats for SaaS Contracting
There is no doubt that the emergence of Cloud, and specifically Software as a Service (SaaS), has been one of the most profound technology developments in the last decade. Enterprises in a wide range of industries are turning their attention to, and adopting, SaaS solutions at a rapidly growing rate.
IT Sourcing and Cost Optimization Blog
Knowledge Center RSS Feed Shrinking Markets Force Customers to Re-Evaluate SAP Hosting Options April 21, 2020Brian UndlinNo CommentsShare As the current COVID-19 recession shrinks the markets from every side, business leaders are being forced into hard cost reduction choices. Given the high initial...
How to Negotiate the Best Deal with Microsoft @Adam_Mansfield_
If you have ever been tasked with having to negotiate a better deal with Microsoft, you have most likely stayed up many nights trying to figure out how you were going to spin a 20% annual increase as a success. As the Microsoft Practice Lead at UpperEdge, I’ve had many opportunities to work with senior procurement and IT executives who struggle with Microsoft’s approach to the relationship at renewal time.
Salesforce.com’s Strong Growth and Raised Expectations Puts Customers in the Driver’s Seat
Salesforce.com (“Salesforce”) finished fiscal 2016 strong and reported exceptional revenue growth across all of their cloud service offerings while beating analyst expectations.
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