Insights for IT Negotiations

Microsoft Q3 Earnings Breakdown: The Hidden Shift to AI Consumption Pricing

In this breakdown, Adam Mansfield explains the key takeaways from Microsoft’s earnings call, including rapid Azure growth, surging Copilot adoption, and the expansion of AI-driven revenue. But the real story isn’t just AI—it’s how Microsoft is restructuring its licensing model.Customers must now prepare for a hybrid pricing approach that blends traditional seat-based licensing with consumption-based models. This shift introduces new risks around cost overruns, limited usage entitlements, and lack of transparency.If you're negotiating with Microsoft or planning renewals, understanding these changes is critical. Learn how to protect your organization, manage consumption, and push for better pricing terms before it’s too late.

ServiceNow Q1 FY26 Earnings Breakdown: AI Packaging & Pricing, Now Assist & What Customers Must Know

ServiceNow’s Q1 FY26 earnings delivered strong growth, but what does it mean for customers navigating renewals, new AI product packaging and pricing, along with associated contract negotiations?In this breakdown, Adam Mansfield analyzes key takeaways from ServiceNow’s earnings call, including revenue growth, AI-driven packaging changes, and the shift toward consumption-based pricing. He explains why Now Assist and non-seat-based pricing models are becoming central to ServiceNow’s strategy, and what that means for your cost exposure.With 50% of new business now tied to consumption models and AI embedded across SKUs, organizations must rethink how they approach renewals, transparency, and forecasting. Adam outlines the risks, opportunities, and negotiation strategies buyers need to understand in 2026.If you're planning renewals, attending Knowledge, or evaluating ServiceNow AI investments, this is critical insight to help you avoid unexpected costs and secure better terms.Don't forget to like & subscribe for more insights!

ServiceNow Knowledge 2026: What IT Leaders Need to Know Before You Go

With ServiceNow Knowledge 2026 right around the corner, what should IT leaders and sourcing professionals expect, and how can you prepare ahead of Las Vegas? In this episode, UpperEdge’s Adam Mansfield breaks down the biggest themes shaping this year’s event: from the surge of AI-driven messaging to evolving pricing models and increased pressure for early renewals. Learn how to navigate vendor conversations, ask the right questions, and turn Knowledge into a strategic advantage, whether you're planning new investments or maximizing what you already own. Resources: SERVICENOW KNOWLEDGE RESOURCE HUB [https://upperedge.com/what-we-do/servicenow-commercial-advisory-practice/servicenow-knowledge-2026-resource-hub/] 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 SaaS Leader, and Kylie Chisholm, UpperEdge’s Marketing Manager, 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 [https://upperedge.com/knowledge-center/subscribe-to-our-newsletter/] to the UpperEdge newsletter and follow UpperEdge on ⁠LinkedIn⁠ [https://www.linkedin.com/company/upperedge-llc/mycompany/verification/] and ⁠Twitter⁠ [https://twitter.com/UpperEdge].

ServiceNow's New Product Packaging: AI Included, Pricing Tiers, and What Customers Must Know

ServiceNow has announced "AI" will be included in all products moving forward, but what does that actually mean for customers? In this breakdown, ServiceNow Practice Leader and Industry Expert, Adam Mansfield analyzes ServiceNow’s new AI-enabled product strategy, including the shift to bundled AI capabilities without the need for an "add-on", and the new product packaging and associated pricing tiers (Foundation, Advanced, and Prime). While the promise is simplicity, no add-ons, no integrations, no procurement hurdles, the reality raises critical questions. Do ServiceNow customers actually need all of this AI? What are the real cost implications? And how will the product packaging and pricing structures impact renewals, flexibility, and long-term value? Adam walks through: * ServiceNow’s AI product architecture (workflow data fabric, AI control tower, autonomous workflows) * The three-tier pricing model and what each includes * Risks around transparency, value realization, and vendor lock-in * Key questions every customer should ask before renewal If you're a ServiceNow customer,  this is essential insight

ServiceNow’s Consumption Trap: What Every Customer Needs to Know

Consumption-based pricing is rapidly becoming the norm, especially with AI. In this episode, we break down ServiceNow’s hybrid consumption model for Now Assist and why it’s more complex (and risky) than it appears. Learn how vendors are using this model to drive revenue, the red flags to watch for, and what you must do to stay in control before costs spiral. If you're heading into a renewal or attending Knowledge, this is a must-listen. Resources: BLOG – If ServiceNow Is on Your Roadmap in 2026, Your Negotiation Strategy Cannot Wait [https://upperedge.com/servicenow/if-servicenow-is-on-your-roadmap-in-2026-your-negotiation-strategy-cannot-wait/] BLOG – What ServiceNow Customers Can Expect in 2026: A Push for More [https://upperedge.com/servicenow/what-servicenow-customers-can-expect-in-2026-a-push-for-more/] 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 SaaS Leader, and Kylie Chisholm, UpperEdge’s Marketing Manager, 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 [https://upperedge.com/knowledge-center/subscribe-to-our-newsletter/] to the UpperEdge newsletter and follow UpperEdge on LinkedIn [https://www.linkedin.com/company/upperedge-llc/mycompany/verification/] and Twitter [https://twitter.com/UpperEdge].