How to Get Microsoft to Bend: Leverage Strategies for Your EA Renewal

How to Get Microsoft to Bend: Leverage Strategies for Your EA Renewal

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/ [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/ [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 Different 1:03 Meet Adam Mansfield, UpperEdge Microsoft Practice Leader 3:09 What Actually Creates Leverage With Microsoft in 2026 10:32 The Biggest Mistakes Enterprises Make Going Into a Negotiation 14:08 Adam's One Piece of Advice for EA Renewal 15:58 The Importance of Starting Early and Giving Yourself Time 17:20 Lifting the Mental Load: The Hidden Value of Getting Help

Salesforce Q1 FY27 Earnings Analysis: Agentforce Growth, Headless 360 & AI Pricing Risks

Salesforce reported Q1 FY27 earnings with revenue exceeding expectations, but the bigger story is the company's push toward AI-driven, consumption-based revenue models. In this analysis, Adam Mansfield breaks down Salesforce's quarterly results, Agentforce adoption trends, Data Cloud growth, Headless 360, and how Salesforce plans to monetize AI through Flex Credits and customer-facing use cases.Adam also explains why enterprise customers should pay close attention to contract structures, transparency, consumption pricing protections, and long-term AI commitments as Salesforce expands its Agentforce and Data 360 offerings.Key topics covered: * Salesforce Q1 FY27 earnings results * Agentforce ARR and customer adoption * Data Cloud (Data 360) growth * Headless 360 strategy and API monetization * AI consumption pricing models * Flex Credits and future revenue growth * Enterprise software negotiation strategies * Salesforce renewal and contract considerations * If you're evaluating Salesforce, negotiating a renewal, or assessing the impact of AI pricing on your technology investments, this breakdown provides practical insights into what the earnings results mean for customers

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].