Uppercut Podcasts By Upperedge

Chip Hanna, UpperEdges Sr. Director answers 3 questions regarding the Qualtrics IPO and its impact on its customers. 1. How much control do you have in your agreement with Qualtrics now and in the future? 2. If considering a major investment in Qualtrics, or the C/4HANA Suite, should you buy now or wait until after the IPO? 3. How does this all fit with your plans to migrate from ECC to S/4? Host: Chip Hanna: https://bit.ly/37gknCk SAP Commercial Advisory Services: https://bit.ly/3yjImwb

Workday launches VIBE (Value Inclusion Belonging in Equity) and other new products that tie into its HCM platform. These new products are designed to add functionality as it relates to inclusion and diversity. There are two products, VIBE Central, which centralizes inclusion and diversity data to more easily track progress against benchmarks. The second product is VIBE Index, which is for HR Leaders to set strategy and create tailored plans to drive positive outcomes (available in Q1 2021). Jeff Lazarto, UpperEdge’s Workday practice leader, adds further details in this podcast and in his blog: Workday VIBE Launches to Address Diversity and Spur Growth Host: Jeff Lazarto: https://bit.ly/37eCXdN Workday Commercial Advisory Services: https://bit.ly/2WRcbX9 Related Blog: https://bit.ly/3A7akeY

Accenture will be cutting 5% of its workforce, which equates to 25,000 employees. This is a normal practice for the company to continually improve on their talent base. What’s not normal is that Accenture’s CEO, Julie Sweet, said that the annual rehiring of new talent to exceed the 5% loss would be halted. With the lack of new talent coming into Accenture, companies should expect to see a shortage of top talent in key roles going forward. In this podcast, Greg Hall shares what customers can do to ensure they receive the most value from Accenture despite these layoffs. For more on this topic, read: How 25,000 Accenture Layoffs Will Impact Customers

In this interview-style podcast, Salesforce Practice Leader, Adam Mansfield, discusses how addressing the fees tied to Salesforce Shield is an often overlooked way to reduce your Salesforce costs. He shares some of the pricing and commercial concerns associated with Salesforce’s security add-on and provides his recommendations for how customers can address those concerns to gain greater transparency, lower the cost of Salesforce Shield, and ultimately reduce their overall Salesforce costs. Host: Adam Mansfield: https://bit.ly/3rPGp8r SalesForce Commercial Advisory Services: https://bit.ly/37hFkMV Related Blog: https://bit.ly/3rSe9Sv

Oracle Java Account Representatives are surprising Oracle customers with out-of-the-blue calls where they ask specific questions about the customer’s Java use. These calls have sparked concern among recipients who worry that this might be the start of an audit. In this interview-style podcast, our Marketing Manager asks Oracle Practice Leader, Jeff Lazarto, what these Java inquiry calls are really about, what Oracle customers should do, and why he thinks these calls are on the rise. Host: Jeff Lazarto: https://bit.ly/37eCXdN Oracle Commercial Advisory Services: https://bit.ly/3jdtF7p Related Blog: https://bit.ly/3Cbc5tG

Salesforce had another strong quarter, surpassing $5B in quarterly revenue for the first time. Salesforce posted impressive revenue growth across all of its clouds (Sales Cloud, Service Cloud, Platform & Other as well as Marketing and Commerce Cloud). It capitalized on retailers’ increased need to rely on online sales channels during the pandemic, resulting in Commerce Cloud revenue growing 89% in the quarter. Salesforce also raised full year revenue guidance indicating a stronger-than-expected pipeline and confidence to increase customer spend profiles. In this podcast, Salesforce Practice Leader, Adam Mansfield, discusses what enterprises should expect from Salesforce moving forward as they look to meet and exceed raised full year revenue guidance. He also shares how enterprises can take advantage of key insights from the earnings call in their upcoming negotiations and renewals. Host: Adam Mansfield: https://bit.ly/3rPGp8r SalesForce Commercial Advisory Services: https://bit.ly/37hFkMV

SAP customers will eventually have to move from Indirect Access to Digital Access. In an effort to speed up this process (which benefits SAP), SAP created their Digital Access Adoption Program (DAAP). The financial answers to know whether to stay on Indirect Access past 12/21 or to take advantage of the program are complex. Devin Djerf, UpperEdge’s Senior Analyst, is seeing SAP clients saving by not adopting. In this podcast, he discusses the steps you should take to determine if you should adopt now or wait. Host: Devin Djerf: https://bit.ly/2VuynFS SAP Commercial Advisory Services: https://bit.ly/3yjImwb

Workday offers three different tiers of Customer Success packages Though Workday doesn’t actively promote their packages, every Workday customer should at least be aware of them. Workday offers three different tiers of Customer Success packages (Silver, Gold, and Platinum) each with a different set of deployment and post go-live services. Erwann Couesbot, UpperEdge's Senior IT Sourcing Negotiation Advisor discusses their differences, tiering, why they are important and his recommendations. You can also get more in-depth information about this topic from Erwann's blog at UpperEdge.com Host: Erwann Couesbot: https://bit.ly/2WIKJdX Workday Commercial Advisory Services: https://bit.ly/2TTLjEO

The bulk of Oracle’s support renewals come up in late July and early August. If you're an Oracle customer, it's around this time that you may realize that you didn’t get the support you needed from Oracle yet your support fees continue to increase. One way to manufacture leverage for your Oracle support renewal is to consider third-party support. Jeff Lazarto, UpperEdge’s Oracle Practice Leader, discusses 6 key considerations to keep in mind as you evaluate your third-party support options. Host: Jeff Lazarto: https://bit.ly/37eCXdN Oracle Commercial Advisory Services: https://bit.ly/3jdtF7p Related Blog: https://bit.ly/3lp6r0Q

ServiceNow eclipsed the $4B annual run rate for the first time after beating consensus and guidance. The company is so confident in their portfolio of cloud solutions (ITSM, ITBM, CSM, Sec Ops, HR Service Delivery, etc.) and the proven sales tactics and pipeline they have in place, that they raised growth and profitability guidance for the year. Expect ServiceNow to continue to push their current enterprise customers to expand their footprint and for new enterprise customers to start out with a larger footprint with more than three products. In this podcast, ServiceNow Practice Leader, Adam Mansfield, discusses what enterprises should expect moving forward as ServiceNow looks to achieve their $10B revenue target. He also uncovers key insights enterprises can take advantage of in their upcoming negotiations and renewals. Host: Adam Mansfield: https://bit.ly/3rPGp8r ServiceNow Commercial Advisory Services: https://bit.ly/3ls6VDt

Microsoft is clearly confident their portfolio of cloud solutions (Microsoft 365, Teams, Power BI, Power Apps, Dynamics365, LinkedIn, Azure Active Directory, etc.) and proven sales tactics will continue to push more enterprises to expand their Microsoft footprint. Microsoft beat expectations for the quarter and passed $50B in annual Commercial Cloud revenue for the first time. They also mentioned successes such as a growth in commercial bookings, growth in Office 365 seats, increased Azure margins, and increased annual revenue per user (ARPU). In this podcast, Microsoft Practice Leader, Adam Mansfield, discusses what enterprises should expect from Microsoft's sales executives who have clearly defined goals. He also shares how customers could potentially take advantage of key insights from the earnings call in their upcoming negotiations and renewals. Host: Adam Mansfield: https://bit.ly/3rPGp8r Microsoft Commercial Advisory Services: https://bit.ly/2V78ADX

Google Cloud just kicked off their 9-week digital event series and made some important announcements in the keynote. Enterprises in particular should be aware of the key announcements (such as the launch of BigQuery Omni, Confidential VMs and industry-specific solutions) that will likely impact them as Google Cloud continues to focus on building and selling products that address the needs of enterprises. In this podcast, Practice Leader, Adam Mansfield, discusses how Google Cloud is ultimately looking to gain market share under the leadership of Robert Enslin and Thomas Kurian. He shares what he expects will be the focus of the messaging they will aggressively approach enterprises with and how Google Cloud will take Microsoft and Slack head on. He also covers what potential and current Google Cloud customers should strive for when establishing a relationship with Google Cloud in order to reap the most long-term value.

Erwann Couesbot, UpperEdge’s Oracle Senior Advisor discusses common mistakes customers make when trying to assess their licenses for Oracle Technology Products, and more specifically the NUP (Named User Plus) metric Oracle uses. The top mistake is users tend to refer to their entitlements vs. how many people and devices are accessing Oracles software. Oracle doesn’t limit clients to their entitlements, therefore it is very easy to become out of compliance. Listen now for a more in-depth analysis and go to UpperEdge.com to read his related blog. Host: Erwann Couesbot: https://bit.ly/2WIKJdX Oracle Commercial Advisory Services: https://bit.ly/3C8PnSR Related Blog: https://bit.ly/3ymHUNx

Jeff Lazarto, UpperEdge’s Workday Practice Leader gives a rundown of the top 6 things to do for Workday customers looking to expand their Workday product portfolio. Start with assessing your current deal, look at the competitiveness of your pricing and commercial terms, this will put you on good footing for negotiation leverage, especially if you have any existing pain-points or issues you’ve needed to address. Listen further for additional tips and read Jeff’s blog, “Workday Solution Expansion – 6 Customer Mistakes” for more insights. Host: Jeff Lazarto: https://bit.ly/37eCXdN Workday Commercial Advisory Services: https://bit.ly/3ik7zB3 Related Blog: https://bit.ly/3yl8Ld0

Salesforce beat expectations with $4.87B in revenue for the quarter, which represented 30% year-over-year growth. Despite lowering their full year revenue target to $20B, a $1B reduction, the earnings call was filled with optimism. Salesforce is confident that its broad portfolio of products will enable them to lead the Fortune 500 through their accelerated digital transformations. In this podcast, Salesforce Practice Leader, Adam Mansfield, discusses the commission guarantee Salesforce gave its sales representatives, what Salesforce is doing to help its customers in the economic downturn, and what this all means for enterprise customers. Host: Adam Mansfield: https://bit.ly/3rPGp8r SalesForce Commercial Advisory Services: https://bit.ly/37hFkMV

Salesforce announced the appointment of Gavin Patterson as President and Chief Revenue Officer of Salesforce. After joining Salesforce last year and quickly rising within the company, he is now the new leader of Salesforce’s global sales organization. With former co-CEO, Keith Block, stepping down earlier this year, could CEO, Marc Benioff, have a plan in place to eventually move Patterson into the co-CEO role? In this podcast, Salesforce Practice Leader, Adam Mansfield, shares his perspective on what this leadership change means for Salesforce and discusses how enterprises should prepare for Patterson’s time with their senior executives. Host: Adam Mansfield: https://bit.ly/3rPGp8r SalesForce Commercial Advisory Services: https://bit.ly/37hFkMV

Workday has broken up their Full-Service Equivalent (FSE) workers into different categories: Salaried Workers, Hourly Workers, Part-time Workers and Contingent Workers. Jeff Lazarto, UpperEdge’s Workday practice leader explains why it’s important to pay attention to how you categorize and breakdown your workforce based on this new structure; you can find flexibility and cost savings within it. Host: Jeff Lazarto: https://bit.ly/37eCXdN Workday Commercial Advisory Services: https://bit.ly/3ik7zB3 Related Blog: https://bit.ly/2WOUx6k

ServiceNow's recent earnings call showed a strong quarter and a confident Bill McDermott who emphasized the company's continued opportunity for growth in a post-COVID-19 world where companies will "embrace permanent transformation". In this podcast, Adam Mansfield, breaks down ServiceNow's "Fast-Start playbook" which features pre-packaged bundles they will be aggressively pushing onto companies. He also warns of the potential downsides of bundling and shares how enterprises can protect themselves from these pitfalls to better ensure long-term value. Host: Adam Mansfield: https://bit.ly/3rPGp8r ServiceNow Commercial Advisory Services: https://bit.ly/3ls6VDt Related Blog: https://bit.ly/2WICJcV

Alphabet, Google’s parent company, announced their Q1 FY20 earnings which included an announcement that Google Cloud (GCP and G Suite) now has quarterly revenue of $2.78B, giving them a $11B run rate. Both GCP and G Suite continue to maintain strong growth that should not slow down any time soon based on the continued interest from enterprises. In this podcast, Adam Mansfield, shares his thoughts on what to expect from Google Cloud and how enterprises with interest in adopting should approach Google with their interest.

Microsoft outperformed expectations set even before the coronavirus pandemic and beat estimates on the top and bottom lines. Microsoft’s strong quarter was driven by the Commercial Cloud Business, which is largely driven by Azure and Office 365. Though both showed strong growth in Q3, it is important to note that growth for both is slowing down. In the earnings call, Executive VP and CFO, Amy Hood, stated that “Microsoft does well when our customers do well” but what do Microsoft customers need in order to do well? In this podcast, Adam Mansfield shares his thoughts on what that means and discusses how enterprises should approach Microsoft during these uncertain times. Host: Adam Mansfield: https://bit.ly/3rPGp8r Microsoft Commercial Advisory Services: https://bit.ly/2V78ADX