Best Dreamforce Podcasts (2025)

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Salesforce Pricing Shifts, AgentForce, and Slack: What Customers Need to Know Before Dreamforce 26:51

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6d ago26:51

26:51

Salesforce is making bold changes that every customer needs to pay attention to. In this episode of Insights for IT Negotiations, UpperEdge’s Adam Mansfield joins Kylie Chisholm to unpack the upcoming 6% price increase, the evolving AgentForce pricing models, and Slack’s shift toward higher-cost enterprise editions. They explore what’s really drivi…

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Salesforce Announces August Price Hike & New AgentForce and Slack Plans: Here’s What You Must Do Now 5:47

23d ago5:47

5:47

Salesforce just announced a 6% price increase effective August 1st (20% for Slack Business+), alongside new Agentforce and Slack plans. This includes a staggering $125/user/month Agentforce add-on and an Agenforce 1 Edition for $550/user/month. In this episode, Adam Mansfield, Salesforce Practice Leader at UpperEdge, breaks down the real strategy b…

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AI-Fueled Cloud Lock-In: Why Escaping Your Vendor Just Got Harder 23:04

27d ago23:04

23:04

In this episode of Insights for IT Negotiations, UpperEdge’s Adam Mansfield joins Kylie Chisholm to unpack the evolving reality of vendor lock-in in the cloud era and how AI is deepening that entrenchment. From the long-standing SaaS model to today’s rapidly spreading AI offerings from Microsoft, Salesforce, and others, organizations are finding th…

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Oracle’s FY25 Boom: AI, Cloud, and What It Means for Customers 6:52

29d ago6:52

6:52

Jeff Lazarto, Oracle Practice Leader at UpperEdge, breaks down Oracle’s explosive FY25 earnings, the role of AI in their growth, and strategic guidance for existing and prospective Oracle customers. From cloud infrastructure to database demand and Oracle’s aggressive sales posture, this episode unpacks what buyers need to know now to negotiate smar…

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Is This Company Really Going to Make a 1 Million-Seat Microsoft 365 Copilot Commitment? 4:19

1M ago4:19

4:19

Microsoft’s mega deal is raising big questions. A report suggests Microsoft is working on a 1 million-seat Microsoft 365 Copilot deal, but what does that actually mean for customers? In this episode, Adam Mansfield, Advisory Practice Leader at UpperEdge, dissects the potential Microsoft 365 Copilot mega-deal and raises critical questions about poss…

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Is Microsoft 365 E7 Coming and Will it Include Microsoft 365 Copilot? 4:06

1M ago4:06

4:06

There has been speculation that Microsoft is going to one day introduce a Microsoft 365 E7 plan. Adam Mansfield, Advisory Practice Leader at UpperEdge, shares his take on whether Microsoft 365 E7 is coming and why customers shouldn’t wait around for it. He breaks down the math behind M365 E3, M365 E5, and M365 Copilot pricing, the pitfalls of bundl…

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How One Oracle Deal Delivered $11M in Savings: A Strategic Sourcing Case Study 12:21

1M ago12:21

12:21

In this episode of Insights for IT Negotiations, Jeff Lazarto and Shane Griffin pull back the curtain on a recent Oracle ERP transformation engagement. They share how a client secured over $11 million in savings and achieved long-term pricing protections without turning negotiations adversarial. Tune in to learn how UpperEdge’s relationship-based a…

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Workday Q1 FY26 Earnings: AI Expansion, Fast Deployments & What Customers Should Do Now 5:27

1M ago5:27

5:27

In this episode, Jeff Lazarto, Workday Practice Leader at UpperEdge, breaks down Workday’s Q1 FY26 earnings and what they reveal about the company’s direction—and how enterprise customers should respond. With 13% YoY growth, major investments in AI agents, and the rollout of Workday Go for rapid deployments, Workday is pushing innovation and reach …

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Salesforce Q1 FY26 Earnings: What AI (AgentForce), Data Cloud & Informatica Mean for Customers 9:30

2M ago9:30

9:30

Salesforce just released its Q1 FY26 earnings, and it’s clear: Agentforce (Salesforce’s AI offering), and Data Cloud are at the heart of its future growth strategy. In this episode, Adam Mansfield, Advisory Practice Leader at UpperEdge, unpacks the financials and the implications for current and future Salesforce customers. From 8000 Agentforce cus…

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Rise of the AI Agents with Rubin Singh and Ryan Ozimek 51:00

2M ago51:00

51:00

AI agents are making waves in the tech world, with companies like Microsoft and Salesforce leading the charge. But what exactly are AI agents, and how can your organization leverage them effectively? Join Ryan Ozimek and Rubin Singh in this insightful episode as they explain the fundamentals of AI agents and their potential applications in nonprofi…

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ServiceNow’s $1B AI Plan: What It Means for Customers 6:50

2M ago6:50

6:50

In this episode, Adam Mansfield, Advisory Practice Leader at UpperEdge, analyzes key messages from ServiceNow’s recent Financial Analyst Day and what has been revealed to ServiceNow customers, including ServiceNow’s clear focus on accelerating AI revenue growth and getting customers to upgrade. He also discusses what that means for customers moving…

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Why the Right TPA Is Your Competitive Edge in the Age of AI 28:23

2M ago28:23

28:23

As vendors like Microsoft and Accenture leverage AI to gain an edge in IT negotiations, enterprise buyers risk falling behind. In this episode, UpperEdge CEO David Blake joins hosts John Belden and Kylie Chisholm to discuss the evolving role of the third-party advisor (TPA) and why independence, intelligence, and strategy matter more than ever. Lea…

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Knowledge 2025 Recap: ServiceNow’s AI and CRM Push—What Customers Really Want 6:22

2M ago6:22

6:22

Fresh from Knowledge 2025, ServiceNow’s annual conference in Las Vegas, Adam Mansfield, Advisory Practice Leader at UpperEdge, shares his takeaways from the event, including customer sentiment and concerns, as well as his perspective on ServiceNow’s aggressive pivot toward AI and CRM. While the ServiceNow keynote showcased big ambitions around beco…

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Microsoft Earnings Reveal Strategy Shift: What Customers Must Know Before Renewals 8:16

2M ago8:16

8:16

In this episode, Adam Mansfield, Advisory Practice Leader at UpperEdge, unpacks key takeaways from Microsoft’s FY25 Q3 earnings and what they really mean for enterprise customers heading into negotiations. From Copilot adoption trends and RPO growth to margin pressure and pricing tactics, Adam explains how Microsoft is positioning itself and why ev…

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SaaS Vendor Frustrations: Price Hikes, AI Pushes & Finding Leverage 29:35

3M ago29:35

29:35

In this episode of Insights for IT Negotiations, UpperEdge’s Adam Mansfield and Kylie Chisholm have a candid conversation on the mounting frustrations enterprise customers face with major SaaS vendors like Microsoft, Salesforce, and ServiceNow. From relentless AI upsells to opaque consumption-based pricing and universal cost increases, Adam breaks …

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ServiceNow’s Q1 FY25 Earnings: What Customers Must Prepare For 9:08

3M ago9:08

9:08

ServiceNow just posted strong Q1 FY25 earnings—and raised its full-year guidance. But what does that mean for customers facing renewals or being pushed into early AI (Pro Plus upgrade) and CRM expansions? Adam Mansfield, ServiceNow Practice Leader at UpperEdge, breaks down the results, what ServiceNow executives had to say during the earnings call,…

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SaaS Flexibility: A Promise That Was Never Fulfilled 6:50

3M ago6:50

6:50

In this candid session, Adam Mansfield, Advisory Practice Leader at UpperEdge, challenges the long-held promise of SaaS flexibility. Drawing from real-world client conversations in 2025, he exposes the disconnect between vendor (Salesforce, ServiceNow, Microsoft…etc.) sales pitches and the contractual realities. Learn what you can do to effectively…

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ServiceNow Knowledge 2025: How IT Leaders Can Turn the Conference into a Strategic Advantage 25:56

3M ago25:56

25:56

Heading to ServiceNow Knowledge? Don’t just show up—show up with a strategy. In this episode of Insights for IT Negotiations, UpperEdge’s ServiceNow expert, Adam Mansfield, shares critical guidance for IT leaders on how to extract real value from the event. Whether you're planning to evaluate Now Assist, expand into Pro Plus, or simply optimize you…

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The Hidden Traps in SaaS Renewals: What Vendors Don’t Want You to Know 5:00

3M ago5:00

5:00

In this episode, Adam Mansfield, Advisory Practice Leader at UpperEdge, breaks down the fine print pitfalls in SaaS renewal negotiations with vendors like Salesforce, ServiceNow, and Microsoft. He shares real-world insights from ongoing client conversations and highlights three major conditions that can quietly undermine your renewal protections—im…

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Navigating Salesforce’s Success and Security Offerings’ Licensing Metrics 7:17

3M ago7:17

7:17

In this episode, Adam Mansfield, Salesforce Advisory Practice Leader at UpperEdge, breaks down the complexities of Salesforce's Success Plans (Premier and Signature Success and Security offerings (Shield). He explains how the “percentage-of-net” licensing metric tied to these products can dramatically impact your spend, and offers actionable strate…

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ServiceNow Acquires Logik.ai: A Bold Move into the CRM Battlefield 6:57

3M ago6:57

6:57

Adam Mansfield, Practice Leader at UpperEdge, breaks down ServiceNow’s latest acquisition of Logik.ai—an AI-powered CPQ solution—and what it means for ServiceNow and Salesforce customers and the CRM market. With this move, ServiceNow doubles down on its ambitions to move deeper into the CRM market and better compete against now rival Salesforce wit…

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Bridging Talent Deserts & IT Project Success with GenAI – A Conversation with Marc Kermisch 41:55

3M ago41:55

41:55

In this episode of Insights for IT Negotiations, UpperEdge’s Chief Research Officer, John Belden, sits down with Marc Kermisch to explore the critical challenges of talent deserts, why IT projects fail, and how Generative AI is reshaping the way organizations approach innovation. Marc shares insights from his experience at Emergent Software, discus…

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Microsoft Copilot Studio: Negotiation Tips Customers Need to Know 6:45

4M ago6:45

6:45

Adam Mansfield, UpperEdge’s Microsoft Advisory Practice Leader, dives into Microsoft Copilot Studio—its significance to Microsoft, how it is priced, its licensing model, and how Microsoft customers should approach negotiations. Learn why usage definitions matter, how to optimize your contract, and the key factors to consider before adopting (and us…

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One of the Hidden Traps in Enterprise SaaS Contracts – What You Need to Know! 9:02

4M ago9:02

9:02

Are you truly getting the flexibility you need from your enterprise SaaS vendor (Salesforce, ServiceNow, Microsoft etc.) and are your contracts set up well to provide it? Adam Mansfield, UpperEdge’s Practice Leader, dives into the critical issues surrounding flexibility in SaaS agreements and shares his thoughts on how customers can fix the likely …

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Microsoft’s Price Hikes: What It Means for Your Business and How to Respond 7:31

4M ago7:31

7:31

Microsoft is significantly increasing Power BI and Teams Phone pricing starting April 1st. Adam Mansfield, UpperEdge’s Microsoft Advisory Practice Leader, breaks down the justifications given, the hidden motivations behind these changes, and what Microsoft customers can do to navigate the price hikes effectively. Learn how to turn Microsoft’s tacti…

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159: SCHWEDDY BALLS + Selling Humans... how personal are you willing to be with Kaleigh Connors 27:54

4M ago27:54

27:54

Let's just cut to the chase: what's in it for you? Straight away ... ... wonder how many will catch the calm demeanor in which Kaleigh communicates from. There's a tranquility in her presence that exudes confidence, and that our friends is what opens the door for those you're seeking to serve to feel you have their best interests at heart. If you d…

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Mastering SaaS Negotiations: Key Strategies for IT Leaders 28:34

4M ago28:34

28:34

In this episode of Insights for IT Negotiations, hosts Adam Mansfield and Kylie Chisholm dive into the evolving landscape of SaaS negotiations. They discuss how vendors are responding to market changes, the key considerations for IT decision-makers, and strategies to maximize value in software agreements. Tune in to gain expert insights and practic…

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Salesforce vs. ServiceNow: The Battle for CRM & ITSM Dominance 7:40

4M ago7:40

7:40

The CRM and ITSM battleground is heating up! Salesforce and ServiceNow are stepping into each other's territories, creating opportunities for strategic moves. In this video,Adam Mansfield, UpperEdge's Salesforce Advisory Practice Leader, breaks down the latest developments, key insights from recent earnings calls, and how customers can leverage thi…

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Master Your Microsoft Renewal: Timing and Strategy Insights 7:40

4M ago7:40

7:40

Adam Mansfield, UpperEdge’s Microsoft Advisory Practice Leader, shares valuable insights on when and how to prepare for Microsoft renewals. He outlines key questions to consider, strategic timelines, and effective negotiation tactics to secure the best deal. Whether your renewal is months away or fast approaching, Adam’s advice can help you maximiz…

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ServiceNow’s Biggest Acquisition Yet: $2.85B Move to Expand Agentic AI, CRM & Search 6:52

4M ago6:52

6:52

ServiceNow just announced its largest acquisition ever — a $2.85 billion purchase of Moveworks. This strategic move doubles down on AI and enterprise search capabilities, aiming to expand ServiceNow’s footprint in CRM and customer insights. What does this mean for customers and the future of ServiceNow’s offerings? Adam Mansfield, UpperEdge’s Servi…

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158: Women Are Better At Sales. Oh We Said It! Aleasha Bahr Drops Da Mic 35:01

4M ago35:01

35:01

Y'all ... I had all sorts of intentions to edit out the rough spots in here, the pauses... the-on-the-fly thinking that takes up space in unspooling that yarn. However ... there's bone marrow in this chinwag that creates an impact inside your bone marrow if you're willing to cue your curiosity. We name names ... we call it out. Aleasha, Adam... tak…

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Mastering Microsoft Renewals: Strategies for Smarter Negotiations 25:44

4M ago25:44

25:44

In this episode of Insights for IT Negotiations, host Kylie Chisholm is joined by Adam Mansfield, UpperEdge’s Microsoft, ServiceNow, and Salesforce Practice Leader, to discuss how organizations can prepare for upcoming Microsoft renewals. They dive into Microsoft's latest earnings call, the company’s push for early commitments, and key strategies t…

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157: 2nd Amuse-Bouche with Adam... What Color Is Your Pee? 1:55

4M ago1:55

1:55

Give Adam two minutes to peel back the "douchebag" layers that countless "10x gurus" repeatedly seek to persuade you to roll with in their boorish, self-serving agendas. You're being mislead.

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Salesforce Customers Are Pushing Back – Here's Why 5:31

4M ago5:31

5:31

Many CIOs are voicing a common concern: Beforeinvesting in new Salesforce products, they need to see more value from what they already have. As Salesforce pushes AI, data, and additional products, customers are questioning spending priorities, engineering investments, costincreases and where their subscription fees are going. In this video, Salesfo…

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Salesforce Q4 FY25 Earnings: Growth, Misses, and the Future of AI & Data 7:43

5M ago7:43

7:43

Adam Mansfield breaks down Salesforce's Q4 FY25 earnings, revealing mixed results with single-digit growth and some key misses on analyst expectations. CEO Marc Benioff is doubling down on AI (Agentforce) and Data Cloud, but most specifically the "Holy Trinity" of CRM (Apps / Customer 360) + AI + Data. With CFO (Weaver) and COO (Millham) transition…

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Navigating SaaS Pricing: Key Strategies for Actually Locking in Pricing 4:17

5M ago4:17

4:17

In this insightful discussion, we explore the critical aspects of negotiating software-as-a-service (SaaS) pricing with major vendors like Microsoft, Salesforce, ServiceNow, SAP, andOracle. From ensuring upfront discounts translate to long term savings to leveraging volume discount structures and scrutinizing future pricing tables, this conversatio…

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156: What Really Matters ... with Dale 1:34

5M ago1:34

1:34

We wanted to give you 94 seconds of what really matters when connecting with other humans... Behind every business (and personal) conversation, is a human with cherished memories ... perhaps of a childhood lake, a neighborhood that's shaped them, from a skinned knee, to Wednesday dinners at Keith's... ingrained family traditions that still resonate…

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155: If You're Drunk Riding A Horse, Does the Horse Need to be Drunk to Garner a DUI with Jessica Allen 36:10

5M ago36:10

36:10

There is sooooo much gold in these here parts, and it ain't just cuz she's a Texan folks. Wait, that's California: gold, gold rush. I digress. From leadership, to operations, snuggling in motherhood and carrying the torch of all things "sales," Jessica Allen takes us on a journey of uplifting transparency in all things, to enlightening her clients …

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How to Master Your Oracle Negotiations: Actionable Tips As We Approach Oracle's Year End 30:25

5M ago30:25

30:25

In this episode of Insights for IT Negotiations, hosts John Belden and Kylie Chisholm are joined by Oracle advisory experts Jeff Lazarto and Shane Griffin from UpperEdge. They dive deep into Oracle's pricing strategies, Fusion ERP, and critical negotiation tactics. Learn how to navigate Oracle contracts, secure the best pricing, and avoid common pi…

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154: EVERYBODY POOPS + Other Sales Malarky with Our Original Rebelicious GOAT: Paddy Higgins 23:56

5M ago23:56

23:56

WARNING: we always have spice in our language... this one has E X T R A ... you've been warned. The accent is real, and as thick as it can get. Thick as thieves between the three of us, it's true. We're releasing this on the official LOVE day: Valentine's... cuz, well Paddy Higgins has fo schizzle stolen both of our hearts, and we're honored and th…

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Navigating AI Ethics and Legislation in Your IT Contracts with Sarah Alt 42:59

5M ago42:59

42:59

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…

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SaaS Vendors' Shift to Consumption-Based Licensing 5:34

5M ago5:34

5:34

As the biggest SaaS vendors (Microsoft, ServiceNow, and Salesforce) pivot to consumption-based licensing models for AI products and services, how will it impact customers' pricing and long-term value? In this episode, we break down the major industry licensing shift, what’s driving it on the vendors' side, and what customers need to negotiate to en…

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Salesforce Shakeup - New Leadership, AI Strategy and Market Reactions 6:22

5M ago6:22

6:22

Salesforce just made a game-changing announcement—combining the COO and CFO roles into one, appointing Robin Washington to lead the charge. But with longtime executives Brian Millham and Amy Weaver stepping down, the market is reacting with skepticism. In this episode, we break down what this leadership shift means for Salesforce’s AI-driven future…

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153: Bribery With Tacos ... Works Every Time with Army Jen + Adam Trains Snuffleupagus. For Reals. Tune in. 36:29

5M ago36:29

36:29

Y'all ... here's the deal ... Jen wears her heart outside of her body. Inside our chinwag ... she gives a Masterclass in Serving Others ... it's baked into the DNA of Who. She. Authentically. Is. And even more speaks to the vulnerabilty and courage she has to unflinchingly show up as Jen Jones. We're going to say this again... Stop. Selling. Louder…

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Salesforce Needs Customers to Use Agentforce - This Could be a Good Thing for Customers 7:37

5M ago7:37

7:37

In this episode, we dive into the latest Salesforce renewal negotiations and the growing emphasis on AI and Data Cloud. With Salesforce pushing hard for Agentforce adoption, our Salesforce expert breaks down what this means for customers, the hidden costs behind consumption-based pricing, and the strategies you need to maximize value from your exis…

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Microsoft’s Q2 FY2025 Earnings: Cloud Growth, AI Focus, and Enterprise Negotiation Opportunities 8:19

6M ago8:19

8:19

Microsoft just reported its Q2 FY2025 earnings, highlighting strong cloud growth but falling short on future guidance. With AI-driven revenue at the forefront, Microsoft is pushing hard for greater adoption of Copilot, Microsoft 365 E5, and Azure services. If you’re an enterprise customer, this is the moment to negotiate better pricing, ensure tran…

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152: 1st Amuse-Bouche: It's All In the Swear Lingo with Paddy Higgins 0:32

6M ago0:32

0:32

Just a wee taste of what's to come this coming February ... a wee morsel in the power of the potty mouth and creating realness in the rawness in the magical moment when your prospect drops their first four-letter word, and suddenly you're both human beings instead of 'vendor' and/or 'prospect'... 'client' ... It's like finding out your prospect has…

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ServiceNow Q4 FY2024 Earnings: AI Growth, Bold Revenue Goals, and Negotiation Insights 9:23

6M ago9:23

9:23

ServiceNow just reported its Q4 FY2024 earnings, revealing strong revenue growth but falling slightly short of analysts’ expectations. AI remains a major focus, with significant growth in its ProPlus offerings and a push toward increased customer adoption of Now Assist. With ambitious revenue targets of $15 billion by 2026 and $30 billion in the fu…

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3 Market Forces Driving the IT Landscape in 2025 27:41

6M ago27:41

27:41

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…

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151: Kevin "KD" Dorsey Goes Rogue... Ditching "Boring" Dreamforce for the Rebelicious Rebels 5:38

6M ago5:38

5:38

Adam and I wanted to do a wee bit pivot ... Snuggle in behind the scenes at TOTALITY 2024, where veteran Sales Kingpin Kevin "KD" Dorsey drops the rawest wisdom on why he's ditching mainstream sales conferences for the road less traveled. In this unfiltered 6-minute peek, KD reveals why mastering fundamentals must come before adding your unique sec…