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Insights for IT Negotiations — 362 episodes · page 1 of 4
5 Most Common Enterprise SaaS Negotiation Mistakes
What do Salesforce's New Editions and Bundles Mean for Salesforce Customers?
Think Your SaaS Renewal Cap Protects You? Read the Fine Print
3 Questions Every Company Must Ask Their SaaS Vendor Before Renewing
Salesforce Q2 FY27 Earnings and Claudeforce: What It Means for Your Negotiation
Why Vendors Win at Renewal: Your 9-Month Prep Playbook
Microsoft's M365 Copilot Push: What CIOs Should Expect at Renewal
Microsoft's FY26 Q4 Earnings: What the Numbers Mean for Your Next Negotiation
Outcome-Based Pricing: What Salesforce's Pay-Per-Resolution Model Really Means
Microsoft Copilot Cowork Pricing Explained: The Hybrid Cost Trap
Salesforce's New Agentforce Help Agent Pricing: What Outcome-Based Licensing Really Means for You
How to Get Microsoft to Bend: Leverage Strategies for Your EA Renewal
GitHub Copilot's New Licensing Model: What You Must Know Before You Sign
Salesforce Q1 FY27 Earnings Analysis: Agentforce Growth, Headless 360 & AI Pricing Risks
ServiceNow Knowledge 2026 Recap: AI All Over the Place
Microsoft Q3 Earnings Breakdown: The Hidden Shift to AI Consumption Pricing
ServiceNow Q1 FY26 Earnings Breakdown: AI Packaging & Pricing, Now Assist & What Customers Must Know
ServiceNow Knowledge 2026: What IT Leaders Need to Know Before You Go
ServiceNow's New Product Packaging: AI Included, Pricing Tiers, and What Customers Must Know
Salesforce Slack AI Push: Hidden Costs, Renewal Pressure & What Buyers Must Do
ServiceNow’s Consumption Trap: What Every Customer Needs to Know
Oracle’s Big Shift: AI Infrastructure, Layoffs, and What It Means for Customers
SaaS Renewal Red Flags: What Vendors Don’t Want You to See
How Generative AI Accelerated a Complex SAP Transformation
Why SaaS Vendors Keep Changing Your Account Team (And What To Do)
Microsoft 365 E7: The Next Big Enterprise Lock-In?
Workday Q4 Earnings Breakdown: What Customers Need to Know
Salesforce Q4 FY26 Earnings Breakdown: Agentforce and the Flex Credits Flywheel
Is Consumption-Based AI Pricing Setting Enterprises Up for Long-Term Cost Overruns?
SaaS Vendor Complaints and Contract Risks in 2026
Is SaaS Dead? The Truth About Enterprise Renewals
Don’t Forget LinkedIn When Preparing for Your Microsoft EA Negotiation
After the Microsoft Deal is Signed: What Customers Must Do Next
Microsoft FY26 Q2 Earnings: What Copilot, Azure & AI Spending Mean for Your Negotiation Leverage
ServiceNow Q4 Earnings: What Customers Must Know
Beating the Odds: Governance, SAP RISE, and AI in a Major IT Transformation
OpenAI, Anthropic & Google Are Coming for Enterprise Spend — Make Them Earn It
What Microsoft Customers Really Want From Microsoft in 2026
How Salesforce Can Accelerate Growth in 2026: Listen to Customers, Lead With Value
How Strong SLA Frameworks Drive Better MSP Performance
Microsoft 365 Price Increases + Volume Discounts Removed: What to Do Before Your Next Renewal
Salesforce Q3 FY26: Agentforce, Data 360 and The Consumption Trap
Salesforce Foundations: The “Free” Offer That Can Be Very Costly
ServiceNow Impact: How to Push Back, Cut Costs, and Protect Your Renewal
From Risk to Reward: How SaskPower Achieved a Smooth S/4HANA Go-Live with Jesse Webb
Microsoft FY26 Q1 Earnings: Clear Objectives Customers Need to Be Aware Of
ServiceNow Q3 FY25 Earnings: AI Growth, CRM Jabs and Reliance on Consumption Based Pricing
Dreamforce 2025: Salesforce’s AI Push, AELA Explained, and What It Means for Your Renewals
Salesforce’s New Agentic Enterprise Licensing Agreement (AELA) – What Customers Need to Know
Navigating Salesforce Renewals and the Reality Behind “Agentforce”
SaaS Vendors’ New Trick: Multiplying Pricing Caps by Term Length
How Much Does M365 Copilot Really Cost (or Should Cost)?
Oracle’s AI Playbook: Co-CEOs & Explosive OCI Growth
Salesforce Q2 FY26 Earnings: Agentforce Hype vs. Reality
Renewal Pricing Tied to Real Usage?
Microsoft Eliminates EA Volume Discounts: What It Means for Enterprise Customers
Salesforce’s New Agentforce Pricing Plans: All About Getting You to Start Using
Microsoft Ends EA Volume Discounts – What It Means for You
Microsoft FY25 Q4 Earnings: Beat Expectations driven by Azure Growth and Copilot Adoption
How Generative AI is Reshaping SAP Brownfield Implementations with Ryan McGhee
Salesforce Pricing Shifts, AgentForce, and Slack: What Customers Need to Know Before Dreamforce
Salesforce Announces August Price Hike & New AgentForce and Slack Plans: Here’s What You Must Do Now
AI-Fueled Cloud Lock-In: Why Escaping Your Vendor Just Got Harder
Oracle’s FY25 Boom: AI, Cloud, and What It Means for Customers
Is This Company Really Going to Make a 1 Million-Seat Microsoft 365 Copilot Commitment?
Is Microsoft 365 E7 Coming and Will it Include Microsoft 365 Copilot?
How One Oracle Deal Delivered $11M in Savings: A Strategic Sourcing Case Study
Workday Q1 FY26 Earnings: AI Expansion, Fast Deployments & What Customers Should Do Now
Salesforce Q1 FY26 Earnings: What AI (AgentForce), Data Cloud & Informatica Mean for Customers
ServiceNow’s $1B AI Plan: What It Means for Customers
Why the Right TPA Is Your Competitive Edge in the Age of AI
Knowledge 2025 Recap: ServiceNow’s AI and CRM Push—What Customers Really Want
Microsoft Earnings Reveal Strategy Shift: What Customers Must Know Before Renewals
SaaS Vendor Frustrations: Price Hikes, AI Pushes & Finding Leverage
ServiceNow’s Q1 FY25 Earnings: What Customers Must Prepare For
SaaS Flexibility: A Promise That Was Never Fulfilled
ServiceNow Knowledge 2025: How IT Leaders Can Turn the Conference into a Strategic Advantage
The Hidden Traps in SaaS Renewals: What Vendors Don’t Want You to Know
Navigating Salesforce’s Success and Security Offerings’ Licensing Metrics
ServiceNow Acquires Logik.ai: A Bold Move into the CRM Battlefield
Bridging Talent Deserts & IT Project Success with GenAI – A Conversation with Marc Kermisch
Microsoft Copilot Studio: Negotiation Tips Customers Need to Know
One of the Hidden Traps in Enterprise SaaS Contracts – What You Need to Know!
Microsoft’s Price Hikes: What It Means for Your Business and How to Respond
Mastering SaaS Negotiations: Key Strategies for IT Leaders
Salesforce vs. ServiceNow: The Battle for CRM & ITSM Dominance
Master Your Microsoft Renewal: Timing and Strategy Insights
ServiceNow’s Biggest Acquisition Yet: $2.85B Move to Expand Agentic AI, CRM & Search
Mastering Microsoft Renewals: Strategies for Smarter Negotiations
Salesforce Customers Are Pushing Back – Here's Why
Salesforce Q4 FY25 Earnings: Growth, Misses, and the Future of AI & Data
Navigating SaaS Pricing: Key Strategies for Actually Locking in Pricing
How to Master Your Oracle Negotiations: Actionable Tips As We Approach Oracle's Year End
Navigating AI Ethics and Legislation in Your IT Contracts with Sarah Alt
SaaS Vendors' Shift to Consumption-Based Licensing
Salesforce Shakeup - New Leadership, AI Strategy and Market Reactions
Salesforce Needs Customers to Use Agentforce - This Could be a Good Thing for Customers
Microsoft’s Q2 FY2025 Earnings: Cloud Growth, AI Focus, and Enterprise Negotiation Opportunities
ServiceNow Q4 FY2024 Earnings: AI Growth, Bold Revenue Goals, and Negotiation Insights
3 Market Forces Driving the IT Landscape in 2025