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Oracle has increasingly been including its Cloud Learning Services in their cloud proposals, often without the client even asking for it. Should your company invest potentially millions into purchasing these services to gain access to a series of learning and training solutions from Oracle University? Oracle Practice Advisor, Erwann Couesbot, discu…
 
Workday acquired Configure Price Quote (CPQ) software provider, Zimit, which will allow Workday to offer quote-to-cash process automation to companies in services industries. While Workday has been doing very well in their recent earnings and are continuing to build out their solution offerings, aggressive growth through acquisitions, hiring, partn…
 
Microsoft recently announced they are going to be increasing many Office 365 suites as well as the all-in cloud bundle, Microsoft 365 E3 pricing. Beyond increasing the ARPU (Average Revenue Per User), there are several other motivating factors driving Microsoft to make this decision. In this podcast, Microsoft Practice Leader, Adam Mansfield, discu…
 
Salesforce announced their FY22 Q2 earnings and they once again had another strong quarter, posting an impressive 23% revenue growth while also raising full year guidance by over $300M. On top of this, Salesforce once again reminded everyone how confident they are that they will hit $50B by FY26. Beyond the normal callouts to the strength of their …
 
Workday has received approval to sell their applications within the US Federal market and its Workday Government Cloud product is now listed on the Federal Risk and Authorization Management Program (FedRAMP) marketplace. This is a huge opportunity for Workday who directly competes with Oracle in multiple areas. UpperEdge’s Workday Practice Leader, …
 
Workday and Google announced a multi-year strategic partnership that will allow Workday applications to run on Google’s infrastructure. With both Workday and Google facing strong competition, this partnership and its joint go-to-market programs will create more sales and marketing channels that will help generate more opportunities and better posit…
 
ServiceNow posted subscription revenue growth of 31%, beat previous guidance, and raised full year guidance. ServiceNow also increased the number of customers paying over $1M per year by 25%. Not only is ServiceNow clearly executing to their land and expand strategy, but they are also having success pushing more products into the portfolios of net …
 
Microsoft once again beat both top and bottom line expectations as well as prior business segment revenue guidance. It is clear that Microsoft’s overall success and ability to achieve $60B in profit, is being driven by the success of their Commercial Cloud. Moving forwards, customers will heavily rely on Commercial Cloud and the products that make …
 
Oracle announced a new rewards program where customers who migrate or move their workloads over to Oracle’s Cloud Infrastructure (OCI) can receive a 25% reduction on their on-premise support costs. For example, if a customer consumes $1M in OCI credits, they will be discounted $250K towards their on-premise support costs. While this may sound great…
 
On June 9th, 2021, Oracle released its new Java Management Service (JMS). The free service is meant to help customers track, monitor, and optimize their Java usage across the entire enterprise. While it may sound great on the surface, using JMS could put customers at a greater risk of being audited by Oracle. Jeff Lazarto, UpperEdge’s Oracle Practi…
 
In their recent Q1 earnings call, Co-CEOs Chano Fernandez and Aneel Bhusri spent a good amount of time talking about Workday’s growth goals and where they are focusing their efforts. First, hey are looking to increase their global work force by more than 20% (2,500 new hires by the end of 2021). Second, and this is a longer-term goal, is to get to …
 
Salesforce announced their Q1 FY22 earnings and they once again had another strong quarter. CEO, Mark Benioff, mentioned that they are not only raising FY22 revenue guidance to $26B, but that this $250M increase is the largest raise they have ever had. On top of this, Salesforce once again reminded everyone how confident they are that they will hit…
 
Last week, ServiceNow held its virtual Financial Analyst Day event ahead of its annual Knowledge conference kick off. During it, ServiceNow laid out how they will grow from $5.5B in revenue at the end of 2021 to $15B in FY26. It all comes down to the tried-and-true SaaS vendor “land and expand” playbook. Beyond putting an emphasis on landing new cu…
 
Workday has stated in earnings calls that it will be investing in accelerating pipeline growth and advancing their strategic product roadmaps. It will make investments in tuck-in acquisitions, enhancing development capabilities and in increasing marketing, branding, and sales campaigns. While customers could benefit from enhanced functionality on t…
 
ServiceNow had another strong quarter, exceeding high end revenue guidance and Wall Street estimates. On top of that, they now have over 1,100 customers paying over $1M per year, which represents an impressive 23% growth from last year. ServiceNow’s goal is clearly to expand customers’ portfolios and for net new customers to start out with as many …
 
Microsoft had another strong quarter, beating both top and bottom line analyst estimates as well as prior revenue guidance. Microsoft continues to rely heavily ramping adoption of the products within Microsoft’s commercial cloud technology stack (e.g., Microsoft 365, Azure, Power Platform, Dynamics 365, LinkedIn, etc.) and has proven to be successf…
 
We’re seeing a new twist on the dynamic of Oracle audits which has long been a source of fear and frustration among customers. As Oracle pushes their clients to adopt its more profitable cloud software solutions such as Fusion ERP and Autonomous Database, they are increasingly auditing existing software to find out-of-compliance situations and init…
 
Nearly every enterprise has at least one relationship with a SaaS cloud provider. Unfortunately, cloud vendors such as Salesforce, Workday, ServiceNow, Microsoft, etc., often take actions or communicate in ways that frustrate enterprise cloud customers and potentially even harm the relationship. In this podcast, Practice Leader Adam Mansfield, disc…
 
Oracle’s Q3 FY’21 earnings call made headlines after Larry Ellison touted cloud growth while making a dig at SAP. He stated that over 100 new customers who either fully or partially moved to Oracle’s cloud products had switched over from SAP. He went on to say that SAP’s customers are “up-for-grabs” because SAP has not rewritten any of its software…
 
Salesforce had yet another strong quarter and a strong year despite the challenges the pandemic presented. With 24% growth in full year revenue, Salesforce achieved its longtime goal to become a $21B company. In the earnings call, Benioff talked about how they were set up ahead of the pandemic and how relying on their own products, enabled them to …
 
Workday is looking to fill out their product portfolio through acquisitions as opposed to going out and buying market share which is a strategy Oracle once used back in the early 2000s. Peakon will allow Workday to gather data on employee engagement, diversity & inclusion, health & wellbeing, as well as company culture. Jeff Lazarto, UpperEdge’s Pr…
 
If you are considering Oracle and you begin to evaluate an Oracle Fusion HCM proposal, it is important that you insist on full pricing transparency. This will enable you to conduct your due diligence, build out some financial modeling, and evaluate different pricing scenarios. UpperEdge's Practice Leader, Jeff Lazarto, discusses three key terms to …
 
ServiceNow had another strong quarter and year, beating expectations and landing even more customers spending over $1M per year. While ServiceNow’s revenue is still heavily coming from its IT Workflows solutions (ITSM, ITOM, ITBM, GRC (now IRM), and Security Operations, etc.), ServiceNow continues to gain adoption of Customer Workflows (CSM, Field …
 
Microsoft had a strong Q2, crushing revenue expectations, while continuing to rely heavily on its commercial cloud offerings (e.g., Microsoft 365, Azure, Dynamics 365, LinkedIn, etc.). Commercial Cloud revenue ($167B) was up 34%. In this podcast, Microsoft Practice Leader, Adam Mansfield, discusses where Microsoft is focusing specifically such as r…
 
Many Microsoft enterprise customers are about to embark on their first renewal negotiation since adopting the all-in cloud bundle, Microsoft 365. Many will be faced with significant challenges as the appropriate contractual and commercial arrangement, including pricing, was not previously put in place. The good news is, there is still a path forwar…
 
Justin Parker, UpperEdge's Practice Director, discusses the importance of an IT cost optimization framework. To truly be successful at optimizing your IT costs, your efforts cannot be seen as one-time events, it's what you have to do on ongoing basis—thus making a framework for your programs exceedingly important.Host: Justin Parker: https://bit.ly…
 
Justin Parker, UpperEdge's Practice Director discusses how to best identify, assess and analyze potential IT cost optimization opportunities. Earlier this year Justin co-hosted a webcast: “Driving Effective Cost Reduction: It’s All-Hands-on-Deck!" where he covers this topic in-depth; this podcast is an excerpt from that webcast.Host: Justin Parker:…
 
Over the last several years, UpperEdge Practice Director, Justin Parker, has supported many clients with their SAP hosting RFPs and advised them on the appropriate sourcing strategy to ensure that their objectives are met today and well into the future. This podcast is an excerpt from the webcast: Demystifying the SAP Hyperscaler Hosting Market, wh…
 
There’s an important role that internal alignment plays on the success of your IT cost optimization program. Early in 2020, Justin Parker, UpperEdge Practice Director co-hosted a webcast: “Driving Effective Cost Reduction: It’s All-Hands-on-Deck!” where he covers this topic in-depth; this podcast is an excerpt from that webcast.Host: Justin Parker:…
 
Unlike some of its competitors, Oracle is seeing growth and better performance overall in 2020. However, it’s slow growth as Oracle moves to the cloud and off of its dominant on-premise solutions, which takes in revenue upfront vs. cloud subscription revenues. Jeff Lazarto, UpperEdge’s Oracle Practice Leader, gives insights on Oracle’s move to the …
 
UpperEdge Practice Director, Justin Parker, discusses how many organizations are grappling with the key decision of where and how they will host their SAP workloads. More recently, organizations are starting to consider one of the many hyperscaler hosting platforms. There are several market dynamics driving this shift such as increasing customer ex…
 
If you’re concluding a year-end deal with SAP in 2020, there are many things you need to think about. SAP, like everyone else, has had to readjust expectations with the market. They made some major leadership changes, but they are looking ahead with relief and optimism. With this in mind, Chip Hanna, UpperEdge’s SAP Practice Director, covers four s…
 
Salesforce officially announced they are acquiring business communication platform, Slack, for roughly $28B. Why did Salesforce make its largest acquisition in history and what does it mean for current Slack and/or Salesforce customers? What should enterprises expect from Salesforce as it pushes them to adopt Slack and replace Microsoft Teams? In t…
 
Salesforce had another strong quarter even during a pandemic, posting 20% revenue growth while even raising full year guidance. Salesforce posted impressive revenue growth across all its clouds (Sales Cloud, Service Cloud, Platform & Other as well as Marketing and Commerce Cloud). Salesforce’s ability to raise full year revenue guidance is directly…
 
UpperEdge's Len Riley chats with Alex Winthrop about how Accenture was particularly impacted by the global pandemic and what actions they took this year that customers should be aware of.—Discussion based on blog: How Accenture’s Strategy Evolved in 2020 – Published October 21, 2020UpperEdge tarafından oluşturuldu
 
Understanding the pros and cons of Private Cloud vs. Public Cloud is essential to selecting the right scenario for your business. Through a combination of market research and experience supporting our clients going through similar transformational choices, Brian Undlin, IT Sourcing & Negotiation Analyst at UpperEdge has identified factors to help y…
 
As the shift to digital accelerates, more enterprises are turning to the cloud to drive efficiencies, lower IT costs, and support work which now requires more collaboration. Alphabet reported that Google Cloud revenue increased 45% in Q3. It is clear that Alphabet is going to continue to aggressively invest in Google Cloud with headcount increases …
 
ServiceNow beat expectations and exceeded the high end of revenue guidance despite COVID while also raising full year guidance. Subscription revenues were up 31% and they now have over 1000 customers with annual spends greater than $1M. ServiceNow is going to continue to position themselves as the platform enterprises need to ensure digital transfo…
 
Microsoft had a strong start to its Fiscal 2021 and overcame the devastating impact the pandemic has had on many business including many of Microsoft’s customers. Microsoft was able to beat expectations across the board, relying heavily on its commercial cloud offerings (e.g., Microsoft 365, Teams, Azure, Power Platform, Dynamics 365, LinkedIn, etc…
 
On an annual basis, Workday requires clients to do a true up, to which clients ask, “How come when we do a true up, we have to pay more for overuse, but never get a refund for underuse?” Workday’s pricing, as given in an order form, represents (from their perspective) a minimum annual spend amount for the entire term. Jeff Lazarto, UpperEdge’s Work…
 
Many Workday customers are concerned about paying subscription fees in year 1 of their contract while they are going through their deployment. Workday’s typical response is that everyone must pay in year 1 because it is a cloud platform and they are constantly innovating—even while you’re deploying. However, Workday has started to make some excepti…
 
Workday deals consist of a number of factors and unique challenges, the top questions customers have is around pricing— e.g. “Is our proposal pricing from Workday a fair one?”, “Is our prior deal a good one?”, “Where do we stand within the market?”. To start answering these questions, you need to look at your benchmarking factors, which consist of …
 
If you’re an existing SAP customer, how can you determine what your licensing requirements are under the Digital Access Model? Truth be told, the answer hasn’t gotten any clearer. SAP has since introduced a Digital Access Evaluation service to help, however this is a guise for a soft audit which SAP will use to find gaps in your licensing to immedi…
 
Many customers are sharing their financial challenges with their system integrators - especially as it relates to priorities, allocation of funding, and the state of the business. But asking your SI what staffing issues they may have and where they stand in relation to their own revenue targets is equally important as it can shed light on whether y…
 
Google has rebranded G Suite four years after launch, renaming it to Workspace while also creating new pricing tiers to appeal to current and targeted enterprise customers. Google, and Head of Workspace, Javier Soltero (former VP of Office Product Group at Microsoft), understand that Google must continue to innovate, integrate their productivity an…
 
SAP’s hosting option, HANA Enterprise Cloud (HEC) was launched in 2013. In 2019, SAP shifted its focus and launched Project Embrace to add support for the hyperscalers (Amazon, Google and Microsoft Azure). These moves by SAP are to prepare their customers for the end of ECC support in 2027. Brian Undlin, UpperEdges IT Sourcing Analyst, discusses wh…
 
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 wi…
 
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 s…
 
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 Ac…
 
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…
 
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