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World's most trusted IT negotiation advisors for innovative IT sourcing and risk mitigation strategies

World's most trusted IT negotiation advisors for innovative IT sourcing and risk mitigation strategies
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World's most trusted IT negotiation advisors for innovative IT sourcing and risk mitigation strategies






(617) 412-4323


Larry Ellison's Amazon Hit Piece at 2018 OpenWorld

Larry Ellison made some bold statements in his opening keynote at this year's OpenWorld conference. Oracle redid its entire cloud infrastructure and claims that this second generation cloud offering is very different and better than anything else out there. Ellison then spent a significant amount of time taking aim at Amazon's AWS. Listen to Oracle practice leader, Jeff Lazarto's quick recap for more opening keynote highlights.


4 Key Aspects of a Holistic S/4HANA Implementation Strategy

SAP ECC support will be discontinued in 2025. We talk about 4 aspects of your strategy you should prepare yourself with in your inevitable move to SAP S/4HANA—specifically cost saving tactics.


Top 3 Questions SAP Hasn’t Answered About its New Digital Access Model

Back in April of this year, SAP finally provided some guidance on how it planned to address Indirect Access, or as SAP refers to it, “Digital Access,” for current and future customers. Specifically, they articulated three options for existing customers: Do Nothing, License Exchange or Contract Conversion. New customers would be licensed under the new model, measured by the 9 document types defined in the SAP ERP Pricing for the Digital Age.


Not Your Father’s ServiceNow

Too many ServiceNow customers are starting to see a less accommodating and flexible ServiceNow. Especially when it comes time to renew their cloud subscription. Unexpected price increases being forced onto their customer base with contract terms that are less favorable than what have been in place previously are too common. It is critical that you prepare appropriately for these changes as you embark on your renewal negotiations.


Thomas Kurian Leaves Oracle

Thomas Kurian's leave of absence results in him leaving Oracle altogether. According to various news outlets, the main reason for his leaving was due to a dispute with Larry Ellison over whether or not to allow Oracle's Cloud software to work with other Cloud software such as AWS and Azure.


Dreamforce Product Keynotes - Customer Success Platform Runs Throughout

It is very clear that, after attending the various product keynotes (Sales Cloud, Service Cloud, Commerce Cloud, Marketing Cloud, Einstein Analytics..etc), Salesforce is going to be aggressively pushing the Customer Success Platform (Customer 360) and all the products it includes into as many customers’ ecosystems as they can and as quickly as they can.


Salesforce Dreamforce - Day 1 - Keynote Breakdown

Beyond the announcement of the new partnership with Apple and coverage of Einstein Voice, It is very clear that Salesforce wanted it to be known that they are completely focused on their Customer Success Platform. This focus will bring an aggressive sales organization pushing its customers to adopt more of the products and solutions that it encompasses.


Oracle's Q1 FY19 Earnings Lack Luster

With Oracle OpenWorld 2018 just weeks away, Oracle has posted Q1 FY19 earnings that lack luster and have missed Wall Street's expectations. In Q4 Oracle stopped breaking out its revenue streams so it's hard to tell where the company may be struggling with their various products and services. Oracle users aren't seeing a business case to migrate to their cloud solutions.


Are Your Cloud SLAs Sufficient

It is an understatement to say that enterprises are severely impacted when their subscribed to cloud solutions are down and not available. Downtime issues can be disastrous and costly. While Service Level Agreements (SLAs) are a standard in cloud subscription agreements, they are often boilerplate that simply don’t cut it. Regardless of which cloud vendor your enterprise is relying on (Salesforce, Microsoft, Workday, ServiceNow, etc.), having the proper SLA structure in place with proper...


Oracle's Cloud Strategy Struggle: Thomas Kurian Might be at Odds with Larry Ellison

Oracle’s Thomas Kurian has taken a leave of absence from his role as Senior VP President of Product Strategy. It seems Kurian wants to make more of Oracle’s cloud software run on other cloud platforms such as Azure and AWS, where as Ellison wants everything to run on Oracle. Clients need to be aware of Oracle’s eventual strategy as they become accustomed to using Azure and AWS; they may or may not work with Oracle's software in the near future.


Oracle's Thomas Kurian Begins Leave of Absence

Thomas Kurian, President of Product Development at Oracle is taking a leave of absence. Kurian has been at Oracle since 1996, in his email address to employees his leave hints at being more permanent than temporary, and with Oracle OpenWorld just weeks away, it can be assumed he will be absent for the event. Kurian was responsible for Oracle's move to the Cloud and with poor Cloud financials last quarter it could be speculated there's a correlation.


Workday Q2 Earnings Release — What it Could Mean for Customers

Workday had a very good Q2, their subscription revenue is up 30% YoY with record highs for renewals—in relation to original contract values. Customers should be prepared for Workday to up-sell you with new products and services come your renewal—in an effort to expand their footprint across your enterprise. More detail can be heard in this podcast.


Taking Care of Business: Your Business Case Isn’t Shelfware

When defining what a business case is, consensus says it’s the reason for initiating a project or task. But UpperEdge’s Shawn Stamp says the real value of your business case goes far beyond project launch. A great business case should guide design decisions, manage scope, sustain alignment & momentum, and measure success.


The Real Motivation Behind Microsoft’s October 2018 Pricing Changes

Microsoft’s pricing and licensing changes will go into effect in October 2018 and many customers will be hit with significant price increases as a result. Microsoft claims these changes will “help customers compare solutions based on their organization’s need, not just price, accelerating their journey to modern commerce” but do they really have the customers’ best interest in mind? Here is a look at the real motivation behind these changes and how customers will be affected.


There’s an Elephant in the Room with Your Cloud Service Provider

Though many companies have short-term needs or a current project in mind when selecting a vendor, the long-term viability of the cloud service provider (CSP) cannot be overlooked. While the CSP selected a few years ago may have been an economical or strategic decision at the time, that same CSP could be a challenge to integrate into your future environment and ultimately be a burden.


Salesforce Q2 FY19 Earnings – Key Takeaways

Wall Street expectations were surpassed, significant revenue growth across all of Salesforce’s clouds (i.e. Sales Cloud, Service Cloud, Salesforce Platform & Other, and Marketing Cloud & Commerce Cloud) was achieved and FY19 guidance was raised. Based on the extent of coverage during the earnings call and what we are already seeing in the market, MuleSoft is going to be heavily pushed into meeting agendas with current Salesforce customers with the goal of getting customers to adopt MuleSoft...


Cloud Vendor Behavior That Customers Hate

Recently, our clients have shared with us how increasingly frustrated they are with their cloud vendor's behavior. In some cases, the vendor's aggressive approach has fractured the relationship and even influenced purchasing decisions. Have you experienced any of this upsetting behavior from your cloud vendor? !


Make the Most of Dreamforce 2018

With over 2,700 sessions to choose from, Salesforce’s massive conference can be overwhelming. But with the right approach, Dreamforce can be a valuable experience and can even be an opportunity to gain leverage at your next Salesforce renewal. Our tips will help you make the most of this year’s Salesforce conference.


Is Salesforce Truly Focused on its Customers' Success?

Salesforce is approaching customers ahead of their renewals asking for additional purchases to help them meet their own quarterly goals. Beware of any changes to your price protections and conditions, the language is foggy and seems to be intended to protect Salesforce’s revenue more than customer needs. Whether you have been approached with these changes or not, we expect more customers to be confronted with these sales tactics soon. Rather than letting Salesforce make the discussion about...


ServiceNow Q2 Earnings – Strong Growth Tied to New Customers and Upselling

ServiceNow had another strong quarter beating expectations and reporting significant subscription revenue growth. ServiceNow closed 28 deals in the quarter with an average contract value (“ACV”) of greater than $1M, bringing the total number of customers spending $1M or more annually to an impressive 575. ServiceNow is leveraging the widespread need to make successful digital transformations to elevate awareness of ServiceNow’s products within enterprises to the C-Suite and CEO. ServiceNow...