The world's most trusted IT negotiation advisors for innovative IT sourcing and risk mitigation strategies
Insights for IT Negotiations
Claim This Podcastby UpperEdge
4.5(9 reviews)
395 episodes
Updated Daily
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72
Podcast Authority
BetaGoodBased on show quality, social media presence, reviews, charts, and more
Quality81
Social0
YouTube76
Engagement81
Podcast Overview
The world's most trusted IT negotiation advisors for innovative IT sourcing and risk mitigation strategies
Language
🇺🇲
Publishing Since
10/18/2016
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72
Podcast Authority
BetaGoodBased on show quality, social media presence, reviews, charts, and more
Quality81
Social0
YouTube76
Engagement81
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10
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excellent
Episode Length
21 minutes
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Recent Episodes
July 23, 2026
Outcome-Based Pricing: What Salesforce's Pay-Per-Resolution Model Really Means
<p>Salesforce just shook up its Agentforce Help Agent pricing, moving from per-conversation consumption pricing to pay-per-resolution. Sounds like a win for customers, but is it?UpperEdge's Salesforce Practice Leader Adam Mansfield breaks down what "resolution" actually means, the resolution-pack mechanics customers need to watch for, and why this shift is really about Salesforce's revenue goals and AI credibility push. Plus: how to use this moment to renegotiate your entire Salesforce relationship, not just Agentforce.</p><p><strong>In this episode:</strong></p><ul><li>What Salesforce's new outcome-based pricing model actually changes</li><li>How "resolution" is defined and why the fine print matters</li><li>The hidden consumption element inside resolution packs</li><li>Why Salesforce made this move now (hint: it's not just customer-friendly)</li><li>Negotiation tactics for your broader Salesforce relationship</li></ul><p><strong>Resources:</strong></p><p>BLOG - <a href="https://nam10.safelinks.protection.outlook.com/?url=https%3A%2F%2Fupperedge.com%2Fsalesforce%2Fsalesforces-outcome-based-pricing-for-agentforce-help-agent-what-enterprise-buyers-need-to-negotiate-now%2F&data=05%7C02%7Ckchisholm%40upperedge.com%7C9464f41246e0413f767008dee8e2a0f1%7C4b467f227d9645e3a86c783a55a9a3e4%7C0%7C0%7C639204257234750319%7CUnknown%7CTWFpbGZsb3d8eyJFbXB0eU1hcGkiOnRydWUsIlYiOiIwLjAuMDAwMCIsIlAiOiJXaW4zMiIsIkFOIjoiTWFpbCIsIldUIjoyfQ%3D%3D%7C0%7C%7C%7C&sdata=DJa2umHjWFxosFEGlun9Ld9a7wrFHAJiahoR40Y4IpY%3D&reserved=0">Salesforce’s Outcome-Based Pricing for Agentforce Help Agent: What Enterprise Buyers Need to Negotiate Now</a></p><p>PODCAST - <a href="https://nam10.safelinks.protection.outlook.com/?url=https%3A%2F%2Fwww.youtube.com%2Fwatch%3Fv%3DWEjKuIxBjzU&data=05%7C02%7Ckchisholm%40upperedge.com%7C9464f41246e0413f767008dee8e2a0f1%7C4b467f227d9645e3a86c783a55a9a3e4%7C0%7C0%7C639204257234775397%7CUnknown%7CTWFpbGZsb3d8eyJFbXB0eU1hcGkiOnRydWUsIlYiOiIwLjAuMDAwMCIsIlAiOiJXaW4zMiIsIkFOIjoiTWFpbCIsIldUIjoyfQ%3D%3D%7C0%7C%7C%7C&sdata=MiIixhEf4tfz017ZOlXlUuNcRgubvORTWw7f4qk5HLY%3D&reserved=0"><strong>Salesforce's New Agentforce Help Agent Pricing: What Outcome-Based Licensing Really Means for You</strong></a></p><p><strong>About the Show: </strong>Welcome to Insights for IT Negotiations, a podcast by UpperEdge, a leading IT sourcing, negotiation, and project execution advisory firm. Join Adam Mansfield UpperEdge’s SaaS Leader, and Kylie Chisholm, UpperEdge’s Marketing Manager, as they share valuable insights to help you maximize the value of your key IT relationships.</p><p><strong>Chapters:</strong></p><ul><li>00:00 – Cold Open: The Consumption Pricing Horror Stories</li><li>00:17 – Welcome to Insights for IT Negotiations</li><li>01:34 – Salesforce's Big Pricing Announcement</li><li>01:56 – What Agentforce Help Agent Actually Is</li><li>03:35 – The Mechanics: $2 Per Resolution Explained</li><li>04:12 – What Counts as a "Resolution"?</li><li>04:59 – The Hidden Consumption Element (Resolution Packs)</li><li>06:33 – Why Is Salesforce Making This Shift Now?</li><li>09:39 – A Word From UpperEdge</li><li>09:57 – Is This Actually Good for Customers?</li><li>13:19 – Negotiation Tips for Adopting Help Agent</li><li>15:04 – Using This Moment to Renegotiate Your Whole Salesforce Deal</li><li>17:35 – Wrap-Up & Where to Learn More</li></ul><p></p>
July 2, 2026
Microsoft Copilot Cowork Pricing Explained: The Hybrid Cost Trap
<p>Adam Mansfield, Practice Leader at UpperEdge, breaks down Microsoft Copilot Cowork — now generally available and priced on a consumption basis. Adam explains why the model is actually hybrid (not just consumption), what customers need to do with their Microsoft 365 and Microsoft 365 Copilot subscriptions, and how Copilot Cowork credits, pay-as-you-go rates, and P3 volume commitments work.He covers the risks of inaccurate usage forecasting, why "standard" discounting and P3 pricing structures are not good enough, and the negotiation levers customers have that need to be deployed across all components tied to the enterprise user profile (Microsoft 365, Microsoft 365 Copilot and Copilot Cowork) and the larger Microsoft relationship — from renewal protections to bundling into the holistic negotiation other Microsoft commitments to things like Azure, LinkedIn, and other key products Microsoft is interest in getting customers to adopt (i.e., GitHub Copilot).Don't forget to like & subscribe for more insights!</p>
July 1, 2026
Salesforce's New Agentforce Help Agent Pricing: What Outcome-Based Licensing Really Means for You
<p>Salesforce just announced a major shift: Salesforce's Agentforce Help Agent (its Autonomous AI Service Agent offering) will come with outcome-based (Pay-Per-Resolution) licensing at $2 per successful resolution, with an ability to buy prepaid packs of resolutions.In this video, Adam Mansfield, Practice Leader at UpperEdge, breaks down what this means for Salesforce customers and why "outcome-based" doesn't mean "negotiation-free."Adam covers:• Why Salesforce is confident enough in Agentforce Help Agent results to move to this pricing model• How the $2 per-resolution price and prepaid resolution packs need to be negotiated down• Why volume discounts, renewal price protection, and other commercial terms are still essential• What actually counts as a "resolution" - and why getting that definition into your order form matters• How Data 360 and Agentforce being unmetered changes the negotiation conversation• Why your larger Salesforce deal (other product licensing metrics and pricing, Order Forms, and agreement constructs (including SELA)) still requires full negotiation prep and effective negotiation executionBottom line: outcome-based pricing can be positive for customers, but only if you push Salesforce to define, tailor, and commit to terms that fit your specific service and support needs while ensuring you have the right pricing in place.n't forget to like & subscribe for more insights!</p>
395 total episodes available
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Frequently asked questions
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- What is Insights for IT Negotiations?
- How often does this podcast release new episodes?
This podcast updates daily.
- Where can I listen to this podcast?
This podcast is available on 9 platforms including Apple Podcasts, Spotify, and more. You can also use the RSS feed directly.
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No, this podcast does not typically feature guests.
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