VCs wouldn't fund Salesforce ("that obviously won't work") when Marc Benioff began. With the cloud a growing part of practically every company, government, organization, and people's lives, a lot's changed since 1999.  But what's next? Do enterprise CEOs get (mobile) religion? [Answer: not yet. Benioff thinks there's a ton of opportunity ahead there.] What's happening with international growth, when countries want their own clouds and 90% of enterprise software is bought in just 7 countries?

a16z Podcast: Where the Growth in Cloud and Enterprise Software Really Is (with Marc Benioff)

ServiceNow’s FY24 Q3 subscription revenue came in at $2.72B, representing 23% growth year-over-year while, once again, beating guidance and analyst expectations. ServiceNow also raised their full year FY24 subscription revenue guidance, now expecting somewhere between $10.65B and $10.66B, about a 23% growth.

In this podcast, ServiceNow Practice Leader, Adam Mansfield, discusses what customers should expect from ServiceNow over the course of the upcoming year as the vendor does everything it can to enhance their position as a leader in the highly competitive GenAI and “AI Agents” space.  More specifically, ServiceNow will continue to be focused on ramping upgrades and adoption of “Pro Plus” while also continuing to upsell and cross sell their current customers and adding net new logos. Adam also shares how customers can leverage ServiceNow’s clear goals tied to particular industries and product adoptions during their upcoming ServiceNow negotiations and renewals.

Insights for IT Negotiations

ServiceNow FY24 Q3 Earnings: Reliance on AI Adoption Creates Leverage for Customers

Guest 1: Tim Cowen
Title: Chairman, IACCM. General Counsel, Commercial Director, BT Global Services

Guest 2: Mario Lavoie
Title: Vice-President, Contracts & Negotiations at IBM - Global

Guest 3:Robert G. DiGiaro
Title: Director, IT Sourcing - America, CREDIT SUISSE

How we negotiate the IT services or software licensing related contracts has a significant impact on how IT meets "getting more done with less" expectations set by executive management. How do we plan and carry out such negotiations for success? Is outsourcing such contract negotiations a good option?

Effective IT Contract Negotiations

Tien Tzuo, Chief Strategy Officer for Salesforce.com, describes seven lessons for transforming an enterprise software business from a traditional direct sales model to one which leverages the internet to produce in-bound sales. He stresses the awareness cycle for Salesforce.com's products, free-trial offers, onion-based product design and the continuing importance of events in the complex enterprise software industry.

Tien Tzuo - Changing the Game of Enterprise Software



Hosts: Fr. Robert Ballecer, SJ, Curt Franklin, Brian Chee

Guest: Lane Thames

Flashblade gets involved with Big Data, Face2Face overlays lip movements on other people, IBM acquires Optevia, Lane Thames from Tripwire discusses patch fatigue, and more!

Download or subscribe to this show at http://ift.tt/1jU1pqd.

Thanks to Cachefly for the bandwidth for this show.

Published: April 01, 2016 at 04:26PM

This Week in Enterprise Tech 183: Enterprise Patch Fatigue

Here’s what we know about open source: Developers are the new buyers. Community matters. And there will never be another Red Hat (i.e., a successful “open core” business model … nor do we necessarily think there should be).

Yet open source is real, and it’s here to stay. So how then do companies build a viable business model on top of open source? And not only make money, but become a huge business, like the IBMs, Microsofts, Oracles, and SAPs of the world? The answer, argues James Watters, has more to do with good software strategy and smart enterprise sales/procurement tactics (including design and a service-like experience) than with open source per se — from riding a huge trend or architectural shift, to being less transactional and more an extension of your customer’s team.

Watters, who is the SVP of Product at Pivotal (part of VMWare and therefore also Dell-EMC), is a veteran of monetizing open source — from OpenSolaris (at Sun Microsystems) to Springsource (acquired by VMWare) to Pivotal Cloud Foundry — with plenty of failures, and successes, along the way. He shares those lessons learned in this episode of the a16z Podcast with Sonal Chokshi and general partner Martin Casado (who was co-founder and CTO of Nicira, later part of VMWare before joining Andreessen Horowitz). These lessons matter, especially as open source has become more of a requirement — and how large enterprises bet on big new trends.

a16z Podcast: Monetizing Open Source (Or, All Enterprise Software)

Microsoft’s overall revenue grew 12% year over year reaching $28.9B.  Microsoft’s growth was primarily driven by Microsoft’s success in the cloud.  Most specifically, Office 365 commercial revenue grew an impressive 41% and Azure revenue grew an astronomical 98%.   Microsoft knows that future success will be tied directly to their ability to expand the average revenue per user (ARPU) through migrating more enterprises to the most robust cloud offerings (i.e. Office 365 E5 and Microsoft 365 E5).   All enterprises need to prepare appropriately.

Microsoft’s Q2 FY18 Earnings – What Enterprise Customers Need to Know

Guest 1: Peggy Barber
Title: The Americas CEO and General Counsel, The International Association for Contract and Commercial Management (IACCM)

Guest 2: Saugat Dutta
Title: Country IT Head/CIO, TVS Supply Chain Solutions Pvt. Ltd (erstwhile known as TVS Logistics)

Making Digital Transformation effective and holistic requires that we optimize core business systems and processes including contract management. Beyond digitizing paper contracts, what are organizations doing to adopt digital-enabled contract lifecycle management? What needs to change in people, process, and tools? What are the related challenges and remedies?

Steps To Digital-Enabled Contract Lifecycle Management

Britain’s prime minister is making a risky move by calling for a general election in December. Will it succeed any more than it did for his predecessor? In Japan, both the government and the people take a dim view of soft-drug use; we ask why. And tourists make a dangerous and defiant last-minute dash up Uluru, Australia’s most famous rock. For full access to print, digital and audio editions of The Economist, subscribe here www.economist.com/radiooffer.  For information regarding your data privacy, visit www.acast.com/privacy

Poll dance: Boris Johnson’s election ploy

Guest 1: Praveen Moturu
Title: Vice President and Chief Enterprise Architect, Mars Inc.

Traditionally, the enterprise architecture (EA) function was considered an overhead by many organizations. But it can prove to be a catalyst if reimagined and used to drive strategy and execution for digital transformation. How are progressive leaders adopting EA for digital success?

EA As The Digital Catalyst

<p>We've got the Beverly Hills Boss on today's&nbsp;<a href="https://www.facebook.com/hashtag/talkingtech?source=feed_text&amp;epa=HASHTAG" target="_blank">#TalkingTech</a>&nbsp;podcast.</p><p><a href="https://www.facebook.com/NRodPR?__tn__=%2CdK-R-R&amp;eid=ARCkM6aXjpaU8cWFjuPRrgJAQlCjhQTRdnbBnXsyinAJtwWpgIliO-iL6PmBwzJ_114VRQEBmZgTbhzT&amp;fref=mentions" target="_blank">Nicole Rodrigues</a>&nbsp;operates the NRPR agency and the YouTube channel&nbsp;<a href="https://www.facebook.com/groups/beverlyhillsboss/?fref=mentions" target="_blank">Beverly Hills Boss</a>&nbsp;where she offers marketing tips to entrepreneurs. We discuss the move to conference calls in the social distancing era, what we miss, and what to really enjoy from them as we navigate our ways through these new waters.With the world living in near isolation due to the effects of the coronavirus, <a href="https://www.youtube.com/channel/UC1zSTRF5xY9izkdRCwGHYXQ" target="_blank">https://www.youtube.com/channel/UC1zSTRF5xY9izkdRCwGHYXQ</a></p>

Navigating conference calls with the Beverly Hills Boss

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

ServiceNow FY24 Q3 Earnings: Reliance on AI Adoption Creates Leverage for Customers

Insights for IT Negotiations

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