In this episode of Insights for IT Negotiations, AdamMansfield and Kylie Chisholm break down the top frustrations enterprise customers are facing with their SaaS vendors in 2026. From AI upsells and consumption-based pricing to surprise price increases and sales turnover, they explore why customers feel they are not getting full value.

The conversation also highlights where organizations loseleverage in negotiations, the contract risks many overlook, and how to better prepare for renewals in a shifting market.

Resources:

POSCAST - SaaS Vendors’ New Trick: Multiplying Pricing Caps by Term Length

 BLOG – SaaS Vendors Push Consumption-Based Licensing for AI Offerings: What Customers Need to Know

About the Show:
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 Advisory Practice Leader, and Kylie Chisholm, UpperEdge’s Marketing Manager, every other week as they share valuable insights to help you maximize the value of your key IT relationships.

For more innovative IT sourcing and risk mitigationinsights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter.