ServiceNow focused on senior management and made changes to the partner program, using a middle ground, that is, for every dollar the company spends on the platform, it can save customers 5 to 10 dollars.
Now Value is a new product. It is a set of services and tools for partners to showcase the cost and efficiency that customers can save by using Service Now. It includes an online calculator supported by Total Economic Impact research by Forrester’s other ServiceNow customers. Partners can use this tool to determine how much the company can expect to save, and where the platform can be simplified.
Partners can then provide customers with actual dollar valuations based on data such as the number of employees, the number of annual critical downtimes, and the number of annual incidents. The site will generate a clear graphic and a downloadable 13-page PowerPoint that will show the expected increase in efficiency, where it is happening in the organization and how to convert it into dollars. ServiceNow said these calculations are “based on a financial model built by ServiceNow and have been certified by Forrester Consulting.”
Rob Rishel, executive director of CAI Inc. ServiceNow business, told CRN: “Its focus is on indicators that are important to senior management.” “It shows you all your past work and the absolute return on investment of what you have done before. Many customers don’t have good data on existing processes. Build those. Get these benchmarks from day one, and then you can see trends in these things… If you ask the CFO to say, “Give me money. Tell me to return. “Today’s value methodology has taken it to a new level.”
David Parsons, Senior Vice President of ServiceNow Global Alliances and Channels, said the new approach is to automate benefits to people who need to know.
“Think about the current value and what we are doing with our partners’ industry solutions, as we help our partners, truly equip them with equipment, make them capable, and enable them to use this knowledge to provide our customers with One way of these results,” Parsons told CRN. “We want to enable them to maintain a 97% renewal rate. We don’t take it for granted. We know it every day, and we have to make money with our partners in every aspect.”
CAI was founded in 1981 and is located in Allentown, Pennsylvania, and has been a ServiceNow partner since 2012. CAI is regarded as an “elite” partner and has carried out large-scale ServiceNow integration across the country, but Rishel said that in the current environment, customers are interested in understanding how automation can simplify their business.
Rishel said: “As a platform, for a company, I don’t know that from the perspective of digital transformation, anyone can better deal with the reality of today’s world of work.” “How is work done? It is done through workflow. That’s the foundation of ServiceNow. Since everyone is remote, automated operations are critical to the company’s success. ServiceNow will never be able to better succeed for customers.”
Rishel said that as the country’s liquidity freeze began to unfreeze, the company sought to save money and prepare for the next step. Rishel said his ServiceNow approach has been overwhelmed by many requirements.
He said: “This is absolutely crazy.” “From a new business perspective. My conversations are constantly increasing, our initial phone calls, sales opportunities, I have never had a busy time. We have been partners since 2012 . We have seen growth. Every time I think it’s impossible to expand, they will make changes. (CEO Bill) McDermott’s changes are a help. McDermott is throwing gasoline on the fire.”
In addition to Now Value, ServiceNow also gives partners the opportunity to demonstrate their software development skills through ServiceNow partner industry solutions. The new market showcases partner applications for specific industry workflows and customers’ digital transformation needs. This market will enable partners to drive differentiation by attracting ServiceNow customers around the world, maintain their industry expertise and unlock new growth opportunities.
ServiceNow industry partner solutions include the first products Accenture, Atos, Deloitte, DXC, Ernst and Young and KPMG. Rishel said this is a bragging right to some extent.
“Which gaps in the world that Accenture has not resolved?” Rischer said. “We have some unique IPs that we can achieve there.”
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