of IT service management It is a branch of technology business with great potential. Many corporate departments, including technology departments, need these types of solutions to drive the waves of innovation they adapt. In all these environments, there is ServiceNow, a company born in the cloud that has managed to get the most from the channel.
If we go to the Gartner Magic Quadrant in the IT Service Management (ITSM) field, we will find that ServiceNow is one of the best. This American manufacturer is the driving force of the niche market. Luis Fuertes, Senior Field Marketing Manager, ServiceNow MED& MESAT He answered the question raised by MuyCanal:
ServiceNow is a software company with a 2017 turnover of 2 billion US dollars. How did you get there? What makes it special?
The amazing growth of ServiceNow is the result of a perfectly designed strategy based on the following three basic pillars: Gartner strengthens our leadership position 43% market share; Extending our platform to other functional departments and departments of the company; and an integrated network of highly specialized partners, which can provide us with powerful services and capabilities.
The result of ServiceNow’s continuous commitment to innovation is to consolidate our leadership position, which allows us to provide customers with two version updates each year, which always incorporate the latest and most avant-garde technological innovations. This innovative ability, coupled with our constant commitment to provide the most efficient solutions on the market, enabled us to reach turnover by the end of 2017.
The company has more than 1,000 partners worldwide. How does this translate into Spanish business? What is the company’s business structure in my country (100% channel model, wholesaler, partner type…)?
Our business model for the Spanish market is a model Based entirely on channels. It is a simple structure with a single “tier” and a single type of partners, although they are divided into three categories, distinguishing them based on their billing and business and technical certification level and recognition level.
“We have 16 partners with a high level of specialization in Spain”
In this sense, the goal is that our channel strategy has a high level of professionalism. As a result, the list of companies that make up the company has decreased (16 so far). Even so, we are still working hard to achieve continuous expansion, and we will add new partners every quarter.
Cloud services are changing the way companies manage IT. How did you notice this change? What does the terminal company require?
We are a local company in cloud computing, so we are the direct protagonists of this change. We have experienced rapid expansion in both the Spanish market and the international market. During 2017, our total revenue increased by 39%, which clearly shows that the development of cloud computing is unstoppable.
End users increasingly need their IT solutions to provide them with the inherent characteristics of the cloud world-flexibility, scalability, rapid deployment, cost predictability, etc.
In this day and age, safety is an essential part. Do partners and end customers understand this approach?
Currently, when talking about IT solutions, security is undoubtedly an aspect, especially when we are talking about cloud environments. For ServiceNow, customer security is the top priority. Therefore, we provide the highest level of security in information transmission and storage.
In addition, we guarantee that each client has its own instance in the cloud and is completely isolated from other clients.Therefore, every company has Completely independent When deciding whether to apply the version update to the platform instance or customize it as you see fit, it is not affected by the actions of other customers.
“For IT, security is beyond doubt”
On the other hand, at ServiceNow, we developed a Security Solution Line In the field of incident response and data protection (GDPR), we can use the functions of the platform to provide customers with the possibility of managing the operational process of responding to incidents, as well as the flexibility to implement GDPR regulations.
In terms of business, what is Spain’s ServiceNow’s goal this year? And channels?
In Spain, we expect to continue to maintain high growth in 2018. As a North American multinational company listed on the Stock Exchange, we cannot break down the specific figures for each country, but we can be sure that the expected revenue growth globally this year exceeds the 30% increase compared to 2017.
About the canal, 2018 is the year of consolidation. We are committed to training current partners in business and technology, and we are committed to continuing to merge with new companies.
Even so, our goal is not to substantially increase the number of channel partners, but to merge companies that can provide us with more market coverage that we have so far. We are also looking for partners who can allow us to cover the business areas we want to expand, such as human resources, customer service or security.
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