German boss Detlef Krause was interviewed on ChannelPartner: ITSM provider ServiceNow is cultivating its partner structure

ServiceNow has been cooperating with international consulting companies such as Accenture, Deloitte, DXC Technology, Ernst & Young (EX) and KPMG (KPMG) for a long time, but in the past two years, the software manufacturer has also cooperated with major German system companies Bechtle, Computacenter and Cancom established a business relationship. , SoftwareOne and T-Systems.

The cooperation with Bechtle is particularly close. Since 2017, Germany’s largest system company has been selling ServiceNow’s IT and enterprise service management solutions (ITSM/ESM). At the beginning of 2020, cooperation is strengthened again (ChannelPartner report).

As German boss Detlef Krause emphasized in an interview with ChannelPartner, system companies like Bechtle or Computacenter are not only regarded as reselling products, but also as implementation partners of ServiceNow. In this regard, the cooperation with T-Systems is also quite advanced. The cooperation with SoftwareOne is not new to ServiceNow, but Krause hopes it will bring major economies of scale because SoftwareOne is one of the world’s largest software distributors.

According to General Manager Detlef Krause of Germany to ChannelPartner, ServiceNow hopes to use Cancom and Computacenter to solve the problems of certain vertical markets in German medium-sized companies (consisting of 10,000 employees), and these markets are not as people imagined. ServiceNow focuses on six industries: education and health, government, financial services, manufacturing and telecommunications.

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So-called “boutique” partners also play an important role in ServiceNow. The term “boutique” may come from Krause’s work at Salesforce. He uses it to describe implementation partners in charge of certain verticals. One of these boutique partners is, for example, the ITSM Group in Bodenheim, Rhineland-Hesse. The consulting and training company established a strategic partnership with the American software company Nuvolo at the end of 2019. Its asset management solutions facilitate the acquisition and management of digital terminal equipment in hospitals and laboratories, for example.

In an interview with ChannelPartner, Kraus also mentioned PlanHorizon, ServiceNow’s resale and implementation partner. The main partners headquartered in Darmstadt are particularly good at centralizing research projects in the pharmaceutical industry, such as in a global Dax-30 pharmaceutical company. The IT service provider’s website did not disclose whether this is the pharmaceutical giant Merck Pharmaceuticals, which is also located in Darmstadt.

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ServiceNow also maintains numerous technical partnerships with other ISVs (independent software vendors) such as Matrix42. In some areas, such as asset management, Frankfurt companies are also regarded as ServiceNow competitors. However, if Matrix42 customers need a customer service management solution, the software company in Hessen recommends the ServiceNow system-called coopetition.

Of course, there are special partner programs for various types of ServiceNow partners. These programs accurately define the services that ITSM manufacturers provide to these partners and the partners in return. Interested partners can find more information about cooperation options with ServiceNow here.