ServiceNow focuses on the Partner Experience

ServiceNow will launch a reimagined partner program early next year.

At this week’s Knowledge 2022 conference, ServiceNow said it wants to change the partner experience because partners are the key to it reaching its ambitious revenue goals.

ServiceNow CEO Bill McDermott said the company now expects to reach $ 11 billion in revenue by fiscal year 2024. That’s higher than the $ 10 billion he previously expected.

ServiceNow also expects revenue to reach $ 16 billion by fiscal year 2026. That’s higher than the previous estimate of $ 15 billion.

At Knowledge, ServiceNow introduced its new Procurement Service Management (PSM) solution to help transform procurement across the enterprise. It aims to speed up delivery times for easier finding of tasks through digitization and self-service.

ServiceNow’s thousands of partners include global system integrators such as Accenture and Deloitte, regional players, technology partners such as Microsoft and Trend Micro, and service providers.

Erica Volini is ServiceNow’s senior vice president of partner go-to-market (GTM) operations. He said ServiceNow has seen an increase in managed services.

Erica Volini is ServiceNow

Erica Volini is ServiceNow

“We are seeing more and more partners using the ServiceNow platform to deliver their managed services,” he said.

Evolving Approach to GTM

Volini said he joined ServiceNow after 23 years as a senior partner at Deloitte. He did this because ServiceNow wanted to change its approach to GTM with partners.

“If you think about how we work with partners, it’s in a very traditional way we call a co-sell, co-deliver model where we have the opportunity-of course we want a partner who works with us on opportunity – and we want to work with them on implementation once we win the deal, ”he said.“ As we try to expand to be a truly enterprise platform company, and we want to address important business issues and requirements in business like environmental, social and governance (ESG) or global business services (GBS) or risk to consumers, we need actually create a market for us.And when I say co-create, that means that we need to marry the leadership of the thinking of the partners, the IP of the partners, the sales of the partner is moving in transformation with the power of our plat form to help educate the market on what ServiceNow can do.

ServiceNow is bigger than an IT operations platform, Volini says.

“We sell employee experience, customer experience, automation, low code/no code and we can’t teach the market alone,” he said. “We need our partner ecosystem to do that. They are in the best position to do so. ”

Scroll through our slideshow above for a Q&A with Volini and more from Knowledge 2022.

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