ServiceNow has implemented its business strategy in Latin America, which is to expand the contract from the initial IT service management and automation market segment to other areas, such as human resources, sales, marketing, and security.
Noam Bizman, Vice President of Sales for ServiceNow Latin America, said: “The Latin American market is ready to absorb our product portfolio.” According to him, the company has become the benchmark for ITSM solutions, but it has obtained good results from customers and is expanding its business. Participation.
ServiceNow’s business in the region is relatively new (in Brazil since 2012, the company only hired a country manager in 2015), but it already holds large contracts, for example, retailer Leroy Merlin has begun to adopt IT management solutions Plan, but already implementing software to manage purchasing and finances.
“In addition, we are negotiating with 10 other departments of the company to expand the scope of the company’s internal projects. Since our solution is in the cloud, the reduced implementation time and cost attracts other executives besides the CIO. “Kátia Ortiz emphasized, the company’s country manager in Brazil.
Kátia pointed out that the company has two data centers in the country to support cloud solutions, a factor that may put pressure on large customers such as Azul Linhas Aéreas, Gerdau and OBoticário.
In Mexico, the company has won a customer who started using ServiceNow to adopt solutions outside of ITSM. Cemex is a multinational civil engineering and construction company with annual revenue of US$15 billion. It uses the company’s platform to manage its relationships with suppliers.
Mauricio Garcia-Cepeda, Country Manager of ServiceNow Mexico, explained: “This is the first project in Latin America. We did not establish any contact with the IT department at the beginning.
In Mexico, the company has a reputation among its customer base, such as Bimbo (food) and FEMSA, the largest Coca-Cola bottler in the region.
Currently, the multinational company’s strategy in Latin America focuses on three main countries: Mexico, Colombia and Brazil, and has established teams in these countries.
Globally, at the end of the first quarter of 2017, the company had 370 customers paying more than $1 million in annual contracts. They are large-scale deployments, and most customers belong to the so-called “Global 2000” (Forbes ranking), which points out the largest companies in the world.
Bizman analysis pointed out: “13% of the world’s 2000% are located in Latin America, and we are just beginning to take advantage of this potential. From 2015 to 2016, we doubled the growth of the region and hope to overcome this in 2017. Room for growth.” Partners promoted this acceleration.
In Brazil, the company has grown from 16 channels at the end of last year to 22 channels, locally known as Algar TI, Service IT Solutions, and GlobalWeb Stefanini. It also owns multinational companies such as KPMG, Accenture and Deloitte, as well as smaller companies such as Pride IT, ScoreTech and a strangely named company Ornitorrinko.
Ortiz said: “This is a two-way movement. More and more customers notice and ask us to provide solutions, and other channels are also showing their participation opportunities.”
In order to expand to small and medium-sized companies, in Mexico, ServiceNow has a pilot project for a software distributor called Xweb. Bizman believes that if the Mexican territorial initiative is successful, Brazil may be ranked second. However, for Bizman, the plan is to strengthen and qualify the existing base.
The vice president concluded: “We are preparing quotations and partners to better meet customers and their needs, not just ITSM.”
ServiceNow started in 2003, when the cloud software focused on IT Management Services (ITSM). Since then, the company has expanded into other areas, always adopting process automation methods.
At the beginning of last year, the company became the second company in the software-as-a-service model to break the $1 billion mark in revenue, second only to SalesForce. In the first quarter of 2017, the company’s revenue was US$409 million, an increase of 33.7% from the same period last year. In the first three quarters, the company grew by 35%, 37%, and 38% respectively.
*At the invitation of ServiceNow, Leandro Souza went to Knowledge 17 in Orlando.
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