Lara Caimi (Service Now)
Credit: Granted
The ServiceNow workflow automation platform increases its focus on channel partners as they continue to play an important role in its growth strategy.
ServiceNow chief partner officer Lara Caimi, who has been in her role for nearly two years, said the creation of her partner -focused role, makes an explicit statement to the market on how important partner in its future growth strategy.
“ServiceNow is a platform that is really usable in any use case, it’s workflow automation, it’s a layer of orchestration and what’s really great about it is that partners can use their expertise. [and] their relationship with the entire industry [and] various buying centers to pull ServiceNow in places we haven’t been to before, ”Caimi said.
In 2021, ServiceNow CEO Bill McDermott announced his mission to get the company to US $ 15 billion over the next five years, more than triple the US $ 4.8 billion it recorded in 2020. His plans are all centered on the partnership to achieve this amazing growth.
Caimi said in the Asia Pacific region and Japan up to 92 per cent of ServiceNow implementations were carried out by partners – which had an impact in some way on the deal process.
“I always talk about the importance of valuing customers and we know that partners are a critical part of it because when our customers gain value, they expand, they buy more and re- renewed at higher rates, ”he said. “Partners affect 90 percent of our sales, which is really important.”
Co-innovate is the next frontier with partners, Caimi says, based on how they can work with ServiceNow.
The company also hired Erica Volini from Deloitte Consulting to a newly created role as senior vice president of global alliances and channel ecosystems in August last year. According to Caimi, Volini is the difficulty of changing the vendor’s partner program.
“Again we are thinking about how we have organized in a way to create the ability for partners to expand their own offers or solutions using ServiceNow to clear skies for partners to visit after we currently don’t have presence, ”he said.
In the market, the rate of global system integrators strengthening their ServiceNow skills has increased, either through acquisitions such as Deloitte buying Entrago or additional investment by setting up dedicated units such as Accenture, KPMG, EY and DXC.
“How do we allow partners to innovate and have a little window of differentiation before they know we’re going to do something there ourselves? They are critical for us in all sorts of creative ways and they are a tremendous force multiplier, ”Caimi said.
“They can get us faster, which is really exciting.”
Caimi said ServiceNow continues to invest, listen to partner feedback, innovate and improve its program while continuing to focus on customer value together.
“We need to continue to make sure we feed growth and encourage growth partners because they bring great skill sets and great diversity,” he added.
In May, ServiceNow re -launched a feature of its latest software release: Procurement Service Management.
This is new territory for the Now Platform, which until now has been used to automate IT workflows (such as service or operational management), HR or order management.
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