Client Profile
A World-class Academic Institution and Health Care Network
Business Issue
- Company had a strategic relationship in place with ServiceNow that included speaking at Knowledge
- Additional IT executives wanted to establish relationships with senior-level sales and product team management at ServiceNow
- ITSA Unlimited customer leading up to renewal. Wanted to ensure go-forward portfolio of solutions (ITSM, ITBM, GRC, etc.), which included net-new products (ITOM), would provide immediate and long-term value aligned with the associated spend
- Hesitant to grow relationship with ServiceNow given the contractual relationship had been transactional in nature and value associated with net-new products not yet demonstrated
Services & Results
UpperEdge empowered the client with relevant and actionable insights regarding ServiceNow’s objectives and provided a tailored negotiation strategy and communication approach:
- Enhanced, extended, and elevated relationship with ServiceNow that resulted in an improved go-forward working partnership
- Acquired highly flexible structure whereby product commitments were phased to align closely with timing of actual go-forward portfolio needs
- Improved long-term price protections extending beyond the upcoming renewal term
- Obtained no-cost products and additional investments in the relationship
- Reduced cost profile of current product solutions that were up for renewal
- Achieved overall highly competitive pricing and discounting resulting in over $5M in savings
