Automotive Manufacturer Establishes Highly Competitive ServiceNow Pricing With $3M in Savings and Flexible Contractual Construct to Accommodate Future Growth

A ServiceNow Case Study


Client Profile

$30B Multinational Auto and Truck Parts Manufacturer

Business Issue

  • Client was looking to establish a new relationship with ServiceNow
  • Considered adopting multiple ServiceNow core products (ITSM) as well as emerging products (HR Service Delivery)
  • Needed to ensure they established the proper relationship and contractual construct at the outset

Services and Results

UpperEdge provided a highly tailored negotiation strategy that included insights regarding the actual leverage the client had with ServiceNow, resulting in the following:

  • Educated client on ServiceNow’s playbook, sales tactics, and overall approach
  • Provided insights into ServiceNow’s products and associated subscription models
  • Reduced initially proposed pricing by over 20% and established highly competitive pricing for products initially adopted and those products to be later adopted
  • Ensured client had a highly flexible contractual construct to accommodate known future growth
  • Achieved $3M in savings