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
