Client Profile
A $7B Canadian-based Frozen Food Company
Business Issue
- Company was considering purchasing additional ServiceNow products directly from ServiceNow as opposed to their current ServiceNow channel partner, but remained with the incumbent partner to enhance the already established relationship
- Determined they would adopt multiple products including ITSM, SecOps, and ITOM, while renewing currently-owned subscriptions of HRSD
- Needed to ensure the go-forward relationship with channel partner would have the proper degree of discounting, flexibility, future protections, and level of investment to realize the greatest value with renewed and net-new products
Services & Results
UpperEdge empowered the client with a tailored communication approach and negotiation strategy, positioning for long-term success:
- Obtained highly-competitive to best-in-class pricing for current and future products, including product edition upgrades
- Achieved flexible construct allowing for adjustments to go-forward ServiceNow portfolio to align with downstream requirements
- Ensured long-term price protections that extend beyond the initial term
- Received additional investments from ServiceNow channel partner to ensure successful value realization of all products
- Attained overall highly competitive discounting which resulted in over $1.5M in savings
