Multinational Food Company Negotiates with ServiceNow Channel Partner Resulting in >$1.5M in Savings

A ServiceNow Case Study


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