Client Profile
An $11B U.S.-based Utility Holding Company
Business Issue
- Company was considering ServiceNow products and wanted to establish a strategic relationship at the outset
- Determined they would initially adopt multiple products including ITSM, ITBM, and ITOM, but were also interested in additional products in the near future, including HR Service Delivery and SecOps
- Executives were hesitant to move forward without first ensuring they had proper pricing, flexibility, future protections, and the proper level of investment from ServiceNow
Services and Results
UpperEdge provided relevant market intelligence on what a strategic partnership with ServiceNow should include and empowered client with a tailored playbook and negotiation strategy to achieve a best-in-class end result, positioning for long-term success:
- Obtained highly competitive pricing for current and future products
- Achieved flexible construct allowing for adjustments to go-forward ServiceNow portfolio to align with downstream needs and requirements
- Ensured long-term price protections that extend beyond the initial term
- Provided significant additional investments from ServiceNow to ensure successful implementation
- Attained highly competitive discounting resulting in over $3M in savings
