Today’s ServiceNow Relationships
Require a Strategic Approach

ServiceNow has been transitioning from a software vendor selling tools to the IT department to a platform provider that enables digital transformation and improved customer experience. Recognizing the opportunity to grow attach rates by expanding its customers’ portfolios, ServiceNow will be pushing for adoption of multiple products while pulling in user volume commitments ahead of actual need.

Current and potential customers must prepare for price increases, aggressive sales tactics, and more challenging negotiations. Our tailored playbooks and relevant market intelligence, our deep set of ServiceNow commercial benchmarks, and our proven methodology empower you to achieve deeply discounted upfront pricing, downstream price protections, and flexibility.

Speak With Adam Mansfield, ServiceNow Advisory Practice Leader

If you have a ServiceNow agreement to renew, you are considering a net-new relationship with ServiceNow, or you are expanding your commitment to the ServiceNow platform, let’s talk about pricing benchmarks and contract terms to ensure you get the right pricing and protections in place.  I welcome the opportunity to share my thoughts in the specific context of your situation.

We Provide Highly Customized Deliverables in Every Client Engagement

Baseline Assessment

 A mark-to-market assessment of your current ServiceNow relationship that identifies pricing and commercial terms that can be improved.  Includes identification of potential lost value tied to underutilization.  

Highly Customized Negotiation Strategy

 A holistic go-forward negotiation strategy and roadmap that maximizes your leverage so you can achieve a highly competitive deal within your desired timeframe.  

Executive Meeting Agendas and Talking Points

 Highly customized and tailored talking points that empower you to persuade senior and executive ServiceNow leadership to approve non-standard discounting and commercial terms.

Proposal Solicitation and Commercial Term Sheets

A detailed and tailored document for soliciting a comprehensive proposal from ServiceNow that addresses all of the short and long-term financial and commercial elements unique to a ServiceNow relationship. 

Counter Proposal

Our recommended counter proposal to ServiceNow’s commercial term sheet response inclusive of supporting rationale to address the specific positions ServiceNow has taken.  

In-depth Contract Reviews

 A detailed contract review with customized recommendations that enable and empower you to address and capture all agreed upon commercial terms with ServiceNow.

Increase Your Leverage with ServiceNow

ServiceNow can be accommodating at the outset of your relationship but tends to be more difficult to work with at renewal time as they understand it is very difficult for entrenched customers to walk away. Our strategic approach for managing your relationship ensures that ServiceNow is focused on providing real solutions to your business challenges rather than simply feeding their bottom line.

We understand ServiceNow’s motives and tactics and will identify negotiation levers unique to your situation that can be used to increase your leverage and achieve a favorable commercial outcome.

Tips for a Successful ServiceNow Renewal Negotiation

Tips for a Successful Service Now Renewal Negotiation

On-Demand Webinar

Little Known Strategies for Your ServiceNow Renewal Negotiation

Improving or maintaining the commercial relationship you established with ServiceNow requires a renewal strategy that combats ServiceNow’s tactics for expanding your portfolio and increasing your costs.

The Secrets to Winning ServiceNow Negotiations

ServiceNow is transitioning from a cloud software vendor selling tools and solutions to the IT department to a platform provider that enables digital transformation. Current and potential customers must prepare for price increases, aggressive sales tactics, and more challenging negotiations.

3D Cover SAP Indirect Digital Access and Its Threat to Your Business UpperEdge

UpperEdge Clients Get More From Their ServiceNow Relationships

Average Return on Investment of 20x

Deeply Discounted

Highly Competitive
Commercial Terms

Improved Product
Discounting and
Reduced Go-forward

Removal of Significant
Price Increases Applied at

Want a ServiceNow Negotiation Expert on Your Side?

Let us know your situation by contacting us at 617-412-4313 or sending an email to If you would prefer to be contacted, please provide the following information so we can better serve and support your inquiry.