ServiceNow Commercial Advisory Services

This was a home run!
CIO, F500 Industrial Supply Chain

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.

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.

On-Demand Webcast

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.

Download our on-demand webcast to learn:

• How to effectively prepare for your upcoming ServiceNow renewal
• What matters most to ServiceNow
• Actionable strategies for increasing your leverage

UpperEdge Clients Get More from Their ServiceNow Relationships

Average Return on Investment of 25x

Deeply Discounted Pricing

Highly Competitive Commercial Terms

Improved Product Discounting and Reduced Go-forward Pricing

Removal of Significant Price Increases Applied at Renewal

Want a ServiceNow Negotiation Expert on Your Side?

Let us know your situation by contacting us at 617-412-4323 or sending an email to [email protected].  If you prefer to be contacted, please complete the form below so we can better serve and support your inquiry.