ServiceNow Commercial
Advisory Services
Proven Strategies to Master Your ServiceNow Negotiations
Hosted by
Adam Mansfield
Today’s ServiceNow Relationships
Require a Strategic Approach
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.
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 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.
ServiceNow Advisory
Practice Leader
UpperEdge Clients Get More From Their ServiceNow Relationships
Average Return on Investment of 20x
Deeply Discounted
Pricing
Highly Competitive
Commercial Terms
Improved Product
Discounting and
Reduced Go-forward
Pricing
Removal of Significant
Price Increases Applied at
Renewal
“For any organization looking for a proven process and an edge in negotiating with their strategic IT partners, I recommend UpperEdge.”
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.
Industrial Supplier Improves Relationship with ServiceNow and Achieves $3.6M in Savings
Reduced initially proposed pricing by over 28% and achieved highly competitive pricing and discounting resulting in $3.6M in savings over 3 years
ServiceNow Insights from our expert advisors
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