Many organizations obtain beneficial pricing for the initial contract term. Credibility is gained by everyone being on the same page and yields a more efficient dialogue. Organizations must ensure that the C-suite and the other internal stakeholders are telling the SAME story! Inconsistencies in the narrative will open up the negotiation to exploitation by the sales team. The delivery of this story and the timing of delivery can serve to engage ServiceNow in a way that yields beneficial terms and conditions. It is imperative that your organization has a narrative that complements the ServiceNow journey noted in the points above. A detailed understanding of feature and product usage is essential to demonstrating to ServiceNow that you understand where it falls short. It is critical that organizations clearly understand and communicate where the solution is providing value vs. RecommendationsĬustomers should start thinking about the ServiceNow renewal about a year in advance with earnest planning and preparations starting 6-9 months ahead of the term expiration. This provides ServiceNow with higher billings and deferred revenue and supports its growth thesis. ServiceNow wants to extend these terms to a three-year or longer agreement. There are many organizations with upcoming renewals set to renew for a one-year subscription term. If you have executives who are willing to meaningfully engage in product demos, roadmap previews, and other senior leadership activities such as the Knowledge conference, this will reflect positively on your deal. ServiceNow wants to sell to the business, not just IT.
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