ServiceNow Updates Global Partner Ecosystem Strategy
May 09, 2019
Share this

ServiceNow announced changes to its global partner ecosystem strategy, introducing new programs for ServiceNow’s global partner community to accelerate growth with ServiceNow and deliver greater value to customers.

“ServiceNow believes it can become a $10 billion company, creating significant opportunity for our global partner ecosystem to grow with us as we help enable digital transformation for customers worldwide,” said David M. Parsons, ServiceNow SVP of Global Alliances and Channel Ecosystem. “The changes announced today more intuitively segment our global partner portfolio, better differentiating levels of expertise for our partners and customers. We also are implementing a more consistent, proactive and predictable joint go‑to‑market engagement framework. Together, ServiceNow and its partners represent a true ‘force multiplier’ for our customers. We are committed to helping customers accelerate their digital transformation journey and realize unprecedented business value.”

Highlights of ServiceNow’s global partner ecosystem strategy and partner programs include the following.

New Global Partner Segmentation Approach: ServiceNow has established a new global partner segmentation approach to recognize partners’ expertise across its ecosystem. This will enhance opportunities for partners to differentiate and position their services to joint customers.

Within this new framework, partners are segmented according to two sets of criteria: 1) their breadth and depth of ServiceNow‑enabled solutions adoption associated with their practice development and managed service offerings; and 2) their go‑to‑market maturity. The former is determined by four key factors, which include:

- Capacity, which pertains to the number of people who are certified on ServiceNow technology within the partner organization;

- Competency, characterized by a partner’s specialization, which is determined by achieving specific ServiceNow product, solutions and workflow certifications and recognized via ServiceNow’s new ‘Digital Badging System’;

- Customer success, as validated by published criteria, including multiple product line, solution and workflow implementations that meet baseline customer satisfaction scores; and

- Capability, with respect to a qualitative assessment of a partner’s digital transformation skills, industry domain expertise and global scale.

Based on these sets of criteria, partners are segmented within one of the following partner categories:

- Global Elite Partner: A Global Elite partner meets all of the ‘Elite Partner’ criteria and has the following characteristics: deep industry domain expertise; digital transformation skills, including business process re‑engineering and organization change management; global scale; commitment to achieve a $1billion ServiceNow practice within three‑to‑five years; and CEO‑level commitment to a ServiceNow practice. The attainment of these characteristics is reviewed annually.

- Elite Partner: An Elite partner typically specializes in five or more ServiceNow products across the IT, Employee Experience and Customer Service workflows and has established operations in multiple geographies.

- Premier Partner: A Premier partner typically focuses on fewer than five ServiceNow products in more than one geographic region.

- Specialist Partner: A Specialist partner typically provides highly specialized skills in a specific area in any one or more ServiceNow product.

- Registered Partner: A Registered partner is new to the ServiceNow partner ecosystem, has met the minimum qualification requirements for the program and has yet to achieve measurable activity or certifications.

New Service Provider Coverage Model and Partner Programs: The company has implemented specific programs that support each level of specialization and go‑to‑market strategies. This includes providing visibility into ServiceNow’s product roadmap. These programs will help partners build ServiceNow technology practices and managed services offerings that are powered by the Now Platform and workflows.

ServiceNow has created a dedicated business development team to support the top global and regional service providers. It also has launched a new program for service providers who innovate on ServiceNow’s workflow products or platform. A new ServiceNow reference design validation process encourages service providers to build their own offerings powered by the Now Platform.

In order to better address the unique needs of partners who serve public sector customers operating in a highly regulated environment, ServiceNow has established a new program to help its partners more effectively respond to public sector customer opportunities. Initially, the program will focus on partners serving U.S. Federal customers; over time, the program will expand to include State, Local and Education and will be extended to partners in Europe and Asia as well.

As the foundation of the global partner ecosystem transformation, ServiceNow has established a new global‑regional joint engagement framework to enhance joint go‑to‑market consistency and predictability, a new next‑generation deal registration process and a global Partner Concierge Service Center (5x24) to simplify the way partners engage with ServiceNow and ensure that they have the support they need to be successful. The global partner organization also has put in place a new, joint go‑to‑market governance model, unified enablement and progressive training programs to lower the cost of training and accelerate time to certification across the global partner ecosystem.

“Today’s announcement represents a strategic pivot to engage with our global and regional partner community in a world‑class manner. Our goal is to enable our partners to be successful as they grow their ServiceNow practices and managed services offerings. At ServiceNow, we are committed to making partner success synonymous with customer success,” Parsons added.

Share this

The Latest

May 23, 2019

The first word in APM technology is "Application" ... yet for mobile, apps are entirely different. As the mobile app ecosystem is evolving and expanding from pure entertainment to more utilitarian uses, there's a rising need for the next generation of APM technology to stay ahead of the issues that can cause apps to fail ...

May 22, 2019

For application performance monitoring (APM), many in IT tend to focus a significant amount of their time on the tool that performs the analysis. Unfortunately for them, the battle is won or lost at the data access level. If you don’t have the right data, you can’t fix the problem correctly ...

May 21, 2019

Findings of the Digital Employee Experience survey from VMware show correlation between enabling employees with a positive digital experience (i.e., device choice/flexibility, seamless access to apps, remote work capabilities) and an organization's competitive position, revenue growth and employee sentiment ...

May 20, 2019

In today's competitive landscape, businesses must have the ability and process in place to face new challenges and find ways to successfully tackle them in a proactive manner. For years, this has been placed on the shoulders of DevOps teams within IT departments. But, as automation takes over manual intervention to increase speed and efficiency, these teams are facing what we know as IT digitization. How has this changed the way companies function over the years, and what do we have to look forward to in the coming years? ...

May 16, 2019

Although the vast majority of IT organizations have implemented a broad variety of systems and tools to modernize, simplify and streamline data center operations, many are still burdened by inefficiencies, security risks and performance gaps in their IT infrastructure as well as the excessive time it takes to manage legacy infrastructure, according to the State of IT Transformation, a report from Datrium ...

May 15, 2019

When it comes to network visibility, there are a lot of discussions about packet broker technology and the various features these solutions provide to network architects and IT managers. Packet brokers allow organizations to aggregate the data required for a variety of monitoring solutions including network performance monitoring and diagnostic (NPMD) platforms and unified threat management (UTM) appliances. But, when it comes to ensuring these solutions provide the insights required by NetOps and security teams, IT can spend an exorbitant amount of time dealing with issues around adds, moves and changes. This can have a dramatic impact on budgets and tool availability. Why does this happen? ...

May 14, 2019

Data may be pouring into enterprises but IT professionals still find most of it stuck in siloed departments and weeks away from being able to drive any valued action. Coupled with the ongoing concerns over security responsiveness, IT teams have to push aside other important performance-oriented data in order to ensure security data, at least, gets prominent attention. A new survey by Ivanti shows the disconnect between enterprise departments struggling to improve operations like automation while being challenged with a siloed structure and a data onslaught ...

May 13, 2019

A subtle, deliberate shift has occurred within the software industry which, at present, only the most innovative organizations have seized upon for competitive advantage. Although primarily driven by Artificial Intelligence (AI), this transformation strikes at the core of the most pervasive IT resources including cloud computing and predictive analytics ...

May 09, 2019

When asked who is mandated with developing and delivering their organization's digital competencies, 51% of respondents say their IT departments have a leadership role. The critical question is whether IT departments are prepared to take on a leadership role in which collaborating with other functions and disseminating knowledge and digital performance data are requirements ...

May 08, 2019

The Economist Intelligence Unit just released a new study commissioned by Riverbed that explores nine digital competencies that help organizations improve their digital performance and, ultimately, achieve their objectives. Here's a brief summary of 7 key research findings you'll find covered in detail in the report ...