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Thursday, 19 January 2023 22:43

ServiceNow announces partner program transformation


ServiceNow has announced a major partner program transformation with a multi-year vision, including a new partner development fund. The Now platform is a $500 billion market for partners.

The new partner program was announced this week at ServiceNow's Partner Kickoff event in Las Vegas.

ServiceNow’s expansive partner ecosystem is critical to helping joint customers realise the full value of the Now Platform. To help partners meet this demand, ServiceNow is investing in new initiatives to facilitate and expand partners’ expertise, differentiate their skills, and maximise their unique contributions.

“The vision for ServiceNow partners is that they should be treated as co-creators of value, and as co-pilots on our journey to becoming the platform for digital business,” said ServiceNow senior vice president of alliances and channel ecosystem Erica Volini (pictured). “Our reimagined Partner Program creates an unbounded opportunity for partners to expand and collaborate with ServiceNow well beyond where we can go alone. We are investing in partner success, championing their expertise, and giving them the flexibility to drive exponential value with our platform.”

The new ServiceNow Partner Program includes:

  • More flexibility to create value: ServiceNow is creating four new, distinct modules in which partners can choose to participate: BuildConsulting & ImplementationResale, and Service Provider. Through these modules, partners will be able to better align with the unique roles and routes to market within the ServiceNow ecosystem.
  • New incentives to enable partner growth: ServiceNow is unveiling new partner incentives to maximise their investments and foster additional opportunities to demonstrate expertise and capabilities. All qualifying partners will now have access to a new Partner Development Fund, a co-funded investment program, as well as simplified discounts and rebates that will help to speed up growth and profitability.
  • Transforming the partner experience: ServiceNow is rolling out an updated partner experience and benefits tied to different partner modules and the unique contributions partners bring to the ecosystem. Key experience enhancements include an improved partner portal making it easier for partners to work directly with ServiceNow, and an improved “partner finder” enabling customers to find the right partner to best suit their business needs by region, industry, or domain expertise.

As part of the program evolution, Erica Volini will succeed David Parsons, who has led the ServiceNow alliances and channel ecosystem organisation since 2018. Under his leadership, Parsons established ServiceNow’s global partner ecosystem as a source of unique differentiation and competitive advantage. Parsons will now lead a new and strategic ecosystem ventures function focused on accelerating growth with partners in targeted markets. ServiceNow looks forward to providing more information about that initiative in the next quarter.

“It has been my honour and privilege to lead our alliances and channel ecosystem organisation for the past four years,” Parsons said. “I am proud of everything we have accomplished together for our partners and joint customers and excited about our ongoing journey together. I want to thank Erica for her partnership and leadership. I know that she is the right leader, at the right time, to continue to build on a strong foundation of success and momentum.”

The new ServiceNow Partner Program will be available for all partners beginning 6 March 2023. The elements of the Partner Program were developed taking into account feedback from existing partners, who have already expressed their support for the transformation.


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David M Williams

David has been computing since 1984 where he instantly gravitated to the family Commodore 64. He completed a Bachelor of Computer Science degree from 1990 to 1992, commencing full-time employment as a systems analyst at the end of that year. David subsequently worked as a UNIX Systems Manager, Asia-Pacific technical specialist for an international software company, Business Analyst, IT Manager, and other roles. David has been the Chief Information Officer for national public companies since 2007, delivering IT knowledge and business acumen, seeking to transform the industries within which he works. David is also involved in the user group community, the Australian Computer Society technical advisory boards, and education.

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