ServiceNow Adjusts Partner Segmentation in Major Program Upgrade

ServiceNow has announced major changes to its global partner strategy, including a new approach to partner segmentation.

Under the new framework, partners are segmented based on the breadth and depth of their ServiceNow‑enabled solutions adoption, plus a number of other factors including the number of certified staff, specializations, customer satisfaction scores, and a qualitative assessment of the partner’s digital transformation skills, industry domain expertise and global scale.

Based on these criteria, partners are segmented as a Global Elite partner with deep digital transformation skills, global scale, and a commitment to achieve a $1billion ServiceNow practice within three‑to‑five years; an Elite partner, which typically specializes in five or more products in multiple geographies; a Premier partner with fewer than five products in more than one geographic region; a Specialist partner with highly specialized skills in a specific area; or a Registered partner which has met the minimum qualification requirements for the program and has yet to achieve measurable activity or certifications.

“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, SVP of channels and global alliances. “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.”

To augment this strategy, the company has also rolled out a dedicated business development team to support the top global and regional service providers, a new program for service providers who innovate on ServiceNow’s workflow products or platform, and a new program to help its partners more effectively respond to public sector customer opportunities.

Other new features include a global‑regional joint engagement framework, a joint go-to-market governance model, updated training, an enhanced deal registration process and a global Partner Concierge Service Center.

Channel Impact^®
The new approach to partner segmentation is intended to recognize partners’ expertise across the ecosystem, enhancing the opportunity for partners to differentiate and position their services to joint customers. These updates also underscore the company’s commitment to assisting the channel in digital transformations.