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How to Protect Against ServiceNow’s Sales Tactics?


ServiceNow is notoriously tough to negotiate with and ruthless in their practice of renewal price increases, there is still hope of customers. With preparation and licensing expertise, organizations can drive a strategy to combat ServiceNow and execute competitive new purchases. Buyers must focus on these three areas to prepare themselves for the risk of product changes at renewal:


  1. Understand all product changes and how they will impact your organization’s ServiceNow licensing

  2. Plan future demand forecasts to incorporate new product offerings accurately and plan multiple deal options that reduce financial impact of the upgrades/changes that may occur

  3. Assess all contractual agreements for loopholes that will give ServiceNow the upper hand and plan for the addition of protective language that will cover your organization in future renewals