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ServiceNow revamps Australian channel in bid to double revenue

ServiceNow revamps Australian channel in bid to double revenue

Company transitions from ITSM to service management

SerivceNow head of service providers and integrators, Charles Woodal.

SerivceNow head of service providers and integrators, Charles Woodal.

ServiceNow is calling on the Australian channel to help it double revenues in the next year as it moves to reward partners around a service management ecosystem.

ServiceNow head of service providers and integrators, APJ, Charles Woodall, told ARN, the growth of the business in APAC had led to company to renew its focus on the channel and the partners ecosystem as a whole.

"In the last 12 months we have expanded our coverage," he said.

"The focus for us is how do we take the ServiceNow messaging, which is around service management, as opposed to the traditional ITSM messaging, and enable our partner to be able to transact more effectively and consume the service management messaging and transact with our customer base.

He said this was a "bit of a change".

"ServiceNow is transitioning from ITSM to service management and its how do we enable our partners to do the same. The existing program we have in place today is going to revamped to reflect that," he said.

"Traditionally we were focused very much around customer satisfaction, around growth of the customer ecoystem and professional services.

"Those core tenets will remain the same, but in addition to that we are providing a greater reward structure for our partners gong forward to reward behaviours around a service management ecosystem.

"We realise ITSM is still key to our market but we also believe that partners building their own applications on the platform and creating their own route to market is critical for our success.

ServiceNow's Australian partners include TCS, Infosys, Wipro, Cloud Sherpas, RXP, Kinetic, UXC Keystone, KPMG, Accenture and PWC.

Woodall said it was important to have partners who wanted to enable professional services.

"We also have partners who want to do the implementation of ServiceNow and build practices around that," he said.

"We restrict our services ecosystem so that 30 per cent are provided by ServiceNow. The rest of that we expect to be provided by our partners."

Read more: “Aussie born and bred” can be challenging yet rewarding: UXC group

"The other side is around partners who to adopt the platform and take their own solutions to market.

ServiceNow recorded revenues of $178 million in the third quarter worldwide, an increase of 61 per cent compared to the third quarter of 2013.

It recorded an operating income of $10.2 million, or 6 per cent of total revenues, compared to a non-GAAP operating income of $3.8 million, or 3 per cent of total revenues in the third quarter of 2013

Woodall said the company was looking to double revenues with partners over the next 12 months.

"The investment in partners has doubled as well in the Australian market," he said.

"I look at the channel ecosystem as a critical alternative route to market for ServiceNow. The success of the channel is integral to our success as an overall company."

Current Australian customers include Orica, Service Stream, Deakin University, Upstream Print Solutions, Optus, Bupa and RMIT University.

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Tags TCSRXPAPJaccentureCloud SherpasCharles WoodalPwCwiproUXC KeystoneKineticinfosysServiceNow head of service providers and integratorskpmg

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