ServiceNow Taps new channel head Erica Follini, launches new partner program

Channel information

Joseph F. Kovar

This program is a re-commitment for our companions. We’re saying we perceive the worth you present, and we’ll help you within the other ways you’re employed with us within the discipline and with clients,” says Erica Follini, ServiceNow’s senior vice chairman of alliances and channel ecosystem.

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Digital workflow administration software program developer ServiceNow Tuesday used the corporate’s annual in-house companion launch occasion in Las Vegas to introduce its new channel champion, Erica Follini.

Follini, who took the stage this week as ServiceNow’s senior vice chairman of alliances and channel ecosystem, revealed important adjustments to the corporate’s channel program in Santa Clara, Calif. that goals to assist companions broaden their alternatives and advantages.

Follini who joined service now In August of 2021, because the Senior Vice President of World Alliances and Associate Ecosystem transitions into Market Operations after 23 years at Deloitte Consulting, taking up as Head of Channel from David Parsonswho held this position for greater than 4 years.

[Related: ServiceNow CEO Bill McDermott On ‘Bold’ Expansion Plans, Innovations, New Chairman Role]

Foligni advised CRNN that Parsons continues to be on ServiceNow.

“It’s taking up a brand new position targeted on increasing the companion ecosystem by new investments,” she stated. “It’s a part of a newly created environmental mission group.”

Follini declined to offer further particulars concerning the new group.

Follini stated ServiceNow has unveiled a brand new companion program geared toward serving to companions set themselves aside.

“This program is a re-commitment for our companions,” she stated. “We are saying we perceive the worth you present, and can help you within the other ways you’re employed with us within the discipline and with shoppers.”

Michael Lombardo, CEO of Glidefast Consulting, a Waltham, Massachusetts-based options supplier that focuses on the ServiceNow ecosystem, stated Volini really designed the brand new ServiceNow channel program with resolution suppliers in thoughts.

“I sat down with Erica and talked to her quite a bit concerning the new present,” Lombardo advised CRN. “This system could be very very similar to she took every little thing we stated we wished after which did it.”

Follini stated the brand new program consists of three main adjustments.

The primary is to interchange the normal companion segments with 4 new companion propositions that enable resolution suppliers to work with ServiceNow in additional methods than one. The brand new proposals enable companions to resell the ServiceNow platform, conduct consulting and implementation on the platform, construct new providers on the platform, and/or function the platform as a part of their very own managed providers, it stated.

“At present, these are all particular person applications, and the companions are mixed into one,” she stated. “Now they will do one or all of them. We wish companions to inform us how they wish to work with us.”

Follini stated the second change is meant to make companions extra clear about what they should do to progress by this system.

ServiceNow at the moment makes use of a rating calculated in 37 totally different domains to indicate a companion’s standing in this system, which Follini stated makes it troublesome for a companion to know what is required to assist them advance.

“Now we’ve very clearly outlined necessities primarily based on three key behaviours, together with their capability to generate new ACV (Annual Contract Worth), how one can improve the variety of accredited folks together with by way of the brand new RiseUp program, and assist clients get the complete advantage of the platform ServiceNow by taking a look at buyer satisfaction and app monetization.”

RiseUp with ServiceNow is a world program geared toward offering ServiceNow and its clients and channel companions with the suitable expertise to assist broaden use of the ServiceNow platform in addressing the worldwide scarcity of individuals with digital transformation IT abilities.

With an app’s financial adoption, Follini stated she was referring to how ServiceNow has recognized particular apps which are essential to carry clients the advantages of the ServiceNow platform and assist guarantee adoption.

The third change is to offer companions with 4 new monetary investments, together with ServiceNow’s first-ever Associate Growth Fund, broaden deal registration to the general public sector, and guarantee deal rebates can be found to all companions together with a brand new back-end “kicker” for the community. – New buyer slogans, and extra advertising and marketing investments for choices branded “Constructed with ServiceNow” or “Constructed on ServiceNow,” Follini stated.

“ServiceNow is constructed when a companion places their thought management alongside our platform for a particular trade,” she stated. “Constructed On ServiceNow is when a companion provides their very own IP (mental property) on high of our platform.”

Follini stated the brand new program is absolutely meant to assist companions set themselves aside.

“Actually we are saying, any companion may be distinguished,” she stated. “Any companion can take our know-how to the sector, and accomplish that with the Associate Finder the place we share their capabilities. It is like a Google search. Prospects put of their necessities and get a listing of companions sorted by capabilities.”

Lombardo stated the brand new ServiceNow program helps make clear what companions have to do to achieve elite standing.

“It highlights the essential issues, together with what clients care about most,” he stated. “Earlier than, ServiceNow would say you promote this, and that is what you get. Now they’re rewarding our funding in ServiceNow. It is thrilling.”

Lombardo stated the adjustments are particularly important for a companion like Glidefast who, as one in every of ServiceNow’s largest channel companions, at all times serves clients by a number of roles.

“Now it will likely be extra clear to clients,” he stated. “ServiceNow can say Glidefast has one of the best app for some areas. We’ve got 500 advisors, and we’re essentially the most licensed companion. And Associate Finder actually appeals to that.”

Follini stated ServiceNow is giving its companions 18 months to transition to the brand new program.

“We’d like our companion ecosystem to develop and broaden,” she stated. “We’re giving them an prolonged schedule to verify they’ve the power to reap the benefits of this system. That is the largest change we have made to the ServiceNow companion system in at the least three years.”

    Get to know Joseph F.  Kovar

Joseph F. Kovar

Joseph F. Kovar is a senior editor and reporter for the non-technology-focused storage and channel Beats CRN. It retains readers abreast of the newest points associated to areas reminiscent of information lifecycle, enterprise continuity, catastrophe restoration, and information facilities, together with associated providers and software program, whereas highlighting a few of the key tendencies affecting the IT channel generally. He may be reached at

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