ENTERPRISE TECHNOLOGY partner programme , they are also more accountable to demonstrate their alignment with end customer business through the programme .
“ We are holding our partners accountable for the same thing . We call them the three Cs : competency , capability , and customer success ,” says Volini . Channel partners will be expected to show net new ACV and customer success stories .
The expectation is for channel partners to sell end-to-end solutions . “ We want our resellers helping to bring the full breadth of our platform to the table . We do not want them to just sell a module and walk away because we have lost the ability to sell into that account . And so , we are trying to hold everyone accountable ,” says Volini .
Since 92 % of ServiceNow implementations are done by partners , that is an opportunity for them to do so much more . ServiceNow is looking for a shift from product focus to solution focus and to start thinking in the context of business issues and business transformation . “ We are trying to inject that thinking as much as possible . And we are using the programme as one of the levers to do that ,” says Volini .
Language of business
“ We are shifting from a product selling motion to a solution selling motion ,” says Volini . To help channel partners align their domain expertise with the business requirements of end customers , ServiceNow has developed its Global Solution Framework over the last two years .
The Global Solution Framework articulates the business imperatives that Now Platform can solve , horizontally or vertically .
INTELLIGENT TECH CHANNELS 21