Bonnie Tinder is the founder and CEO of Raven Intelligence, an independent B2B peer review site that amplifies the voice of the customer. She focuses on software customers, consulting partners, and software vendors and helps identify the best partners for their needs. In this episode, Bonnie and Bob uncover how ServiceNow’s AI initiatives are reshaping business strategies across diverse partner categories.
Episode 42 | ServiceNow’s AI Partner Strategy
The Big Themes:
- Shift in ecosystem strategy: Companies like ServiceNow are shifting from viewing partners as mere distributors or implementers to integral parts of their business strategy. This shift emphasizes collaboration and joint value creation rather than just sales margins, marking a significant evolution in how large vendors approach their partner ecosystems.
- Types of ServiceNow partners: ServiceNow partners are categorized into four main groups: resellers, service providers, consulting and implementation partners, and build partners. Each type utilizes AI differently and contributes to the ecosystem uniquely.
- Emphasis on proof and customer satisfaction: Amid the excitement around AI and ecosystem expansion, there’s a strong emphasis on tangible results and customer satisfaction. Potential customers are advised to verify partner capabilities through proof of successful projects and customer references. Due diligence is critical in selecting partners for AI-driven initiatives.
The Big Quote: “It’s no longer about ‘How can I reduce expenses?’ or caring about the bottom line. I think it’s this realization that customers have to say, ‘How can I use the art of what’s possible now with AI to make ourselves into the next Uber or Airbnb and change what we’re doing in our industry?'”
More from Bonnie Tinder:
Connect with Bonnie on LinkedIn or send a message via her Acceleration Economy Analyst page.
