ServiceNow Go-To-Market(GTM) Partner Enablement Program pilot with Finnish Partners rocked!

A big portion of the Finnish ServiceNow partner ecosystem got together for 7 amazing days to discuss, align, collaborate and further develop our joint value messaging towards customers and prospects. For the first time, we hosted a GTM focused enablement program for selected local partners. The program was targeted to ServiceNow partners complete GTM account team contributors including sales and presales. The program had a laser-sharp focus on how to create the most value for customers at every stage of the ServiceNow sales cycle. Our partners are the front runners on guiding our most important customers through their digital transformation journeys – with modern ServiceNow workflow technology solutions and services.

The attending respected ServiceNow partners were Accenture, CGI, Deloitte, EY, Fujitsu, KPMG, Sofigate, The Cloud People, and TietoEVRY.

The Program

The program consisted 7 different modules:

All the modules were executed in half-day events, including cross-functional content sessions and partner exclusive breakout sessions facilitated by ServiceNow account teams. In these exclusive breakout sessions, we used real and current customer cases to drive tangible outcomes.

The learning objectives and outcomes

To stay focused and structured we set 2 to 3 learning objectives for each module. To give some insight, I’ve listed a few below:

• Understand the ServiceNow Value Proposition and related supportive sales operating model
• Have an ability to pitch the ServiceNow platform of platforms story
• Understand the value of an expanded platform and how it relates to architecture
• Be able to articulate the value of the solution
• Understand how to drive customer success through digital maturity conversations
• Understand how to validate the value of customers investment
• And many more.

The program set high bi-directional expectations for outcomes. We wanted to create a mutually agreed, aligned, and implemented sales operating model – A model which is built around customer value and collaboration. We wanted to enable our local ecosystem towards acceleration and growth because that is the market's expectation. We wanted to find even more unified and aligned methodology and value messaging towards our customers, but also wider stakeholder access to deliver that mutual value messaging.

Did we reach our expectations? If you were an attending partner reading this, please share your thoughts.

It takes a village to…

'It takes a village to' is often heard in our company when something meaningful and impactful is accomplished. And it’s true! This program was a huge cross-functional push from our partners, but also ServiceNow teams and stakeholders. We had approx. 30 people attending from partners and matching 30 people from ServiceNow; including senior leadership, innovation office, business value consultants, the whole local sales team, pre-sales consultants, partner enablement, marketing, and partner alliance and ecosystem. And everybody contributed, and everybody learned something new!

Value of Collaboration and Encore

The program was closed and wrapped rocking! The learning objective for the last module was ‘learn how to celebrate successes, and everybody passed! We spent a very special evening at the terrace of the restaurant Grotesk. The big surprise program was delivered by the live band Kings of Vallila, with our own Juho Friberg in guitar and vocals! The power of collaboration and human connection was again proven.

Thank you

Thank you dear partners for the investment. The time, focus, and commitment you put into this were fantastic! The way our partner ecosystem came together and collaborated was exceptional!

A very special thank you to our core program team; Johanna L?nsisaari, Antti M?kinen, and Jeroen Verdonk. This wouldn't have been possible without your amazing contribution!

Also, a big thank you ServiceNow team of speakers and sponsors; Eelco Wanders, Michael Maas, Chris Pope, Juho Friberg, Antti Taskinen, Alex Tesdorf, Ulrica Kajler, and the whole ServiceNow Finland sales crew!

I feel excited, energetic, humble, and proud all at the same time. Customers, be prepared to win as a team with us!

?Your Program Principle, and ServiceNow Partner Manager Tomi Tarpio