The Unconsidered Needs Framework: A path for partners to grow their ServiceNow Revenue

**?The views and opinions expressed in this article are my own and do not necessarily reflect the views or opinions of my employer?**

The Cambridge dictionary defines “stereotype”??as – 'a set idea that people have about what someone or something is like, especially an idea that is wrong'.

When Fred?Luddy?started ServiceNow in 2003 his vision was this really great, simple platform for creating workflows.??The market then was not?interested.

So he showcased use cases around IT-support management using this platform. This time the market bit. Over the years the ServiceNow platform evolved and introduced several other capabilities that solved use cases outside IT. However, many a time a stereotype that this was a “ticketing” tool got entrenched in the minds of people.?

In my role leading SCs, I am always on the lookout for ways to help my team to position ServiceNow better in the minds of partners. Recently I came across this concept of “unconsidered needs” that I felt tied wonderfully to ServiceNow’s Global Solution Framework.?

This blog is an attempt to help partners understand how to grow their ServiceNow revenue by solving customers' “unconsidered needs” using the Now Platform.

The unconsidered need is a phenomenon in decision-making psychology that is backed by scientific research. Corporate Visions, in conjunction with Dr. Zakary Tormala, a professor at the Stanford Graduate School of Business, conducted a study to determine how (if at all) the unconsidered need moved buyers. The research revealed sales pitches built around the unconsidered need outperformed other pitches. To know more have a look at this video published by Corporate Visions Inc.

The key takeaway from this video is that you stand to significantly improve your customer conversations by introducing your prospects to unconsidered needs — but only?if you do it early.

How do we relate this concept of unconsidered needs to partners growing ServiceNow revenue?

If you only provide solutions to the stated needs of a customer with the capabilities of the Now Platform, you are leaving money on the table.?

To grow your ServiceNow revenue, get your sales and presales team to identify and introduce “unconsidered needs” to expand the value of—and the need for—your solution.?You can do this by showing clients the problems or missed opportunities that are off their radar, then linking those challenges to your unconsidered strengths. This technique represents a huge opportunity to create urgency and differentiation.

Partners should look at our Global Solution Framework and see which unconsidered needs of their customers can be addressed by a specific platform capability and then land that message along with the solution message of the stated need.