Selling ServiceNow applications

[rhofing]

We are a ServiceNow shop and we are exploring the possibility of expanding outside the typical ITSM market by offering business applications that target other, specific industries.   I am wondering if anyone else has had experience marketing ServiceNow in this manner. For example, we would create a custom business application for industry X in SN, we would then try to sell that application (and by extension, the SN platform) to the industry (with the hope that they will want other apps once they get familiar with SN).   In this scenario we are not targeting IT departments or users.

My concern is that the price may be too high for the potential customer since, from their perspective, they are just buying one application.   I would be interested to hear feedback from others that have done this.

Ric

[rhofing]

HI Matt, your phrase "the clear solution of choice for both enterprise customers and partners" is really the focal point for me, particularly the word "enterprise"; which seems to be synonymous with "large company with large budgets".

My marketing musings have been leaning toward targeting smaller companies, particularly those that are looking for IT tools to increase their competitiveness (or simply maintain it). Often the applications they need will be used by only a handful of users, and often these tools are very specific in nature, with a very limited audience. A small business often cannot afford IT tools that cost tens or hundreds of thousands of dollars per year.

It has been my experience that many of these smaller customers often are ignored, as vendors target large and medium-sized companies; for many small companies the price of entry is simply too high.

I cannot help but think that there is a vast, untapped market of smaller companies out there for whom a tool like SN would be very useful, but will remain beyond our grasp due to cost.

Ric

[Manal AQUIL]

This is insightful.

[Uncle Rob]

Its over 6 years ago.  Don't think any of this information holds anymore.