Globally, the vendor has partnerships with global system integrators (GSIs) such as Accenture, Deloitte, KPMG and DXC Technology, while also recently striking a deal with IBM around intelligent automation on a single cloud platform.
“We also have core base of local partners in Australia and New Zealand so there’s a blend of large GSIs and more focused providers,” Paterson added. “Customers typically deal with organisations that are of similar size and viewpoint and it’s important to have some breadth in that respect.
“We’re very transparent with our partners, to the point that after every implementation we do, we send a questionnaire out to the customer, we collate that information and publish it on our website.
“A customer can then visit our website, find a partner, assess what level they are and how many accreditations they have and find out an average score.”
Through this method, Paterson said customers can see that, for example, ValueFlow is ranked 9.2 out of 10 for 17 responses, allowing the end-user to make informed buying decisions based on size, scope and depth of expertise.
With ValueFlow in high-growth mode, targeting 35-500 seats in Australia, the business is transitioning towards full alignment to the ServiceNow portfolio.
In short, it’s a simple approach for Favelle and his team — follow the product, not the sales.
“We’ve aligned our business with the portfolio and have established a portfolio leadership team,” he explained.
“We’re now in tune with product owners within ServiceNow because they have invested in the future of IT and understand where the market is heading.
“ServiceNow is going places, and going very fast. We want to be a part of that.”
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