Early renewals, license credits, how the rep is actually paid, what Now Assist does to your edition, and the module swap most buyers never ask for. A twenty minute session on the most winnable renewal on our list, and the most commonly lost.
ServiceNow is the vendor where the gap between a prepared customer and an unprepared one is the widest we measure, which is a polite way of saying it is the most winnable renewal on our list and the most commonly lost. This session is heavier on real client examples than the others, because ServiceNow renewals turn on tactics rather than theory.
It opens on the early renewal, which arrives with something attached and is usually treated with suspicion. That is the wrong instinct. Their fiscal year ends 31 December, and a booking landing inside this year is worth real money to the account team independently of the concessions, which is precisely your leverage. The session lists the six structural asks to put on the table at once rather than sequentially, and explains why license credits are often easier to obtain than a discount, and when a credit is a coupon rather than a saving.
It then covers how the rep is compensated and how to shape a deal that pays them while buying only what you had already decided to buy, why a Now Assist proposal is usually an edition upgrade in disguise, and the module swap that lets you clear shelfware without anybody having to say the word wasted. It closes on timing, where aiming at January means negotiating with a rep whose number is already closed, and on the three numbers to judge your renewal by.
Every line jumps the player to that point.
The model. Redress Compliance works on contingency. You negotiate with the vendor first. When you have gotten everything you can get, bring the deal to Redress and we take 25 percent of what we save you beyond your best number. Nothing saved, nothing paid. Talk to us.
