Buyers
Applications & Platform
Sales Strategy
Competition
What's Important
100
As the IT Director, this application will give me a simplified view of cost allocations and allow me to track service costs.
What is IT Cost Management?
100
Popularized by YouTube, these are now embeddable in any Service-now.com HTML field.
What is video?
100
This application improves the power of Service-now.com by offering telco, energy and managed service providers the ability to completely track the service lifecycle. When selling, be sure to identify if this application is relevant to the prospect’s business. If applicable, this tool is an ideal opportunity to increase user count and expand Service-now.com with existing customers.
What is Field Services Management
100
These are three different big companies who are all playing “catch-up” with Service-now … and still way behind us!
Who are BMC, HP and CA
100
This app uses the Service-now.com CMDB service model to automatically aggregate expense lines to track service costs.
What is IT Cost Management?
200
This application provides a VP of IT the ability to analyze project health and make sound investment decisions that support the strategic objectives of the business.
What is Project and Portfolio Management?
200
Multi-touch gesture support makes "right click" functions a possibility on these devices.
What are the iPad and iPhone?
200
The ideal audience for selling this application is a C-level executive. The application itself is a key part of any CIO dashboard; it fulfills an elusive goal that few organizations have achieved. Selling this piece pushes the conversation beyond just incident and problem management, showing a greater financial picture of an IT department.
What is IT Cost Management
200
"IT Cost Transparency" and "Lean IT Operations" are two buzz-phrases used in this new market for Service-now.com.
What is IT Cost Management
200
Three functions included in Project and Portfolio Management.
What are project management, project portfolio management, and resource management?
300
This application is particularly useful for dispatch agents in organizations that have substantial field service activities (such as telco, managed service providers or energy companies) that assign tasks to technicians based on their skill set and locations.
What is Field Service Management?
300
If you don't know the question, just Google it...this capability is now possible from the mobile interface.
What is global search?
300
This application is sold to IT departments as a tool they can offer to their customers. In new deals it should not be the main focus. For current customers it is an ideal offering to better support the business units outside of IT.
What is Shared Services Application
300
This company positions itself as "the independent portfolio management market leader" and is well known in the project management space.
Who is Planview
300
Availability can be managed at multiple levels. This level of availability management is captured by Service Portfolio Management and helps IT executives track overall IT health through dashboards.
What is service availability (not asset availability)?
400
As an application development manager I am tasked with keeping up with business automation demand. I use this application to quickly offer business automation to many departments including the HR and facilities management teams.
What is Shared Services Applications
400
Drag and drop attachment support is now possible through this new markup language.
What is HTML5?
400
This application should lead any sales discussions. Beginning with this application provides a strategic introduction to the power of our integrated platform. In current customers, there is the opportunity to increase user count, however, more likely this application will increase our stickiness with existing accounts.
What is Service Portfolio Management
400
This is a company whose Service Management product was recently released after years of development and only works on one operating system and only integrates with their own technology.
Who is Microsoft?
400
Three service components documented by Service Portfolio Management.
What are scope, price and commitments (availability)?
500
As the CIO, I can quickly view service availability dashboards to track service health using this application.
What is Service Portfolio Management?
500
Service-now.com gives customers a peek behind the upgrade curtains and more command over the process with this new Spring 2010 platform feature.
What is the upgrade history control module?
500
Two sales strategies accompany this application. First, it may be sold as an add-on to expand a competitive engagement; or second, it may be sold when the competition is deeply entrenched. This application can compete directly with other tools when the end use is within IT departments. However, it should not be sold as a stand-alone product for purposes outside of IT.
What is Project and Portfolio Management
500
Organizational needs to optimize service processes as a way of lowering costs are causing service organizations to consider software in this market
What is Field Service Management?
500
The triangulation of these three data points result in accurate dispatch and completion of field-based service orders.
What are location of service order, technician resource management (technician availability, technician skill set, technician location) and inventory management (trunk stock, warehouse, customer stock)?
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