ServiceNow’s $1B AI Plan: What It Means for Customers

Insights for IT Negotiations

In this episode, Adam Mansfield, Advisory Practice Leader at UpperEdge, analyzes key messages from ServiceNow’s recent Financial Analyst Day and what has been revealed to ServiceNow customers, including ServiceNow’s clear focus on accelerating AI revenue growth and getting customers to upgrade. He also discusses what that means for customers moving forward.

ServiceNow is aiming to grow its AI-related revenue from $250M to $1B by FY26, largely by pushing customers to upgrade to Pro Plus (Pro+) through “low cost” starter packs, steep uplifts, and vendor friendly hybrid pricing models that include a consumption based pricing component.

Adam outlines:

• ServiceNow’s AI revenue goals and growth strategy
• Why the “low-cost starter pack” isn’t just a trial, but a hook
• How to protect your interests before committing to Pro Plus
• What to negotiate now before you “start tasting”

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