Service NOW Sales Play

Question 1

Why should you be excited about how NewCo can serve your clients with ServiceNow?

Answer 1

1. NewCo’s capability is rated as “Winners Circle” in a Horses for Sources Survey of ServiceNow Service Providers.
2. NewCo has the most ServiceNow deployments, certifications, and customer instances under management.
3. ServiceNow is the second fastest growing multibillion dollar enterprise IT provider in the world in a market worth sixty billion dollars in opportunities.

Question 2

What does ServiceNow mean to our clients?

Answer 2

ServiceNow transforms IT and the greater business (including HR, customer service, and project management) by:
Automating and managing service relationships across the enterprise
Providing a single system of engagement for technology and business services

Question 3

2nd fastest growing after AWS

Answer 3

60 B market

Question 4

DXC’s perspective on ServiceNow

Answer 4

Single SaaS model for numerous business functions
Comprehensive portfolio from infrastructure to platform to business solutions
Unified system of engagement to automate and manage service relationships

Question 5

DXC Qualifications

Answer 5

Number 1 ServiceNow integrator
Top ranking in the “Winners Circle” in Horses for Sources (HfS) Survey of ServiceNow Service Providers
Most deployments (3000+), most certifications (350+), and most customer instances under management (300+)
Highest customer satisfaction score among Global Strategic Partners
Tenured Global Strategic Partner
Highest ServiceNow partner level every year
Global Strategic Partner (biggest of only 5)
Innovator and Thought Leader
First and largest ServiceNow app developer
50+ proprietary ServiceNow courses
Developed first ServiceNow training guide

Question 6

Business Outcomes

Answer 6

1. Improved service quality
2. Reduced average employee on-board time by 62%
3. Reduced request time per user by 92%
4. Increased productivity
5. Improved staff productivity by an average of $5.63M over five years
6. Increased user adoption of self-service by 53%
7. Bulletproof run state
8. Reduced unplanned downtime by 35%
9. Increased most recent release by 83%
10. Modernized workflow
11. Modernized antiquated apps and manual workflows with rationalization and development
12. Accelerated turnaround on enhancements and defect fixes by 42%

Question 7

Why SNOW Play

Answer 7

1. Too many portals and not enough uptake of user slf srvice

2. Fulfillment centers like silos

Question 8

IBM / Deloitte:
Established market position and branding
Broad analytical portfolio that addresses wide spectrum of customer needs

Answer 8

End-to-end life cycle experience
ServiceNow dedicated focus
Broad platform expertise

Question 9

Linium, Acorio, Atos:
Mobility
Local relationships and resources

Answer 9

DXC, however, provides a larger breadth of Offerings, consistent delivery, and deep technical expertise.
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Question 10

Indian pure plays, such as Infosys and Cognizant, offer lower prices and have established outsourcing relationships.

Answer 10

DXC’s position against them includes strong engagement with on-shore staffing, a non-hourly work unit structure, and access to all experts through a single contract.

Question 11

Our next competitor is ServiceNow Professional Services, who offers brand name credibility and allegiance of ServiceNow sales leaders.

Answer 11

DXC’s position against them includes direct engagement, the ability to design Run Phase services, and independence from licensing.

Question 12

Boutique firms such as Crossfuze and Careworks, which have strong ServiceNow product and technical relationships

Answer 12

DXC, however, also offers Run services, the ability to scale solutions, and support of third-party applications.

Question 13

DXC Uniquely Qualified

Answer 13

DXC is uniquely qualified in ServiceNow:
Most deployments, most certifications and most run-state clients
Highest ServiceNow partner level
Largest ServiceNow app developer
Because of an exclusive ServiceNow LEASE model, DXC helps clients more efficiently and at a lower cost
DXC’s competitive advantages include end-to-end life cycle experience, dedicated focus, and accelerated time to value

Question 14

Recognize common needs

Answer 14

Create a common intake or architecture,
Modernize and consolidate legacy systems,
Automate workflows and common tasks,
and improve governance and oversight.

Question 15

Some of the most common indicators of a ServiceNow opportunity are:

Answer 15

Multiple functions requiring a common architecture and unified portal
Disparate systems that lack coordination and consistent workflow
Weak governance over service delivery
Little to no visibility into cost and effectiveness of service delivery

Question 16

Transform service management processes 1

Answer 16

Accelerated ITSM Implementation uses our proprietary LIFT framework to deliver customizable Self-Service Portals, pre-built process documentation and training material, and ongoing post-implementation support

Question 17

Transform service management processes 2

Answer 17

Business Management Implementation builds business value from the IT foundation for specific functions including security operations, HR service, and customer service.

Question 18

Service Management 3

Answer 18

ServiceNow Management Services provides turnkey, twenty-four-by-seven support and governance of ServiceNow.

Question 19

Continual Service Improvement as a Service

Answer 19

Continual Service Improvement as a Service is a “coaching” Offering that helps customers improve their Service Desk performance against industry-standard KPIs.

Question 20

Innovate and modernize portals

Answer 20

Customer Portal Modernization and Integration consolidates portals and request processes from dozens of interfaces to a single point of engagement for self-service, knowledge, and automation.

Question 21

App Run Support

Answer 21

Application Rationalization, Development, and Support assesses the client’s legacy estate for ServiceNow suitability and then prototypes, builds, and deploys application solutions with run support.

Question 22

Most common needs

Answer 22

Lack of workflow automation,
Disparate and uncoordinated systems,
A need for a common architecture or intake over multiple functions,
And the return on investment or roadmap for the current ServiceNow environment is not where it should be.

Question 23

Specific offerrings

Answer 23

Accelerated ServiceNow ITSM Implementation,
ServiceNow Management as a Service, and
ServiceNow Integration and Legacy Replacement.

Question 24

Accelerated ServiceNow ITSM Implementation (LIFT Enterprise)

Answer 24

Delivers customizable self-service portals, pre-built process documentation, and ongoing post-implementation support. For new ServiceNow customers, this Offering provides a running start
Key components include:
Preconfigured solutions and automation
Tailored modules for Service Portal, Intake, Knowledge, Incident, Problem, and Change Management
Design alignment of services across configuration, routing, and delivery
Structured workshops for reviewing and defining each core process
Includes 1 year of Run state support

Question 25

SNOW Client Outcomes

Answer 25

Unified experience across the organization
One holistic implementation in 6 months or less
Improved internal processes
Documented standard processes for ITSM, ITAM, HR, Facilities, and so on
Modernized processes for paper systems
Standardized IT service delivery
Fewer and more efficient escalations
Improved mean time to resolution
Best Practice Governance model
Improved categorization, knowledge access, and optimized workflow
Alignment of workflows with standards, measurements, and audit points