Service Now Sales Positioning Training (SERVICE NOW SALES POSITIONING v 1)

Course outline

Module One

• History & Growth of ServiceNow
• Software as a Service
• ServiceNow role within sale/support
• Partner models
• ServiceNow's  role within sales cycle and post-sale
• ServiceNow's  expectations of the Partner
• Overview of ServiceNow
• ITIL Process supported by ServiceNow
• Features of ServiceNow
• Product demonstration
• Business Benefits
• Functionality
• Out of the box
• Common customisation
• Practical Session: Product familiarisation

Module Two

• ServiceNow Hosting options
• How secure is ServiceNow?
• Competitor Analysis
• ServiceNow features, benefits, cost of ownership v traditional non-hosted products
• Replacing existing solutions
• Available methods (i.e. rip and replace/phased)
• Impact on business service levels
• Impact on costs (at implementation, year 1, year 2)
• Practical Session: In groups develop and present a customer demonstration session.

Module Three

• Building the final price for solution
• Licensing Models
• Standard SOW/Implementation models
• Common customisation requests
• How this effects implementation time and required skills
• Practical Session: In groups price customer requirements and calculate savings against traditional Service Management solutions

Module Four

• Building the business case
• Walkthrough of real customer case studies and benefits achieved through implementation
• Overcoming common objections
• Practical Session: In groups build a business case for business scenario and present business case as a “solution sale” answering and addressing questions and objections from Decision Maker
• Available Sales & Marketing support tools