Summit Session

ServiceNow Deal-Makers Toolkit

Originally Aired: February 10, 2021 Now Your Desk!

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ServiceNow has shown little flexibility to its customers over the course of the pandemic, refusing to grant concessions and inflicting larger than average price increases of 10% or more for product changes. ServiceNow’s recent behavior has solidified its reputation as one of the most ruthless vendors with which to negotiate. This session examined the pitfalls of a ServiceNow negotiation and identified contractual risk to help buyers compete with the ServiceNow sales strategy and achieve a successful deal.

Key Highlights:

  • A summary of ServiceNow’s recent behavior and a look at licensing challenges
  • Rebrands and price hikes: the ServiceNow playbook
  • Best practices for ServiceNow deals, with a focus on understanding risks, the various license types, and alternatives to the ServiceNow proposal


Dan Beyh

Senior Analyst

Dan joined ClearEdge in early 2019 to specialize in Software-as-a-Service (SaaS) cases, with a focus on ServiceNow and Salesforce. Prior to ClearEdge, Dan served as an analyst and later as the Manager of Investment Operations at Northwestern Mutual, where he inspected, traded and re-balanced client accounts according to their risk tolerance and investment objectives. Dan graduated from Bucknell University with a B.S. in Mathematics and Economics.

Sean Sweeney

Managing Director

Sean has a passion for start-ups, disruptive technology and cloud-based solutions. He’s been a Managing Director at ClearEdge for more than 4 years, and is currently focused on the New York City IT and Sourcing communities. Over the years, Sean has lead ClearEdge’s client service delivery, events, training, products, marketing, and partnerships. Sean previously worked as an analyst at Forrester Research specializing in system integration, sourcing strategies, and vendor relationship management. He also advised on new product viability and development, market size, commercial opportunity, and launch. Prior to that, Sean served a manager at Accenture. He is a graduate of Boston College with degrees in Economics and English.