In this moment, excerpted from the Partners Ecosystem Digital Event which was held on April 20, Bob Evans and Erica Volini, SVP, Global Partnerships, ServiceNow, discuss the importance of companies establishing trust with their partners. Additionally, Volini shares an example of collaboration between ServiceNow and Samsung, which emphasizes what can be accomplished alongside a partners ecosystem.
00:13 — Volini explains that one of the first things she did when coming into the role is working closely with leaders of all of the ServiceNow products. She asked them about what the “three-year road map looked like,” about their focus, and where they intend to go, in addition to the “open skies,” which are areas outside of the roadmap.
00:30 — In September of 2022, ServiceNow took its entire partners ecosystem and gave them complete visibility of where those open skies were. At the same time, ServiceNow built what they are calling a Partner Solutions Center of Excellence (CoE). This is a dedicated set of people that sit within the organization that are solely responsible for “facing off with partners.” Volini explains that this group helps engage ServiceNow’s product lines, to make sure that there’s complete alignment before they invest.
01:16 — Volini explains how she recently published a blog post with Sean Im, President and CEO, Samsung SDS America. Together, the two companies developed a solution called Zero Touch Mobility. “So think about your large company. You need to deploy phones to all your employees, you need to get them fixed. You need to get them off-boarded. It’s super painful when you have to talk to someone live. We could do it without ever needing to talk to an agent using our platform. Samsung wants to build it. We said great. We worked with them.”
01:53 — ServiceNow cleared the solution with its product team and now the two companies are driving a “joint go-to-market around it.” Volini notes that this is a perfect example of what we can achieve together. When companies have those upfront, honest conversations and are transparent about what’s on their roadmap and what isn’t, they are bound to develop deeper levels of trust.
02:17 — “As an enterprise company, there is no way we can tackle every single area of business issues that the enterprise has. That’s why we have an ecosystem,” says Volini in closing.
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