Sourcing in practice | Session 1

The ServiceNow Renewal

Paying twice for the platform you run. A ServiceNow renewal worked live off the order form: the discount read from the paper, the peer band and verdict, the levers priced, and the asks written for the meeting. With briefings from the advisory desk. Recorded August 2026.

The first two minutes play for everyone. The full session is available on request with a work email.

What this session covers

The ServiceNow renewal usually arrives as one number doing three jobs: renewing the platform you depend on, pricing the growth the vendor forecasts for you, and attaching this year's new products. This session takes that number apart on a live order form, and prices each job on its own terms.

Live on the sample workspace, the order form is dropped on the benchmarking desk and opens as a worked deal: the blended discount read off the paper, the peer band with its midpoint, the verdict with the gap in money, then the levers, the rate floor, the uplift cap, and the structural asks written against every dimension of the paper.

Between the live segments, the advisory desk cuts in with short recorded briefings: how ServiceNow prices an installed base, the module audit method, and the walk-aways a buyer can actually say on a platform this sticky. The session closes with the week of preparation to run if your own renewal is inside the next two quarters.

Agenda