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TRANSCRIPT
Software Asset Management
Director, ITAM Product ManagementServiceNow
German Bertot
2 © 2018 ServiceNow, Inc. All Rights Reserved. Confidential.
Speaker introduction
Name: German Bertot
Title: Director, ITAM Product Management
Company: ServiceNow
3 © 2018 ServiceNow, Inc. All Rights Reserved. Confidential.
Agenda
Software Asset Management
2017 to 2018: What a difference a year makes!
Q&A
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Safe HarborThis presentation contains “forward-looking” statements that are based on our management’s beliefs and assumptions and on information currently available to management. We intend for such forward-looking statements to be covered by the safe harbor provisions for forward-looking statements contained in the U.S. Private Securities Litigation Reform Act of 1995. Forward-looking statements include information concerning our possible or assumed strategy, future operations, financing plans, operating model, financial position, future revenues, projected costs, competitive position, industry environment, potential growth opportunities, potential market opportunities, plans and objectives of management and the effects of competition.Forward-looking statements include all statements that are not historical facts and can be identified by terms such as “anticipates,”“believes,” “could,” “seeks,” “estimates,” “expects,” “intends,” “may,” “plans,” “potential,” “predicts,” “projects,” “should,” “will,” “would” or similar expressions and the negatives of those terms, although not all forward-looking statements contain these identifying words. Forward-looking statements involve known and unknown risks, uncertainties and other factors that may cause our actual results, performance or achievements to be materially different from any future results, performance or achievements expressed or implied by the forward-looking statements. We cannot guarantee that we actually will achieve the plans, intentions, or expectations disclosed in ourforward-looking statements and you should not place undue reliance on our forward-looking statements.
Forward-looking statements represent our management’s beliefs and assumptions only as of the date of this presentation. We undertake no obligation, and do not intend to update these forward-looking statements, to review or confirm analysts’ expectations, or to provide interim reports or updates on the progress of the current financial quarter. Further information on these and other factors that could affect our financial results are included our filings we make with the Securities and Exchange Commission. This presentation includes certain non-GAAP financial measures as defined by SEC rules. We have provided a reconciliation of those measures to the most directly comparable GAAP measures in the Appendix.
The information in this presentation on new products, features, or functionalities is intended to outline ServiceNow’s general product direction and should not be included in making a purchasing decision. The information on new products, features, functionalities is for informational purposes only and may not be incorporated into any contract. The information on new products is not a commitment, promise, or legal obligation to deliver any material, code or functionality. The development, release, and timing of any features or functionality described for our products remains at ServiceNow’s sole discretion.
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Traditional Software Asset Management challengesProblem #1: Compliance audits Problem #2: Overspending
Time
$$$
Growing YoY softw
are spend
Software actually needed
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ITIL System
Analytics
Hardware Asset
Orchestration
ITBM
ITOM
ITSM
CMDB
Traditional SAM tool
OptimizationAnalytics
Reconciliation
Request
Discovery
Normalization
CMDB
Entitlements
Leaves opportunities untappedTraditional Software Asset Management
Brittle integrations
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Licensing Complexity Drives Higher Risk and Cost
Add photo
FPO
How to Manage?
Uncertain Compliance Position
How to Measure? How to Optimise?
Overspending on Software
Missed Opportunities with Legacy Tools
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DiscoveryRemediation
OptimisationAnalytics
Request
Reconciliation Normalisation
CMDB
Entitlements
Software Asset Management
Now Platform™
User experience Service intelligence Service experience
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DiscoveryRemediation
OptimisationAnalytics
Request
Reconciliation Normalisation
CMDB
Entitlements
Deliver Strategic ITAM
ITOM ITBM ITSM HW Asset Orchestration Security
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Rapid product innovation
Jakarta• MSFT, ORCL• Entitlements• Normalisation• Reconciliation• Reclamation• Dashboards
and reports
Kingston• IBM, VMware• O365• Recon Grouping• Predefined Suites• Custom License Metrics• Blacklisted Software• MSFT, ORCL• Entitlements• Normalisation• Reconciliation• Reclamation• Dashboards
and reports
London• Citrix• Adobe CC• Entitlement Import• Oracle DB Optimisation• What-if (Change Mgmt.)• GA/EOS/EOL Dates• IBM, VMware• O365• Recon Grouping• Predefined Suites• Custom License Metrics• Blacklisted Software• MSFT, ORCL• Entitlements• Normalisation• Reconciliation• Reclamation• Dashboards
and reports
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Software library improvements
Software Suite DefinitionsLifecycle Dates (EOL/EOS)
Enriched Data
Jun-17 Jul-17 Aug-17 Sep-17 Oct-17 Nov-17 Dec-17 Jan-18 Feb-18 Mar-18
Normalisation Rules—Avg. Weekly Additions
Jun-17 Jul-17 Aug-17 Sep-17 Oct-17 Nov-17 Dec-17 Jan-18 Feb-18 Mar-18
Software Library—Avg. Weekly Additions
Publishers Products PPNs
Source: ServiceNow Content Services System
Customer instances
Local library and normalisation
Central Data Service
Central Software Library
Central Software Library
Unrecognized Discovery data
Library updates
Content Curation Team
Upda
tes
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Welcoming VendorHawk to the ServiceNow Family!
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Replatform onto ServiceNow PlatformVendorHawk key capabilities
SaaS DiscoveryWhat apps do we have?
Subscription Management
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SaaS UtilisationWhat is going unused?
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17-Q2 17-Q3 17-Q4 18-Q1 18-Q2
Strong customer adoption Across industry segments
Business and Consumer Services Communications Media and ServicesEducation Energy and UtilitiesFinancial Services GovernmentHealthcare and Life Sciences Manufacturing and Natural ResourcesRetail and Wholesale TechnologyTransportation
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Michael Scarpelli / ServiceNow CFO / Q2 Earnings Call
[In Q2] We also saw our first $1 million SAM deal to a top-five customer.
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Value outcomes
With ServiceNow SAM, we now have a consistent, up-to-date view of our software assets. We save time, limit our exposure to vendor audits, and optimise our license usage. ServiceNow discovery and reclamation processes are game changers.IT Asset Manager, Raymond James
ServiceNow, the ServiceNow logo, Now, and other ServiceNow marks are trademarks and/or registered trademarks of ServiceNow, Inc. in the United States and/or other countries. Other company names, product names, and logos may be trademarks of the respective companies with which they are associated.
Multiple systems,
spreadsheets
Single system
of record
Limited visibility
Enterprise-wide visibility
Manual, time
consumingAutomated, optimised
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Value outcomes
40%True up cost savings
opportunity
Up to
100KAudit prep cost
Reduce up to
95%Software assets
Tracking
ServiceNow, the ServiceNow logo, Now, and other ServiceNow marks are trademarks and/or registered trademarks of ServiceNow, Inc. in the United States and/or other countries. Other company names, product names, and logos may be trademarks of the respective companies with which they are associated.
We are seeing an opportunity to save millions in hard-dollar savings. For example, we can see when we’re double counting licenses. So far, we’ve found 19,000 machines with this type of license overlap.Joshua Willoughby, Sr. Manager, IT Service Management, CHS
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Mitigate risk
Spend optimisation
Operationalisedata