Takeaways from a Discussion with an Elite ServiceNow Partner on AI Positioning, Adoption and Demand Trends

We recently hosted a call with the CEO of an Elite ServiceNow partner where we discussed demand trends, adoption of the new AI SKUs, consumption pricing, and the competitive landscape. Key takeaways include: Q3 landed in line to plan, with Q4 lining up to be 35%-40% of annual bookings; the partner is targeting ~30% y/y growth this year (inclusive of acquisitions), with strong growth in $1M+ deals and acceleration in pipeline and bookings quarter over quarter. Every renewing customer is moving to the new SKUs at a ~10%-25% uplift, with none choosing Standard, most landing on Advanced and Prime at ~10%-20% of the mix. Customers are cautious on consumption, with credit pools yet to be exhausted and AI rolled out one use case at a time. No seat reductions yet, with any impact likely around six months away and offset by consumption. Flow is ServiceNow's answer to AI-native point solutions, with no competitor at the enterprise level.