Case Study: ServiceNow achieves 1.7X win-rate and democratized, scalable value across sales with XFactor

ServiceNow - Customer Case Study

ServiceNow, a leader in digital workflow management with over 11,000 employees, needed to democratize and scale its value management as part of its Now Value initiative. Their legacy, homegrown solution was slow, required advanced coding for updates, and had low adoption, so ServiceNow engaged XFactor and its value management platform to provide a centralized, easy-to-use system for consistent, brand-aligned economic value conversations.

XFactor implemented a configurable value-management platform, building ServiceNow’s models and going live in just 51 days, then rolling the self-service tools out to 1,000 account executives, solution consultants and 50 value engineers. The XFactor solution automated branded asset generation, enabled model updates in days not months, and drove measurable impact: ~1,500 business cases in six months, ~$140M in web-driven pipeline in three months, a 1.7X improvement in win rate for field-led opportunities, and doubled attach-rates.

ServiceNow

Chris Dowse

Global Senior Director, Value Insights