Map. Benchmark. Leverage. Close.

Every engagement runs through the same four steps. They are sequential because leverage is built, not found: you cannot benchmark what you have not mapped, and you cannot close terms you have not earned the leverage to demand. This is the method behind a 30% average reduction across 500+ engagements.

1 · Map

We map entitlements, usage, renewal dates and the true cost per module. The goal is to see the estate before the vendor does: which seats are active, which modules were bought and never deployed, where requesters are mislabelled as fulfillers, and what the contract actually commits you to. On ServiceNow that means a full license audit and a total cost of ownership model across every line, not per SKU.

2 · Benchmark

We benchmark your pricing against deals of the same shape and size, so the target is grounded in evidence rather than hope. A defensible benchmark is what lets you reject a vendor's "this is our best price" without bluffing. The discipline, and what enterprises really pay, is in our discount benchmarks guide.

3 · Leverage

We build competitive tension and a credible alternative, then time the cycle so the pressure sits on the vendor. Leverage is partly a calendar problem: a renewal worked in the final weeks is worked on the vendor's terms. We start 9 to 12 months out and use timing and competitive tension as deliberate tools.

4 · Close

We lock the terms: annual uplift caps, True Forward protection, ramp schedules, exit and renewal rights. A good price with bad terms is a future overcharge waiting to happen, which is why Close is its own step and not an afterthought.

Two ways to engage

A fixed fee scoped to the engagement, or gainshare with no savings, no fee. Either way the method is the same. See it applied on the ServiceNow platform page and in the full ServiceNow Pricing 2026 guide.