‘We’re thrilled to be part of that program. And the end customers are going to see all the value because they’re going to be able to start utilizing the platform so much quicker than customers from years ago. For us as a partner, it gets us connections and relationships with customers that we may not have had before,’ says Jason Rosenfeld, chief growth and alliances officer at solution provider NewRocket.
ServiceNow used the week’s Knowledge 2026 conference to introduce a couple of new offerings specifically aimed at its channel partner base as a way to help them quickly bring customers up to speed with the latest in the company’s AI technology.
These include a guarantee that ServiceNow in conjunction with partners can get out-of-the-box AI capabilities into production with 100 days and a new ServiceNow maturity framework to show partners what they need to help customers grow their AI capabilities.
Michael Park, ServiceNow’s senior vice president of global partnerships and channels, told CRN that ServiceNow currently has five routes to market: consulting and implementation, service provider, resellers, hyperscalers and the ServiceNow Build partner program.
[Related: Partners Tout ServiceNow’s Innovation Engine: ‘Beginning To Unlock The Age Of AI’]
“They’re all very separate today, but as we’re moving to AI platforms there’s no one customer that’s going to just have one platform,” he said. “There’ll be multiple platforms, and so what we’re doing is preparing the channel for these routes to market to interoperate because in the future there’s no one partner or one vendor that can deliver everything that’s going to be needed by a customer.”
ServiceNow builds a robust ecosystem that can connect these multiple platforms to operate together to create the right outcomes via agents from the platform providers or using models such as Anthropic and OpenAI, Park said.
“What we’re seeing in the customer signal is many different agents are being built on many different platforms,” he said. “And so there’s a whole new opportunity emerging for our partner ecosystem and for ServiceNow to deliver the technology to help them secure, administer, drive compliance and integrate workflows across platforms through our AI Control Tower, where you can build multiple agents on multiple platforms but you can administer from a single point of control.”
ServiceNow is now an agnostic AI player working with any other partners in the ecosystem via AI Control Tower to transition from project-based delivery, which is going to continue to happen, to outcome-based services, Park said.
ServiceNow’s 100-Day AI Guarantee
One way ServiceNow is doing this is with its new 100-day AI guaranteed delivery, and the company already has commitments from 27 initial partners to the new program, Park said.
“We will put an offer out that says for any customer that chooses to go with ServiceNow AI out of the box, we will guarantee the delivery of that in 100 days, and the partner ecosystem will take part in that delivery,” he said. “We have 27 partners that will be part of the program to make sure we can activate a standard out-of-the-box AI product for customers within 100 days.”
Businesses can be easily confused about AI with all the noise in the market, but ServiceNow wants them to know the company’s AI platform has AI capabilities out of the box, Park said.
“As we engage around AI, it’s with a partner-powered model to go forth and deliver a guaranteed 100-day deployment,” he said. “This is something we’re going to sell with our Customer Excellence Group organization, but the partner is going to be the delivery arm behind it in the first phase. Over time, they’ll be trained to use all the tools and capabilities that we’re building for something that can scale even more broadly. But for this first go, we want to make sure that partners are working hand in hand with our services to get customers up and running inside of 100 days.”
ServiceNow will be the prime with the 100-day guarantee, and partners will subprime it, Park said.
“It’s a promise we’re making to the customer: that between us and the partner we’ll get them live on their standard product within 100 days,” he said.
ServiceNow can make this guarantee because it does not include customization, Park said.
“The AI products we built are based on models we’ve deployed successfully over the last two years with ServiceNow,” he said. “Nearly half of our new licenses are coming from AI. We know enough about the use cases to stand them up quickly. Think about this. The reason we were able to get 27 partners in quickly is this is not just getting something into production and then it’s done. This is more of a PoC [proof of concept]. This is a get to production on a standard product and then start expanding from there.”
Partners And The 100-Day AI Guarantee
Andrew Paolino, general manager for the U.S. at Konversational, a Dublin, Ireland-based solution provider and one of the initial channel partners joining the 100-day AI guarantee program, told CRN that customers are more than ever looking to solve the same problems they’ve always been looking to solve, which ServiceNow does really well whether it’s in IT, customer service or Salesforce automation.
“They want to get those problems solved as fast as possible,” Paolino said. “With AI, you get a lot of acceleration. Historically, in the ServiceNow world, pick a capability like ITSM [IT service management], for example. If you want to implement a baseline capability like Incident Management or Problem Management, we usually said it would take plus or minus 25 to 45 days. And I think that as the use cases get more complicated, that’s gotten longer. And now you’re saying you want to apply AI. So, yes, I think 100 days is reasonable, provided that what we’re doing for the customer is as close to out-of-the-box as possible, with some level of reasonable configuration.”
ServiceNow and its partners are all on the hook for the same thing, Paolino said.
“And that implies to me that we are all therefore going to erect the same guardrails, meaning we have to hold ourselves and the customers accountable. So yes I’m excited about it and the opportunities.”
Jason Rosenfeld, chief growth and alliances officer at NewRocket, a San Diego-based solution provider that is also one of the 27 initial partners in the 100-day AI guarantee program, told CRN this is an incredible opportunity for partners combined with ServiceNow to show the value of the platform.
“This is on top of the value-add that partners like NewRocket have,” Rosenfeld said. “We’ve also built accelerators on top of the platform to work through requirements gathering all the way through configuration, leveraging some of the technology that we’ve built to accelerate implementation and value for customers. I don’t know that we could have offered these things two years ago because we didn’t have the technology that we have in our arsenal today.”
The major value to customers is that 100-day guarantee, which works because partners have the needed technology at their fingertips, Rosenfeld said.
“We’re thrilled to be part of that program,” he said. “And the end customers are going to see all the value because they’re going to be able to start utilizing the platform so much quicker than customers from years ago. For us as a partner, it gets us connections and relationships with customers that we may not have had before. So that’s a positive thing, and that’s the value of the ecosystem and how working with ServiceNow is truly a partnership.”
New ServiceNow Maturity Framework
Another way ServiceNow is helping partners bring more AI to their customers was to build a new methodology as a prelude to an outcome economy white paper that Park said introduces a three-level maturity framework. That framework, he said, focused on how partners can use the ServiceNow platform to move to more outcome-based delivery services to ensure partners get paid for measurable business results, not just hours worked.
“At our [January] sales kickoff, we announced that we’re delivering the Partner Business Value Composer,” he said. “We’re aligning that with this maturity framework so partners have, based on the ServiceNow platform, the ability to quantify the financial impact by training them how to write SOWs [Statements of Work] with performance bands, how to govern delivery through milestone gates, and how to expand into subscription-based managed services with the outcome-based delivery playbook that combines these things.”
This is not just a PowerPoint presentation but instead is an operational guide with real economics behind to let partners go from an entry level all the way up the maturity model to help change how they think about delivering services, with outcome-based delivery the default, Park said. This includes all the AI capabilities ServiceNow has packaged into its offerings, he said.
