Companies using the ServiceNow platform are asking for more than before. It used to be enough for a partner to set up the system and hand it over. Business leaders are now demanding partners create “agents”, intelligent systems that enable cross-functional operations in IT, HR, and customer service. Deals being signed today include partnerships for AI agents, guidelines on responsible AI use, and industry-specific AI applications, making this the most active period for strategic innovation.
ServiceNow’s earnings reflect this increased demand, with its recent reports of $ $3.67 billion from subscriptions, a 22% increase from the year before. Experts predict the company will earn close to $16 billion in revenue for the first 3 months of 2026. Since the last quarter of 2025, the company has increased spending by more than $10 billion on acquiring competitors to build its AI and safety ecosystem. ServiceNow partners are, therefore, feeling the need to invest more in acquisitions, employee training, and their capabilities to meet rising expectations.
Partner companies that cannot show real AI results or focus on a specific industry are losing pricing power. Meanwhile, bigger partners with strong AI skills are charging more and winning big clients, including some of the world’s largest companies. Businesses are now choosing partners based on ready-to-use AI tools and how well they manage AI safely, rather than just counting certificates. Safety, rules, and top-level company reporting are now part of every conversation with a partner.
Companies that see their ServiceNow partner as a true partner in strategy, rather than just a service provider, will gain the most as AI keeps growing. The partners winning in this new phase are the ones that can clearly show their AI results to company leadership, while others still depend only on listing their certificates.
