The ServiceNow team is raising the bar by innovating on our own platform, taking an end-to-end agentic AI-first approach to running our business. We see this in a 16x improvement from lead-to-sale conversion & an over 86% deflection of the soul-crushing work people used to do themselves.

ServiceNow reported earnings yesterday alongside Google & many other companies. All the insights out of those reports were interesting, but this was the one that stood out the most to me.

A 16x improvement from lead-to-sale conversion is staggering.

Let’s assume that the lead to sale conversion rate was 5% before this quarter.¹ At the end of the quarter, this means it was 80%.

Consolidation is the motif of the era, & ServiceNow, with its broad platform across many different internal operations of a business, including operations management, asset management, CRM, & service desk, seems to be benefiting pretty enormously from budgetary pressures both in commercial & government segments.

The company also reported a 30% increase in government ACV : DOGE may have served as an accelerant to the platform.

With more earnings scheduled for the next few weeks, I’m certain we’ll see this broader trend to play out.

It presages a new era of software sales.

Consolidation of many tools into one platform & AI adoption to maximize productivity will be the hallmarks of effective sales pitches for software.