GTMnow (Sales Hacker)

NEW: Inside ServiceNow’s $10B Go-to-Market Engine with Paul Fipps

ServiceNow’s president of global customer operations, Paul Fipps, walked viewers through the company’s $10 billion go‑to‑market engine, a platform that has driven more than 20% annual growth for five straight years. The firm expects its customers to run roughly $80 billion in workflows this year, translating into trillions of dollars of value created on the ServiceNow platform. To sustain this scale, ServiceNow has reorganized around the customer, merging sales, customer success, field operations and partner teams into a single lifecycle organization. Fipps emphasized that customers should never see the internal org chart, calling it “the worst thing you can do as a customer.” He also disclosed that 900 AI pilots were terminated because they lacked governance and posed security threats, underscoring the company’s commitment to a controlled AI‑native transition. The move signals that large SaaS providers are prioritizing governance over rapid experimentation, a shift that could set new industry standards for AI deployment and reinforce ServiceNow’s market moat as it continues to scale its workflow automation business.