>> Announcer: Live from Orlando, Florida
it's the Cube covering Servicenow Knowledge 17.
Brought to you by Servicenow.
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>> Welcome back to Orlando everybody.
This is the Cube, the leader in live tech coverage.
I'm Dave Alante with my cohost Jeff Frick.
Mark Toludo is here with Patrick Stonelake,
cofounders of Fruition Partners now, a DXC company.
Welcome to the Cube, Mark you were one of the first
SIs that we ever met in the Servicenow ecosystem,
acquired by CSC and now the spin merge with HBE,
explain it all, how'd you get here?
>> Yeah well that's great so we really grew up
in the Servicenow ecosystem, right.
That's where really Fruition became
really what it was and is.
CSC came 2015 so they came, acquired us,
we became Fruition Partners with CSC brand.
CSC then did an acquisition of UXC,
a very large SI out of Australia and with that was Keystone,
probably now the largest Servicenow system
in the greater Australia so they came into our practice
as the Fruition Partners Australia brand.
We then went out under CSC and did another acquisition
in mainland Europe Aspediens.
They covered Switzerland, France, Germany, and Spain.
And so now they're the Fruition Europe end.
So we still have this Fruition practice inside of CSC
at the time and then the HP enterprise services
so that's only the EDS group, the services group,
not the hardware or software group.
So then they choose to spin merge with CSC and form DXC.
So we're still the Servicenow practice Fruition Partners
DXE technologies company so all the Servicenow,
everything you're seeing, that's what we're
enabling for customers.
>> Now Patrick, how did that all affect the go to market?
>> It enables us to be more global right.
Part of the reasons why we acquired these companies
and continue to look to do so is our customers
are demanding from us a very consistent, boots on the
ground experience, multiple languages,
but all running the same methodologies,
running the same accelerators and getting them
to the finish line at the same time.
So DXC and the kind of checkbook and influence of DXC
has really helped us do our part
in consolidating that market.
But what I think we've really just started to scratch
the surface of is how we can empower DXC as you know
kind of become the engine that runs the nine major offerings
of DXC and start to get service now into support
of those offerings, modernize them, make them more
efficient, and make them more attractive to customers.
>> You guys were early on, you know we've talked about this
in the past, kind of placed your bets, paid off.
Is this sort of work flow automation the next big thing?
It seems now that everybody's glomming onto it.
>> Yessir.
>> Is it and why now?
And where do you see it going?
>> So we see this, as Patrick mentioned, DXC has nine service
offering families, right and that includes like
big data, cyber, vertical applications,
certainly the outsourcing business is still significant.
But what we're seeing is Servicenow is this workflow
backbone middleware that kind of connects us all.
So we have the DXC offering family leads coming to us
and saying listen we understand that Servicenow can do
ITOP for a business process orchestration,
we understand it has a SECOPS component,
so now we have an ISECOPS offering.
So they're seeing that Servicenow is kind of the glue
to bring together these various offerings
and it helps us go from our traditional relationship
with the IT department to now branching out into HR,
into security, into that CSM space.
Even in the business process automation space,
that can be claims process.
The total business functions that are automated
by this work flow, it's not just the work flow itself,
it's that the work flow ties into the other silos
so that it's not just email,
it's actually intelligent email, intelligent routing.
So we see it as the glue to
keep all these offerings together.
>> And then you guys are starting to build solutions
on top of a Servicenow platform and go to market
with the solution, versus you already have Servicenow,
we're going to be a kind of typical consultant
and help you do best practices, et cetera.
>> Exactly, you know it's kind of a combination of the two.
But I think the best way to think about it is
that Servicenow is doing its best to be as
horizontal across the enterprise as possible, right?
Security is a really excellent example of a place
where Servicenow is a natural fit,
you connect the cycle with security and IT.
But one of the things that we're looking to do is to
bring the industry expertise of DXC to some of these
Servicenow enabled solutions.
Mark talked about our ISECOP solution,
which is horizontal managed security services.
But we debuted yesterday that we're going to be working
with Servicenow and their catalyst program
around a healthcare splinter of ISECOPs
because there are all kinds of uniquely healthcare provider
oriented security concerns that the actual thought
leadership and the knowledge of the cyber consultants
at DXC really bring a lot to the table.
So we could build a solution in conjunction with Servicenow.
They rely on us for the industry expertise,
and they just keep that security piece humming
and up to date and locked in with the rest of the platform.
>> You know we have another offering, just to add to that,
is out of Europe, one of the consulting groups said
environmental health and
employee health and safety in manufacturing plants.
They said listen there's a product
out there in the marketplace,
can you do something better or different
using the Servicenow platform?
So we actually took that subject matter expertise
from DXC consulting experience,
we've married that with our Servicenow expertise
and we actually have another product that we're
going to market with.
It's an employee health and safety,
for manufacturing plants, for slip and fall,
for any environmental concerns,
any of the safety issues that they have.
But that's really combining industry and vertical
expertise with Servicenow.
>> And that shows somebody might not even know
they're buying Servicenow, right.
(crosstalk)
>> You're essentially OEMing the platform.
>> That's what we would like to get to.
>> You're not there yet.
>> I think there's a lot of, we have a lot of
we sell a stand alone on top of a Servicenow platform
and it gets built.
Tony Beller who's the new GP Alliances coming in
with a lot of force, environment experience,
and I think he's really charging with some of the bigger
partners like us to really lock down that OEM
because I think that's where we get a lot of leverage
for Servicenow and our customers essentially
want to consume as they need it
and that makes a lot of sense.
>> And are you reselling Servicenow in that solution
offering so that they don't have a separate relationship
with Servicenow, it's all integrated into that.
>> Exactly, yup.
>> Correct.
>> And do you guys use Servicenow internally?
>> We do, yeah.
Ourselves we've been big drinkers of the champagne
as they say for a really long time.
We have a number of systems we use to run
our professional services organization.
But DXC, particularly in the area of asset management,
some of the real ROI driven pieces of IT is taking
a very hard look at the successes they've had there
and trying to figure out how we can enable
that success in the rest of the organization.
Purchasing, project management, you know,
these are things that I think we're going to do internally
and then start to share results with our customers.
>> Well we also have something called My Order Style,
so there actually is how we do manage service
provider outsourcing relationships
that's built on Servicenow.
And we do that internally as well,
so basically when we get support or when we need support
for our equipment, whatever, worldwide,
that's being logged and tracked in Servicenow.
>> And in Servicenow you clearly have very strong messaging
around we start with IT, IT service management
and then ITOM and then moving into the lines of business.
How rapidly are you seeing that in your customer base?
And maybe add a little color to that.
>> I think we're trying to accelerate that.
>> Yeah.
>> I think what we're seeing is a shift
as infrastructure goes to the cloud,
as the IT department moves away from being the T
of technology and more the information side,
that they're starting to realize this role as more
of a service management organization because
oftentimes the applications that they're supporting
are coming from a third party if it's Servicenow,
if it's Work Bay, if it's Sales Force,
but they can be the glue that holds it together.
They can worry about the releases, the data hierarchy,
but it's that IT as they are reinventing themselves.
They see themselves going out towards those
other departments towards HR, towards CSM,
towards field service and saying we actually have
a solution we want to bring to you.
>> I got to ask you guys, as a consultancy,
complexity is your friend.
You know when things are chaotic it's like call you guys
and solve the problem, but at the same time,
you hear from a lot of Servicenow customers,
we're trying to minimize the customization,
custom modifications.
>> Patrick: Yes. >> Mark: Right.
>> Is that antithetical to the way
you guys typically do things?
>> It shouldn't be I don't think.
I mean we don't want to do as much work as possible
in one project, we want to deliver value
over the course of many, many transactions
that are shorter in duration.
And so the more we can stick to the configurable
aspect of Servicenow, the better off we're going to be
and the better off our customers are going to be.
They'll take releases more smoothly and so forth.
And what you can do with configuration and app scoping
is really, it's a whole other level than what it was
five years ago so we're actually
starting to fulfill that promise.
>> And so if you can build value on top of the platform
using the platform,
>> That's the point, yeah.
>> Those functions beget the advantage of the upgrade.
>> Yeah I would look at this and say when Fruition really
got going is when we really embraced Servicenow,
not just the technology, but the methodology.
Because we knew a lot of other service providers,
they want a two year project,
they want that SAP three year whatever it was.
But we embraced the methodology and said that
if we can't show results in four to five months
using this technology, we're not going to be invited back.
But look at today, we have 400 customers worldwide,
about 70 percent of those make up our annual bookings
again for the next project and the next project
because they see value in these increments
and we're delivering that.
So I would rather not elongate projects,
they need to see things very fast.
>> Awesome, guys congratulations, I love your story,
and Mark you got to present to the financial analyst group
yesterday so well done.
Thanks for coming on the Cube.
>> Thank you very much. >> Thank you for having us.
>> Keep right there buddy, we'll be back with
our next guest right after this.