The ServiceNow ITSM Benefits a CFO Actually Pays For
A CFO at a 900-person engineering firm pulled me into a call last spring with one question. Not about the platform, not about workflows. "Give me the three lines I write on the slide to the board. Because right now I have 'service management' and the board is going to ask me what we got for 480 thousand euros." That is the real question hiding inside every pitch deck on ServiceNow ITSM benefits. The sales conversation is about automation and single pane of glass. The invoice conversation is about where the money shows up again. Those are not the same conversation, and the gap between them is where most ServiceNow business cases quietly die after year two. I have spent fifteen years watching this. The patterns are consistent. The CFO buys three things, and only three. Everything else is interior decoration.