>> Announcer: Live from Orlando, Florida it's the Cube covering Servicenow Knowledge 17. Brought to you by Servicenow. (electronic music) >> 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.