ServiceNow taps Exclusive as first EMEA distributor in cyber channel push

ServiceNow has appointed Exclusive Networks as its first distributor in EMEA as the workflow automation giant looks to accelerate adoption of its AI-powered cybersecurity platform across the region

ServiceNow has appointed Exclusive Networks as its first distributor in EMEA, a move that signals a deeper commitment to the channel as the software giant doubles down on its cybersecurity portfolio.

The agreement gives ServiceNow a dedicated route into one of the region's largest specialist cybersecurity partner programmes, and marks a notable shift in its regional go-to-market strategy.

According to information shared with CRN UK, the appointment reflects a growing focus on a two-tier model for the vendor, as it looks to scale its security and AI business through the channel.

ServiceNow cybersecurity pivot

The timing comes just days after ServiceNow reported another quarter of strong growth. And its chairman and CEO is increasingly framing cybersecurity as one of its next major growth opportunities.

During the company's second-quarter earnings call on Wednesday this week, Bill McDermott said: "The path to value isn't just making AI, it's deploying AI securely across the enterprise." He pointed specifically to ServiceNow's AI Control Tower and its expanding security portfolio (driven by its 2025 Armis and Veza acquisitions) as key pillars of the company's future strategy.

Against that backdrop, Exclusive will support ServiceNow's cybersecurity channel expansion across Europe and the Middle East through technical expertise and end-to-end services capabilities spanning market development, pre-sales, adoption and customer success.

The partnership is also underpinned by existing integrations between the ServiceNow AI Platform and many of the cybersecurity vendors already represented by Exclusive Networks.

The companies say this creates a natural bridge between enterprise workflows and best-of-breed security technologies, allowing partners to build more comprehensive solutions for customers.

"Security sits at the top of every customer agenda right now"

"Cybersecurity is increasingly being shaped by AI, automation and enterprise workflows, creating new opportunities for partners to deliver greater business value," said Paul Eccleston, chief business innovation officer at Exclusive Networks.

"As ServiceNow's cybersecurity partner for the channel across EMEA, we are bringing together their market-leading AI platform with our specialist cybersecurity expertise, partner ecosystem and services capabilities to help partners accelerate growth and deliver better outcomes for customers."

Michael Park, SVP of global partnerships and channels at ServiceNow, said security remained a top priority for customers and highlighted Exclusive's specialist credentials as a key factor behind the agreement.

"Security sits at the top of every customer agenda right now, and speed matters more than ever," he said.

"Exclusive Networks brings a specialist channel, deep technical expertise, and a track record already trusted by customers across EMEA. Together, we give partners a faster path to real security outcomes, powered by AI and grounded in the workflows customers run every day."

The agreement comes as ServiceNow continues to post strong growth.

The vendor’s Q2 earnings reported subscription revenue of $3.877bn, up 24.5 per cent year on year, while total revenue climbed 24 per cent to $3.987bn.

ServiceNow also revealed that its AI business had surpassed $1bn in annual contract value and raised its full-year subscription revenue outlook, underlining the momentum behind its AI and cybersecurity play.

Taken together, the news suggest ServiceNow sees partners as a key part of its next phase of growth as AI, automation and security increasingly converge in the channel.

Stay with us, CRN will interview Exclusive Networks in the coming weeks to dig deeper into what partners can expect.