ServiceNow CEO Invoice McDermott has been on a mission to influence buyers to cease considering of his enterprise software program firm as an ordinary SaaS (software-as-a-service) enterprise.
Thus far, McDermott has met with skepticism from the Road, which has been fixated on the lofty valuation of ServiceNow’s shares. The inventory trades at a trailing price-to-earnings ratio that’s greater than twice that of some opponents, similar to Salesforce. Because of this, ServiceNow’s inventory has declined 40% over the previous yr regardless of persistently sturdy outcomes.
However on Wednesday, McDermott bought but extra ammunition to wield in opposition to ServiceNow’s doubters.
The corporate reported fourth-quarter earnings that handily beat Wall Road’s top-line and bottom-line progress forecasts for a ninth consecutive quarter. Subscription income for the three months ended Dec. 31 was $3.47 billion—up 21% yr over yr—and non-GAAP earnings per share have been $0.92. Each figures topped consensus estimates of roughly $3.42 billion and $0.87, respectively.
The corporate additionally raised its full-year 2026 steerage for subscription income, forecasting it’ll make between $15.53 billion to $15.57 billion. This means progress of roughly 20% to 21%—nicely above the 18% to 18.5% that analysts had anticipated.
The corporate reported that Now Help, its AI product suite, greater than doubled its internet new annual contract worth in This autumn in contrast with the prior yr.
ServiceNow’s shares have been down 4% in after-hours buying and selling following the announcement.
This can be proof that McDermott’s message—don’t lump us in with different SaaS corporations—is beginning to land.
“We don’t live in the SaaS neighborhood,” McDermott advised Fortune in an interview forward of the earnings launch. “Functional SaaS and feature SaaS will be automated by ServiceNow and the language models that are meeting us in the middle of our workflow, where business happens.” Useful SaaS corporations are those who present software program to serve a broad work operate, like Salesforce for gross sales and customer support, or Workday for human sources. Characteristic SaaS corporations are those who tackle slim duties, similar to Zoom for conferences, or DropBox for file transfers.
McDermott stated that ServiceNow is on its solution to turning into the central hub via which clients entry the info and the software program instruments that AI brokers must automate work. “We are the one that drives the hyperscalers, the language models, the data lakes, the systems of record, and now the security profile of companies,” McDermott stated. “All of this is happening on the ServiceNow platform.”
ServiceNow has been on an acquisition spree to bolster its AI and safety capabilities so it could ship on McDermott’s imaginative and prescient. In December, it introduced plans to amass cybersecurity agency Armis for $7.75 billion—its largest deal ever—and id safety firm Veza. In March, it introduced a $2.85 billion deal for Moveworks, an AI-powered worker expertise platform, which closed in December.
These acquisitions have prompted some Wall Road analysts to surprise if ServiceNow was making an attempt to purchase income progress. However McDermott identified that the newest quarterly outcomes present that ServiceNow can develop at greater than 20% yr over yr organically. He stated that every of the acquisitions was about gaining particular product capabilities and expertise round each AI and cybersecurity: Armis supplies know-how to observe IT operations in actual time; Veza manages id for people and machines; and Moveworks handles the worker expertise.
As proof that ServiceNow is in a distinct league than its opponents, McDermott pointed to what he calls ServiceNow’s “Rule of 55-plus” efficiency. The “Rule of 40” is a rule-of-thumb benchmark in SaaS software program that claims a wholesome firm’s income progress price plus its revenue margin or free money move margin ought to complete at the least 40%. ServiceNow’s mixture of 21% income progress and 35% free money move margin places it nicely above that threshold. “There is no company in the enterprise software industry that is operating at the Rule of 55—that’s only ServiceNow,” he stated. The corporate’s Q1 steerage implies a rating of 57.
McDermott acknowledged the disconnect between ServiceNow’s persistently sturdy outcomes and the market’s lack of enthusiasm for the inventory. “There is a re-rating of SaaS companies on the multiples, so ServiceNow got filed with other SaaS companies, and the multiples got dropped for the SaaS industry,” he stated. “You can look at Adobe, you can look at Salesforce, you can look at Workday.”
His pitch is that ServiceNow ought to not be valued alongside these friends. “We’re consolidating the feature companies—you know, they have a feature or a tool—and we’re consolidating the function companies onto ServiceNow,” he stated. “I’m talking by the hundreds of applications.”
Together with its earnings, ServiceNow introduced an expanded partnership with AI firm Anthropic. The partnership will see Anthropic’s Claude AI mannequin grow to be the default mannequin powering ServiceNow’s Construct Agent for enterprise app growth. The partnership follows the announcement final week of a detailed collaboration with OpenAI that may even see that firm’s fashions built-in into ServiceNow’s merchandise.
“Next-gen AI models will work in harmony with the most important enterprise software,” McDermott stated. He stated Anthropic CEO Dario Amodei sees “the meaningful difference between giving enterprises access to an AI model and building that model into workflows where real decisions are made by businesses all over the world.” He additionally drew a distinction between giant language fashions, which he characterised as “indeterministic,” and ServiceNow’s capability to additionally use its personal workflow automation instruments to ship “deterministic outcomes.” “Enterprises have to have deterministic outcomes for governance, for security, for auditability, and obviously for smooth operations that don’t hallucinate,” he stated.
