ServiceNow forecasts slower AI-driven sales growth

ServiceNow Inc. announced its fiscal-year 2025 sales forecast, indicating a slower-than-expected revenue boost from its artificial intelligence products as it prioritizes user adoption over immediate monetization.

Financial projections and market response: ServiceNow’s subscription revenue forecast of $12.7 billion for 2025 fell below analyst expectations of $12.9 billion, causing the company’s shares to decline in after-hours trading.

• Subscription revenue continues to be ServiceNow’s primary income source
• Wall Street analysts had projected approximately $12.9 billion in subscription revenue
• The company’s stock price dropped during extended trading following the announcement

Strategic focus and business model shift: ServiceNow is deliberately prioritizing widespread adoption of its generative AI tools over short-term revenue generation.

• The company is transitioning to a ‘pay as you go’ model for its AI tools
• This approach suggests a longer-term strategy focused on building a sustainable user base
• Potential uncertainties in US spending patterns have influenced the company’s conservative guidance

Market context and business implications: The measured outlook reflects a pragmatic approach to AI monetization in enterprise software.

• The strategy indicates a recognition that enterprise AI adoption requires time and careful implementation
• ServiceNow’s focus on building a strong foundation for AI adoption could potentially lead to more sustainable long-term growth
• The company appears to be sacrificing short-term revenue targets for longer-term market position

Reading the market signals: ServiceNow’s conservative outlook may indicate a broader trend of enterprise software companies taking a more measured approach to AI monetization, prioritizing sustainable adoption over rapid revenue generation.