FAMILIAR WITH KASEYA? Of course you are. ConnectWise, Datto, SolarWinds MSP? Check, check, and check.
Ivanti? Maybe, maybe not. If you’re like a lot of MSPs, in fact, Ivanti is the biggest IT management vendor you’ve never heard of.
Big as in over 27,000 customers, 47 million endpoints under management, and more than 1,500 partners worldwide. Yet Ivanti has only existed since January 2017, when private equity firm Clearlake Capital converted a hodgepodge of holdings, including LANDESK, HEAT Software, AppSense, and Shavlik, into a single business with one name (derived from “avanti,” the Italian word for forward or ahead), one org chart, and a “unified IT” portfolio offering functionality for endpoint, asset, service, and identity management, as well as security.
“I don’t know of really anybody that brings that exact portfolio to the market under one licensing model,” says Reza Parsia (pictured), Ivanti’s vice president of channel. Though Ivanti software is used by 78 of the Fortune 100, moreover, its customers span well beyond the enterprise. In an era of increasing IT complexity, Parsia observes, businesses of every size like the sound of a platform that discovers what you have, provides insight into those resources, and then helps you take action on them. “Unifying that for an organization resonates whether you’re small or you’re large,” he says.
Unified Partner Program
Ivanti’s partner program, which includes tracks for large-account resellers and solution providers in addition to MSPs, has been unified as well since the start of last year. Composed of four previously separate offerings, the new program features consolidated qualifications and rewards as well as portfolio-wide pricing and discounting. “It’s simplified many, many things for our partners,” Parsia says. Indeed, he continues, simplicity is one of the program’s defining—and differentiating—characteristics.
“The calorie intake to work within our partner program is minimal,” Parsia states. “It’s easier for a partner to get up and going, sell our products, [and] quickly get to making money.” Faster too, he adds. “Most of our partners can receive pricing on solution registration requests within hours.”
The free content, tools, and other social media marketing resources Ivanti makes available to its channel also set the company apart, according to Parsia, as does the emphasis it puts on promoting alignment between its partners on the one hand and the internal salesforce on the other.
“We treat them like our own employees,” Parsia says of partners. “They get all the internal trainings and enablement that our sellers get at our company at the beginning of every year.”
Going even deeper on alignment is one of Ivanti’s top priorities for 2019. Parsia plans to drive closer connections between partners and specific in-house sale reps, and then hold those reps accountable for including partners in on-site visits and quarterly business reviews with customers.
Introducing new enablement resources aimed at helping partners who know a few Ivanti systems master the entire portfolio is another focus area for the year ahead, along with enhancing the company’s partner portal. “We have a pretty good one, but we’re going to make some further investments to improve that to even make it better,” Parsia says.
Pushing more business through channel partners is a final goal, and not just for 2019. At present, partner-led deals account for a percentage of Ivanti revenue somewhere between the high 80s and low 90s. “We’re trying to get to as close to 100 percent as we can,” Parsia says. “We really are focused to work with our channel and grow through our channel. We don’t want to go direct.”
Though not officially on his list, Parsia’s last, but not least, to-do for 2019 should probably be getting the Ivanti name out in front of potential partners. Perhaps by the time the brand’s third birthday rolls around 11 months from now, a few more channel pros will know about a company already familiar to so many others.