Since starting at Ivanti, Randles said he’s received positive feedback on the company’s cross-sell activities and unified security selling training. A new set of training offerings will focus on pitching the combined value proposition across multiple products, and Ivanti wants to verify its training and enablement are deliverable from anywhere in consumable chunks. Ivanti is looking to double down on enablement and education as well as provide the incentives and transactional capability needed for partners to cross-sell across all three product portfolios.
There is an inherent value proposition that spans Ivanti, MobileIron and Pulse Secure since the buyer is typically the same for all three product sets, Randles said. Roughly 80 percent of Ivanti’s sales are currently touched by channel partners, and Randles said the company wants to increase the value solution providers can deliver by enabling them to cross-sell legacy Ivanti, MobileIron and Pulse Secure products.
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Ivanti wants to leverage automation and self-support for solution providers in the second and third tiers to free up personnel to focus on the most productive partners, Randles said. Less than 2,000 solution providers will be in the top tier of Ivanti’s new partner program at the time of launch, and Randles said partners who’ve invested most heavily will be rewarded with more direct support and resources. Roughly 30 percent of the company’s channel partners already sell products from more than one of the organizations today, according to Randles. Randles said Ivanti will initially stand up a single program that include the MobileIron and Pulse Secure partners, and then integrate Cherwell solution providers into the program in the second half of 2021.
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26, the company announced plans to purchase enterprise service management provider Cherwell Software for an undisclosed amount. Ivanti in December acquired unified endpoint management provider MobileIron for $872 million and secure access vendor Pulse Secure for a reported $530 million, according to Momentum Cyber. “It’s very rare you get the opportunity to join $1 billion entrepreneurial companies like this.” “This is an exciting opportunity,” Randles told CRN. Randles spent three years leading global business development and alliances for VMware’s cloud management SaaS unit.
The South Jordan, Utah-based automation platform provider has tasked Randles with taking the more than 10,000 solution providers across the three organizations and creating a three-tiered partner program that incentivizes cross-selling and rewards the most committed partners. Fast-growing automation vendor Ivanti has brought in former VMware go-to-market leader Erik Randles to help integrate the Ivanti, MobileIron and Pulse Secure partner programs together.