Ivanti also completes the integration of their partner program, adding partners from the Shavlik and RES Software programs into the mix, and brings additional resources on board to work with partners.
Reza Parsia, Ivanti’s Vice President of Channel Sales
IT management software provider Ivanti has enhanced its partner program in several ways. They have completed the integration of their managed service provider [MSP] program, uniting all the components from the many companies that have been involved in Ivanti’s formation. They have also completed the integration of the former Shavlik and RES Software partner programs into the Ivanti one. Finally, they have added new sales, marketing and technical human resources to provide additional support to partners.
The new MSP classification provides a single consolidated array of flexible monthly subscription licenses, usage-based billing for all the solutions being delivered as a managed service.
“Before this new MSP model, each of the products had their own MSP lines,” said Reza Parsia, Ivanti’s Vice President of Channel Sales. “We have pulled them all together from a licensing, payment and product alignment standpoint. It’s a consolidation, but there are also some net-new pieces around licensing options, where some of these products are now being offered in ways they were not offered before.”
Parsia said putting the new model in place was important because of increased demand to purchase Ivanti this way.
“We have been getting a lot of requests for our MSP offerings,” he said.
Integrating RES and Shavlik within the Ivanti partner program makes life easier for partners, Parsia added. Ivanti, formed in 2016 with the merger of LANDESK and HEAT, also includes other comparatively recent acquisitions like Appsense and Shavlik, as well as last summer’s acquisition of RES. All of these initially had partner programs of their own. All of them have now been integrated into the new Ivanti program
“We have now one program, with one price list, one registration model, and one way to quote,” Parsia said. “It’s all about simplifying things for partners.”
Parsia also noted that distribution has been opened up more fully to Ivanti partners.
“We have a hybrid model, where our top tier channel partners all interact with us directly,” he said. “However, we have now opened up distribution for Tier 2 and 3 partners, Our distributors – Ingram Tech Data and Carahsoft – can now sell all of our products, whereas last year they were more limited in what they could sell.”
The new resources will be available to partners at all four program levels – Basic, Silver, Gold and Platinum – as well as NSPs, Alliance Partners and Distribution Partners.
“The new resources include focused people who just work with the MSP business, as well as more channel managers, more channel marketing folks, and more people who do the channel technical training,” Parsia said.
The most recent acquisition, RES Software, added about 200 partners, of which Parsia said between 70 and 80 could be described as very active.
“Most of them are smaller, local boutique types, and focused more on the Citrix line,” he said.
Overall, Parsia indicated that after absorbing so many channels, Ivanti is now focused on consolidating their partner base.
“We are not in active recruiting mode,” he said. “Our focus is on consolidating and enabling our existing partner community.”
