Ivanti's Revolutionary New Pricing: 5 Things You Need To Know

March 20, 2018

Steve Morton | Executive Vice President & Chief Marketing Officer | Ivanti

Duane Newman | VP Product Management | Ivanti

In late January, we unveiled out new pricing models to the Ivanti sales team and our partners. And now our approach to bundling is rippling across the industry. We knew that our mission to Unify IT could only be accomplished if we had a unified pricing model.

In this webinar with out CMO and VP of Product Management, you'll get the details on our transformative ELA model and our 'Pick 2' pricing model.

Who is this webinar for? If you're an Ivanti customer or think there's even a remote chance you would ever be an Ivanti customer, you should register. And a suggestion: grab your boss and make him or her register too. This is one you shouldn't miss.

Most of our webinars are totally educational and we try not to 'sell'. In this webinar, we're going to focus on you and how you can save money. Our CMO and VP of Product Management will answer your questions after their discussion.

Transcript:

Introduction

McKay: Hello, everybody. Good morning or afternoon or evening, depending on where you are in the world. We've got people all around the United States and a lot in the UK and parts of Europe, as well. So thanks for joining us. My name is McKay Allen. I run the digital marketing team here at Ivanti. And we're excited to share with you a little bit about our unified IT message and some of the new exciting things that we're rolling out from how to consume all those fantastic products that we have.
 
So we have a distinguished I would say panel of guests today. Well, some of them are distinguished, I don't know. Duane Newman, our VP of product management and marketing. John Wallace, when we turned and said, "John, what's your title?" He just kinda said, "What? Technologist," I think. So that's fine. We'll go with that. And then Iran Livney, who is our principal product manager. So gentlemen, we're excited you're here today. We're excited for this topic. This webinar had a ton of response when we started to promote it. And so we're excited you're here.
 
A few housecleaning times though before these guys start with their presentation. First and foremost, the webinar is being recorded. So we will send that out to you in an email in the next couple of days. You'll actually have access to the recording. You can also access this recording and other recordings for full webinars on our webinar library on ivanti.com. So it's ivanti.com/webinars. The other thing to know as well, we want this webinar to be interactive today. So please in that little Q&A box that you see on the right-hand side of your screen there, type in questions. 
 
And we will address those either as we go and probably in a more extended session at the end after the presentation itself is over. So please, please write in your questions. And if we can't answer it on the call today or don't have time to, we'll follow up and reach out and directly answer those questions. So recording, questions, and our fantastic and extremely handsome panel, so other than Duane. So Duane, go ahead.
 
Duane: Thanks. Thanks. Well, we're excited today to talk to you about not just the message of unified IT, but also launch out to you some of the things that we've been doing from a passaging perspective, making it easier to deliver unified IT. What is unified IT, and what we're seeing? John's gonna talk a little bit more about that. And then we'll actually get into the details of what we are launching from a product perspective. And unified IT is really the driving strategy behind how we build, how we integrate, how we acquire products here at Ivanti, delivering to IT ways of automating and optimizing their business.
 
And so going through that, first, I want to introduce... We already introduced John. Talk about some of the things that he's seen out in the field, John spent a lot of time with customers and with partners. He has done everything from implementation to all the way to talking strategy at a very high level with CIOs. And so we're excited to have John take us through a little bit of what's happening as he's visiting with IT organizations.
 
John: Sure. Thank you, McKay. Thank you, Duane. And hello everyone.

Unifying IT

John: So, you know, Ivanti has this message or these concepts of unified IT, as you just mentioned. And really to understand what unified IT is, we kind of have to back up a little bit and kind of explore where IT has actually come. And it's been a journey. I think for most of us when we started our careers, IT was more of, you know, a support function. Its job was to help users. You know, you needed a piece of software installed. Some guy would record it, and he'd pop in a disc if you like and install the software. And, you know, he might help you connect the printer to the back of your machine and things like that.
 
And that was really the job of IT. It was a fairly simple function. And, you know, I don't really want to offend anyone that's been in IT for a long time, but compared to IT today, it was really simple. Today, you've got multiple devices. Not only have you got multiple devices, but you've got multiple operating systems, as well. So now, in an enterprise, we've got Windows, we've got Mac, we've got Linux, we've got Google Chrome, and things like that. And these in themselves also bring additional challenges. We've now got multiple security threats, for example. We've got way users in the IT world than we ever have before, but these users also bring a unique property, as well, in that most of them are actually self-sufficient.
 
A lot of them know how to plug a home printer in now, and they know how to install their own applications. And they're more comfortable if you like, serving themselves now from an IT capacity. And what we get as a result of this is we get this thing called shadow IT. In other words, users trained to do things themselves. And they're not necessarily bad. You know, they're not doing this because they don't want to use IT, for example. They just think they know more, if you like. So we're in a situation where IT's job has become infinitely more complex than it ever was before. They're dealing with a lot more. They're dealing with a lot more challenges, but they're also exposed to a lot more, as well.
 
And if we actually break down IT even further, what you start seeing now is the fact that IT has evolved in a predictable way. They've gone, for example, in this helpdesk capacity or in this service capacities have now brought service management tools in. And these come in the form of things like voice and ticketing systems and, hey, we've even seen things like automated fonts and things like that today. We've got resources that are not only delivered from on-premise, but they're also delivered from the cloud, for example. We've got desktops now. We've got desktops in the form of physical machines. We've got desktops in the form of laptops. We've also got desktops in the form of virtual devices that are delivered from the cloud, as well.
 
The challenge is that when IT becomes this complex, what we end up is we end up with a myriad of tools. So we end up with tools to do, to manage log-ons, for example. We end up with tools to manage your service desk. We end up with tools to manage your whitelist and blacklisting. We end up with tools to manage your desktops and laptops and virtual desktops and all of that. So we've got this myriad of tools. Now, these tools in their own right, I like to call them point solutions. So, you know, when we're talking to customers, we typically call these point solutions. These point solutions, in their own right, are not necessarily bad. There are some good tools out there. There's some good whitelisting tools, for example. There's some good antivirus tools. There's some good ticketing tools, for example.
 
So the tools themselves are not necessarily bad. The challenge is that no organization can become proficient in all of these different tools. It's impossible. It's just too much to learn. So you end up implementing these tools in bad ways if you like. You write script, but you write script poorly. So they're slow, for example. You implement security practices, but you don't lock everything down. You just go with the defaults, for example. And it leaves holes, and it leaves gaps. And the problems that we end up with as a result today, so things like you see there, increased risk, IT slow to respond, for example. Your satisfaction rate and your user base, it goes down.
 
You know, they're not happy with the job that IT is performing. And you end up with too many vendors. I mean, that's what we've basically said here. You end up with too many vendors, too many tools. And when you're scrambling, when IT is scrambling, to try and keep up, basically, they end up in a situation where they've got less time to be strategic. When the CIO comes and he says, "Hey, I want to try this latest iteration of desktop virtualization," honestly, IT hasn't got time.
 
McKay: Basically, we don't have time to do it.
 
John: That's it.
 
John: They're battling all of these events. They're battling all of these other things. So when we think about how we solve this problem, you know, there's one thing that's constant. There's one thing that's constant, regardless of all of this. And that's the user, right? The user never changes. And more specifically, if we treat the user as an asset, so you know, in this case, we're representing them as a machine for example. Let's put that asset, let's put that thing right in the middle. And really, we break down what we do into three main tenants. The first one of these is operational security. This is about controlling the machine, protecting the machine, or protecting the assets, etc. The next thing is IT operations. So this is hey, the job that IT perform when it comes to managing that asset, that user managing that machine. And then Service Management, how the user can actually interact with IT to actually manage their machine, as well. So if they need a new piece of software, how they can interact with IT.
 
So really, IT breaks down to these three basic tenants. And we provide value. We provide technology in all of these three tenants here, but those tenants themselves are actually quite difficult still. There's still a lot involved. So what we want to do, as well, is we want to take some of the process or some of the effort that's involved in managing this function away, as well. And that's why we wrap this with things like automation, process, and shared data. So a lot of the mundane tasks that we've done for years, we don't necessarily need to do anymore. We've got technology that can automate a lot of this.
 
You know what? If other people in your group connect to a certain printer, we're pretty sure that you're gonna want that, as well. So let's automate that function. By sharing data between all of our different technologies, we can start to make intelligent decisions. We can start to manage IT in smarter ways, for example. And all of this comes with just smart intelligent processes, processes that work, that connect everything together. That, for me, is unified IT. And that's where I think IT is going.
 

Ivanti's Offering


Duane: Excellent. Thanks, John. And one of the things that we get asked all the time is, "Okay. Look, you have a lot of solutions," as John was illustrating there, "And how do those come together when you think about whether it be end-point management or classic mobility management, service management, security?" How do we secure the assets that we have out there and the endpoints and servers? And then how do we deal with those users? And so unifying IT is not just taking products and putting them together, but it's also about the connective points of those products. And today what we want to do is talk to you about this new what we call our unified IT SKU, our unified IT offering.
 
And the unified IT offering brings together operational security, our endpoint security products, unified endpoint management, classically. And I use some classic terms here for those of you that are on the call that knew some of these companies, so things like LANDESK and Absence and RES, IT Asset Management, Service Management, our key product line. And identity management, part of our RES acquisition. And many of the customers have asked, "Okay. Well, I have those products. How do I acquire and understand the next value point for delivering IT within my organization?"
 
I was out with a customer down in Texas just a couple of weeks ago. And they own our Access and Identity. We're gonna show you a demo of that in just a few minutes of how that wires into overall unified IT, but their question was, "Well, gosh. I'd really like to be able to use our Identity Management, the understanding of users and what they are enabled to have, but now, how do I use your Endpoint Management to deliver software? What do I need to do to integrate those products?" And it was really fun because we just said, "Well, those are integrated. You can already use that for delivery. And it's integrated right here behind the scenes. That's what we're driving at." And so it's much more than a collection of products.
 
What you also see these products organized is in an attainment or maturity model fashion. Most customers, as they start from a security perspective, we did just get a handle on passing the influence. And then moving up a stack from a security perspective, you'll start to control the applications and how they are run, assign privileges into those applications, what particular users can do and then overall security operations. And I'm just giving some really quick examples here, but unified IT is about bringing all of these products together to deliver solutions. Now, we fully understand that some of our customers are not gonna be ready to go ahead and jump into overall unified IT. And they're looking for that point product, again, from a maturity perspective.
 
And if they're in that point product, they're saying really, "We like this point product plus one. In other words, I really need to do patch plus. I want to be able to deliver applications," or, "I really need to get a handle on service management," but in addition to that, we have a project and a program around managing assets within the environment. This allows you to pick and choose those things which are first and foremost on your priority list within IT and then potentially after using a pick to go to the overall unified IT offering. So what I want to do is give you some examples of these. More than just being a product or a particular SKU, these are really integrated offerings to be able to deliver that IT. And as John showed that screen beforehand with the people and all the different bubbles or the squares I guess on the top and talking about inventory and delivery and personality management and security, etc. this is bringing those together.
 
So to do that, we're gonna talk about a couple of different unified IT scenarios. We're just gonna pick two off of this list today to show you what unified IT is, more than just an SKU, more than just a product offering. It is how we deliver these solutions to our end users and to our customers. The two that we're gonna take today, any one of these are available. And we'll have different webinars on them, a full webinar on Windows 10 migration and how we aide a customer in being able to seamlessly transition those customers from older OSs into Windows 10. The same thing we're gonna go through today, security isolation or remediation and on and off boarding and then some other examples, software requests and Smart advisor.
 

Security Isolation Demo


Duane: So right now, we're gonna go ahead and go through security isolation. And what you're gonna see is a scenario where we may have had a ransomware outbreak. And how do we handle that to get that particular end user from the place that they were, meaning they've downloaded some ransomware, all the way to a fully remediated and being back up and running? So to do that, I invited Iran. And Iran's gonna walk through that. And I hope that the video comes through the WebEx okay. It may be a little bit pixelated here, but we're hoping that that plays through. And this is just a product demo that we recorded beforehand.
 
Iran: Okay. Thank you, Duane. So before I start with the demo, I just want to give you some idea what you're gonna see. So basically, we're gonna take a workflow from security through a service set manager and back to security and our endpoint, applied management. Now, the way we're gonna do it is basically we're gonna have a malware, in this case, a ransomware, infecting one of those endpoints. And we're gonna take an action, so open a ticket on our ticketing or our Service Manager tool, and take the workflow for fixing everything. Now, the reason it's so important for a unified IT is because when you deal with security, and specifically with a malware outbreak, those things require a very, very rapid response because if you don't have the tool in place, literally the malware will spread.
 
We have a good example like for ransomware that they spread to other machines. And the more the malware spreads, the more work you have to do and the more time and the money it takes to get back to working state. Now, the thing that you can take an action and all the workflow works together. You will be able to isolate the problem, fix the problem much, much faster. So from a security perspective, you're in a good place. And also from a user perspective, you're in a very, very good place because we'll have a user. So what you see here is basically a user running a malware. We detect this malware using our technology. This is a ransomware. And we automatically isolated the machine from the network. So now the ransomware cannot spread. We also block this ransomware and make sure no other machine can run this ransomware.
 
This happened automatically. Now, the user is protected. And we just saved this end user, this specific organization. Now, we automatically also open a ticket in our service desk. And this ticket is sent to the security guy that needs to work on this problem. Now, this ticket is assigned to the correct CI. So now, the security guy can go directly to our isolated machine. Remember, the machine is isolated, but I can still fully control it using our tools. You can see it's isolated because I cannot look in with my domain credential. I can then look in with my admin credential, which is a local admin. And I will have full control of this machine. So only from our console you can control and manage this isolated machine. Now, the security guy can go and run whatever tool he needs to investigate this problem.
 
In this case, he's using our tool to see the reason. And he can see easily there is ransomware running. So what the action did to most of our customers are taking is just reimage the machine. Now, remember, the machine is fully isolated, so the ransomware cannot spread. So what I need to do right now, I understood the problem. Now I'm gonna open another ticket. I'm gonna send it to the guy that is responsible for reimaging the machine. So this guy will get the image, the ticket, and he will go and reimage it. The same with our tools. He can remove the controls. He's isolated the machine and reimage it so the user will get back in the working state of this machine. And we can get back to working position. So I think that's the demo. Okay.
 
Duane: Just one second here. We'll transfer back over to the slides. Not that one. Go back to the slides here for a moment. Perfect. And go forward. So thanks, Iran. So what you saw here... Let's go one more slide forward. One more. Perfect. And so what you saw as Iran described... And sorry, the video is a little pixelated there. We're gonna try to improve on that for our second example. So I apologize for that, but on the security isolation or remediation, automatically isolating and blacklisting. We used our security products to do that, of sending an alert off to our service management solution using UEM, ITSM, remotely controlling that to investigate and make sure that we understand what's going on there while isolating that machine off the network.
 
McKay: And we're getting some good questions on this specifically.
 
Duane: Excellent.
 
McKay: So let's read a couple of these. So when we talk about some of these specifics, like how does he isolate this automatically? How is it isolated from the rest of the domain? And how does that prevent the virus from communicating to others on the network? So just get a little more specific about the isolation part.
 
Iran: Yeah. So our technology, running on the endpoint, is able to isolate the machine on the low level of the OS. So basically, we just isolate it, communicate to anywhere except our own protocol with our own console. So if he wants, he can remote control to these machines only using our technology. We have our own ransomware detection mechanism, so it can trigger an isolation, but we can integrate with literally like the big five AV vendors. So if McAffy detects a malware, we can take the action and isolate the machine from the network. And again, once the machine is isolated, we'll notify the console. And we can open a ticket.
 
Duane: And one of the things you also saw there, to be specific, is when it did that isolation, it still allowed us to communicate from the endpoint management console down to that remote control. And so while it was isolated from the rest of the network, we still have a command channel down so that we can remediate that machine, rather than as John Wallace was talking about earlier, we don't need to walk out to that machine. So it's isolated from the rest of the network while still continuing to have that command channel, if you will, in between the console and the endpoint.
 
Iran: And let me add just one last point here. Isolation is not the challenge here, but technology can easily isolate the machine from the network. The biggest benefit that you get from this week is that we will get to actually take the action and fix the problem promptly. You have all the tool with your UEM and your security tools to actually do what you're currently doing to fix problems. So you can reimage, you can run other problems. You can do what you're doing remotely and easily.
 
McKay: So what you just showed us, what stats does that include? That's part of the stats that are on their security ITSM and UEM.
 
Duane: Yes. And they're all working in concert together there. And in fact, on that second question, on the ISM products, it really was a link that allowed once that incidence was opened up, the link in that incidence said, "Go ahead and remote control." So it was the link right there, remote control the machine. And so they didn't have to go over to another console to open it up. They're dealing with the incident. And so whether it is remote controlling the machine, initiating a reimage, all of that can be done from that incident, so kind of a resounding yes to that question.
 
McKay: And I would say too we know that video is small and a little pixelated. We have another video to show in a second. It's much larger, I'm told. So hopefully, that will be better.
 
Duane: We're able to see it through the web, right? But unfortunately, we thought we were helping by uploading it to WebEx, but that only made it worse because it was actually quite clear on this slide. So we apologize for that. So we want to give you another example of unified IT, as well. And this is around on and off boarding. So we're really excited about some of these scenarios as we went through the security isolation and remediation. You probably noticed very quickly that yes, we were using service management. We were using the security products to do the isolation. We're using our EPM, our UEM products, to be able to deliver remote control, reimage, etc.
 

On-Boarding Demo


Another example of this is around our on and off boarding. So when you think about onboarding or off-boarding an employee, there's a lot of different systems that have to be communicated with. And in fact, a lot of those systems may not be Ivanti systems, HR systems, for instance, where the employee record is created. But once that employee record is created, how about being able to then automate the provisioning of that person? So we're gonna walk through one of these examples. First, we're gonna create the new accounts.
 
Second, after we've created those new accounts, we're going to request hardware. We going to change accounts. And then the software will then change as well behind the scenes, depending on what role that person has. And so let's go ahead and walk through this. Hopefully, this is a little bit better. And so take OrangeHRM. Now, this could be OrangeHRM. It could be PeopleSoft. It could be a lot of different HR systems, but what's happening is this new employee, Will Smith, has just been added. And so Will Smith, the name... 
 
Duane: Yes. Yes. Unfortunately, he needed to take a different career after [inaudible 00:24:14]. So they're putting in the details, his contact information, phone, etc. Now, here's the important part. Based on his role, in his role, he's going to be in the nursing department. He's going to be a head of nurses. And as being in this particular scenario, he's gonna move into this nursing role. Different applications need to be provisioned for him based on that role and automatically deliver pieces of software, get his virtual desktop up and running, etc. So what we've done, set him up in the nursing department, given him a manager.
 
Now, behind the scenes, this is our identity solution. And what you can see is it's syncing the credentials, creating AD accounts. It's creating the departments. It's built at the top there a virtual desktop. And that virtual desktop now provisions in the different solutions, EMR systems. And you can even see that a new device request has been created. This new device request has gone off to the service management system. And you can see right here is a new incident created for the computer hardware that this person will need. All right. So let's quickly say we need to change departments. Now, this is an extreme example of we're gonna change him from nursing into finance, okay?
 
McKay: Back to the Wild, Wild West.
 
Duane: Back to the Wild, Wild West again. Yes. Well, he had a better movie and now he has a little more money. And so he's in the finance department. Great. And so simply by changing his role, the identity system picks up the change within the HR system and begins to synch those changes, taking away access to the healthcare system because from a HIPAA and compliance perspective, he can't have access to the EMR system, but also provisioning different pieces of software in there. Leads Microsoft Project. And you can see that it's delivering using our VPM solution delivering Microsoft Project. It took away the EMR access, access to the different financial systems, etc.
 
And so using Identity Director to hook into the external system, make role changes, provision, using iCam to understand what about the software I just delivered, Microsoft Project? Do they actually have enough licenses of that before we can deliver it? ITSM to track and manage the whole process of IT on this other side. And then using Identity and using, again, to re-provision when we had changed the accounts, etc. And so this is an example of on and off-boarding, well onboarding specifically. When you look at off-boarding, now you're de-provisioning accounts, just as we did when we switched the roles. But in addition to that, we want to make sure that we've cleaned up every single piece of data?
 
Did we leave any accounts so they have access to the documents that we care about? Have we cleaned up their AD accounts, etc.? This is not just in the healthcare world, things like HIPAA, etc. from an access perspective, but this is with GDPR and other data protection elements, making sure that those that have access are only those that actually have that access.
 
And so another example of bringing together our IT products and delivering unified IT. Okay. So there are a lot of examples. These are only four or five in some of the series of webinars that we have and what we have been talking about today. We just touched on security isolation and remediation and on and off-boarding. We'll make sure the recording of this has the high-resolution features. I apologize for a little WebEx snafu today, but we'll make sure that the high-resolution versions of those are available. We'll even get those posted out.
 
McKay: Yeah, we'll even post the video of the actual demos on the site. Absolutely.
 
Duane: Perfect. And we have some other examples which we'll be sharing as we go forward. I hope you've been able to see a taste of when we talk about unified IT, again, not just a collection of products, but integrating those together to deliver solutions out to our customers so that they can deliver on the promise of IT. And that really is enabling their customers and users with the tools and the solutions to be able to not just automate what they do, but really optimize how IT is delivered. And we're excited about unified IT. And, again, this is an offering directly from Ivanti today.
 

Q&A 


McKay: Awesome. Thanks, Duane. And like you said, this is available now. Like we're selling this unified IT model, as well as the pick two approach. And we've got a ton of questions coming in. And I like this one. This is from a customer. He says, "I'm a customer. I want to speak to with someone about where we can go from here." I like that. That's awesome. So yeah. So a couple of questions are coming in. What are the scenarios in which someone would say, "Yeah, I need the unified IT," which is basically everything in our portfolio you see on the screen versus they pick two models of, you know, choosing a couple different stacks to go with? Like when would someone choose...
 
Duane: One versus the other.
 
McKay: Yeah.
 
Duane: That's a perfect question. So let's start with if today you're using some sort of point solution from Ivanti, whether that be our patch management or it could be our EPM products. It could be Identity, either one of those. If you're using an individual product today and you're ready to make that move to say, "Look. I'm gonna add one more product. I really need to go into license management, or I really need to do this."
 
McKay: Well, it depends on where you start.
 
Duane: Where you're starting. If you're starting from that point solution, you're probably gonna want to have a conversation very quickly to say, "I really shouldn't buy just one individual product to solve this need." A pick two scenario, from a pricing perspective, is an incredible value for you to say, "I need to go from that product to multiple stacks. Let me go ahead and solve some of the overall security needs or overall service management again." And so that's where a pick two is absolutely a great jump. Now, if you are going through a process and let's say you're a current customer. You're using what, in the past, was called [inaudible 00:30:31] or Solomon's or any of the kind of bigger bundles that we have and you say, "Look. I need Security. And I need Asset Management. And I need Service Management." In that case, you should really be going to unified IT.
 
The moment you go beyond two stacks, in other words, two of those needs, that's where you want to move to unified IT, okay? A point product, moving up to pick two. And again, we're happy for you to come from a point product all the way up to unified IT. You maybe be replacing other solutions. And we have customers just, and it's been awesome, bombarding us with the questions of, "Well, gosh, instead of going to this vendor for this vendor and this vendor for this and this vendor for this and this vendor for this, I can simply come in and go unified IT and replace some of those other contracts and have it not just unified from an SKU perspective and a delivery perspective from a single vendor, but more importantly, have these things wired together and integrated for me."
 
McKay: Right. Well, and that's kind of a hope too, right, is that let's say that you go with the unified IT SKU, for lack of a better term, right? And even though you may not be using us for IT service management right now, the hope is that you will say, "Wait. I've already got this, right? It's part of what I've already got." And you start to utilize that. We've got some people asking about specific integrations. And we just used the OrangeHRM as an example here, but we have integrations with all sorts of tools like that, right?
 
Duane: Absolutely.
 
Duane: Yeah. If you go to our marketplace, the marketplace.ivanti, what you'll see is integrations that we have especially as it relates to identity where, you know, OrangeHRM was just one example. Integrations into other service management vendors. Let's say you're using that particular tool. Or integrations into fill in the blank. And so we have many, many different examples of that out in our marketplace. And so yes, we understand that you are going to be connecting to a number of different.
 
You may be connecting to a number of different things. You may be creating ad-hoc integrations, as well. And so yes, lots of integration points because, you know, at Ivanti, we'd love for you to use everything that we have day one, but understand that maybe a phased process and/or you may continue forward with one of these stacks being delivered from some other vendor, but you really need to integrate that as well. Fantastic, right? That's what our marketplace and you'll continue to see as we build out those integrations will be present within that marketplace.
 
McKay: So some questions specifically about the onboarding/off-boarding demo that we just saw. So Bernard asks, "What are the Ivanti products used?" In that case, I believe it was ISM and Identity. I think this was a couple slides back.
 
Duane: Yeah. We're gonna roll back just right there. So a great question. When the new accounts were being created, in other words, we're gonna get OrangeHRM in, that's not an Ivanti solution. It could have just as easy been a PeopleSoft or some other solution on the other side in HR system. And so what was being done was the account was being created in there. The Identity solution is what was picking up those accounts and then actually provisioning accounts within active directory and orchestrating, if you will, all of the other actions that needed to be created.
 
So that was the Identity solution. The iCam solution was being checked to say, "Do I have licenses to be able to deliver Project?" The ITSM solution was where the new hardware request was coming. The Identity solution was then used to re-provision accounts, de-provision accounts, when we moved from nursing to finance and then the UEM solution to deliver Microsoft Project, etc. So all that was happening and being orchestrated behind the scenes for those different solutions.
 
McKay: Got it. And are you finding that there's... I'm going back to the pick two. Are you seeing that there is a... And, again, we just started selling it this quarter, right?
 
Duane: That's right.
 
McKay: And this is totally brand new. Is there a specific set of stacks that are most commonly used? Again, is it like UEM and security, for example, or is it totally all over the board from the data we're seeing?
 
Duane: You know what's interesting is it really is all over the board. And that's why we wanted to make sure from a pick two perspective it allowed the flexibility for that customer because it could be based on what they already own. It could be based on their next project, etc. Now, there are a couple of common ones that we're seeing early on. And that was security and UEM, security and ITSM, the UEM and asset, but we have had just about every iteration of those pick twos already have requests and, you know, active engagement with customers on those. And I would say, and this has been interesting as well, it's been about 50/50, customers that are looking at pick two versus overall unified IT.
Again, the data is very early, but it's been tremendous the response, just in the last two months since we launched this.
 
McKay: So there's a few questions here. Just I think people are trying to get clarification on exactly what unified IT means. So Lee asked a great question. He says, "Does unified IT by default give you all of those six product lines that we see on the screen over there?" So it's five, yeah. So he specifically mentions UEM [inaudible 00:35:55].
 
Duane: Let me answer that question. Yes. So everything that you see up on the screen right now, unified IT is the SKU, if you will, the offering, that delivers all of those below. Every piece of the Security, UEM, IT asset management, service management, and Identity management that you're seeing up here, it delivers all of those. And, in fact, as we continue to add value here at Ivanti, there's a module, unannounced yet, but some really big announcements coming at our interchange event in about, what is that, two months from now?
 
McKay: I called the interchange. There's a plug. [crosstalk 00:36:32]. If you're in the U.S., come to Dallas. If you're in Europe, go to Madrid.
 
Duane: Yeah. So we're pretty excited about some of those announcements. Well, where will those new offerings? They'll plug right into unified IT. So those customers that are, in this case, investing in unified IT would already have those. I saw another question about a pick three. Is there a pick three? There are people saying, "Wait. I need three. I don't need five. I just need three, but I need more than two." You know, well, we're not gonna talk about the actual pricing. I think when you see those, you'll be very excited for the value that we are delivering at the price points that unified IT and pick two are gonna be available and that are available. But from a pick three, the moment you go to that third stack, you should be going to unified IT.
 
There may be a stack... You may say, "Look. I'm not gonna replace this solution. And I'm gonna use this stack from someone else." The moment you go to three from a price and value perspective, you really should go to unified IT. And as you talk with your, you know, sales folks that can help and really make sure what you need and that we're matching up the right offering for your given needs, you'll see that, but there isn't a pick three. It really goes from pick two up to unified IT because, again, really once you have the third stack, you should go to unified.
 
McKay: Right. And there's so many variables like you mentioned the pricing fees. There's so many variables that it's probably not wise to get into it on a webinar with hundreds of people on, you know. So it makes more sense to do it on a one-on-one basis. So after this webinar, what we're gonna do... And please still keep the questions coming by the way, but after this webinar, what we're gonna do is when you exit WebEx, you're gonna go to a page where you can actually fill out a form and request an individualized quote based on your needs and this pick two unified IT model. And that's the place where you'll be able to determine this pricing, but the thing we can say safely, right? If you were to buy each one of these products separately, it would be far more expensive than what we're going to give you.
 
Duane: Oh, yes. Again, you know, there's no question. There is a pricing advantage to a unified IT, but really, the reason we put these together wasn't just to bundle up some products to deliver things at a reduced price. What it really came down to is we sat down with product teams and marketing teams, etc. How could we drive solutions that deliver value in each one of these and integrate them so that these scenarios, like the ones that we showed in, unfortunately, fairly low-resolution today, but those types of solutions as customers have those needs? We're not going in and just talking to you about the product, but really matching a solution and the delivery of that solution with the right types of offerings from Ivanti.
 
McKay: So we've got some questions too coming in about people asking very specific product questions. So they're saying, you know, "I used..." Here's one example. "I utilized Heat & Shadlick for our CCM." Those are, of course, two of the companies that we've acquired over the years. So we now roll together. Would integrating them be part of the pick two? Like there's all sorts of scenarios like that. And my guess is you're gonna say," There's so many scenarios with all the companies that have come together here that maybe that's just, "Talk to your sales rep." Is that a fair answer?
 
Duane: I think that's a fair answer, but I want to just address one of those specifically. You know, we totally understand. And we get that you have, you know, solutions. That one was, "Hey, we've had these things for SCCM," meaning we plug in Security to SCCM. We add on in this way. We get that. And the products within these stacks will also allow you to do those types of scenarios, as well. You know, I did see with the former RES products...
 
McKay: Yeah. Where are they? Where are they in all of this?
 
Duane: Yeah. So when you look at, you know, user workspace Manager, those capabilities live there. And then Identity Management, the Identity and Access Management, those were clearly RES products before. You know, when we do acquisitions of technologies here at Ivanti, we're not just merely saying, "Oh, okay. Well, great. What's that next technology?" We really look at this framework and how it can apply to delivering IT. And so yes, each one of those... If you went back to the history or the genealogy, if you will...
 
McKay: It's a very convoluted family tree we've got in the back there.
 
Duane: Mm-hmm, but bringing those together is what unified IT is about.
 
McKay: Okay. Just a couple more. And please keep them coming. I think we've got time for two more. I'll ask one here. And then we'll have a final question. So was there a magic sauce to picking the pick two number instead of the pick three? Because I know we had some outside consultants come in. We did a ton of internal analysis.
 
Duane: Yes.
 
McKay: What was the sort of magic number? It's either two is the best model or it's best if you just go to a whole nine yards.
 
Duane: Great question. If you have a single product or maybe two point products from Ivanti... And we see a lot of the classic themes popping up there, whether it'll be RAS or Shadlick or LANDESK or Absence in some of the questions we're seeing. So no matter where you came from, if you had a single product or maybe, you know, two products, if you're trying to make that move to the next, evolve IT to the next step and that's really, again, where these stacks come in, that pick two was really based around that. What would it cost then to add a product or two? And instead of having to add the next four or five products, which are really underneath one of these stacks.
 
McKay: And the cost adds up to more if you do it that way.
 
Duane: Exactly. Exactly, yeah. So that's what really drove our decision. We didn't look at each of the individual products. What we wanted to do is simplify this to say, "I'm ready to take on this next thing. Let me go ahead and take on this next thing." For unified IT, once you got past pick two, if you needed the third stack, we fully understood as well that we knew that while there are five here, that you may not ever replace... You may use all five, but you may just only use four. And so once you added the third, we wanted to make that value be, "Go to unified IT because everything you use three and above, it makes sense to go to unified IT."
 
McKay: So final question, like you said, we wanted to simplify this, right? We know that there's been a lot of companies come together. There have been a lot of products. There are a lot of questions about that. The goal initially was to make this simple and clear and streamlined for our customers and our prospective customers. Can you describe just in this last several weeks as we've started to sell this the excitement internally, but also, more importantly, the excitement among customers and prospects as they start to see this and they're like, "Wow. What does this mean for my organization? How simple does this make this that if I need a new point solution, I don't have to start a new budget requisition process. I have it already, if I have unified IT." Like describe the excitement and the movement we've seen on this just in the last few weeks.
 
Duane: Yeah. Let me give you kinda two or three themes that I see kinda popping out of it. Number one, the excitement is, "You know what? I was ready to take on this next initiative within IT. And, you know, I wanted solutions to help me with this initiative." This gave them a framework. Instead of saying, "Okay. Well, which products, etc.," it simplified the message, what they needed to acquire, just everything. So that simplification has been I think paramount through the delivering of these new offerings with unified IT.
 
The second thing that I would say from a major theme that we've seen is that customers are looking for the ability to acquire these solutions sometimes, and especially larger customers are saying, "Well, over in this department, I had these solutions running." And then we acquired and we acquired. So [crosstalk 00:44:34]. Yeah. You know, one customer that we were at, they had 30 acquisitions. I mean, it just blew my mind. They had 30 acquisitions in the last eight years.
 
And each one of these, if you will, and they're not departments, but companies that had come into their portfolios were managing IT at a different level with a different style and a different offering. And they wanted to be able to consolidate those throughout all of those departments with one offering. And so we're seeing those, not just companies that have bought 10 different companies and trying to consolidate, but normalizing the offering and then providing a higher level of IT service. And so the simplification on one end and then just bringing together their own IT organizations has been the two biggest things I've seen.
 
McKay: Great. Thank you for your questions, everybody. We've got some great ones. A lot we couldn't... Do you want to take that one?
 
Duane: Yeah, let me take that last one. One thing you don't see within the unified IT stacks is that...
 
McKay: Which one are you taking?
 
Duane: That last one.
 
McKay: Sherrie's?
 
Duane: Is that Sherrie?
 
McKay: The data analytics one?
 
Duane: So let me hit just a couple of rapid-fire [inaudible 00:45:49].
 
McKay: Yep. Go.
 
Duane: Data analytics is part of our License Optimizer, okay, as far as that's how we go forward and the expansion.
 
McKay: [Inaudible 00:45:57] Asset Management, the stack.
 
Duane: Yeah, there's the question around extraction and automation. Extraction and automation run throughout the unified IT stack. And so those are products, if you will. The offerings to be able to do the reporting and analytics that extraction offers, connecting into our own systems and other systems, if we were to draw a bar underneath and put automation and reporting and extraction, those are offered through all of the solutions within unified IT and absolutely are part of that offering.
 
McKay: Okay. Great. Great. Everybody, thanks for the questions. We really appreciate it. If we weren't able to get to some specific ones, and there were some very specific ones about very technical product stuff and what goes where, we have a list of these. So WebEx gives us a list of the registrants and also the question each registrant asked. So we will email you directly with answers to those questions. So thank you so much for asking them. And thank you for showing up today. We had a fantastic crowd, a lot of good interaction. And Duane, John, and Iran, thank you so much for being here.
 
Remember, you will get a recording of this webinar in your inbox in the next couple of days. You can also, at any point, go to ivanti.com/webinars and see recordings and transcripts of all of our past webinars, as well as the slide decks. And again, for very specific questions in your situation, please fill out the form that you're about to see when you exit WebEx. And you'll be able to talk to a sales rep. And they can answer very specific questions about pricing and which model maybe works best for you and your situation. So thank you, everybody for attending. Have a fantastic day or a fantastic evening, depending on where you are. Bye-bye.