The Ivanti ELA: 10 Frequently Asked Questions Answered

October 04, 2018

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

Duane Newman | Vice President, Product Management | Ivanti

We launched our new Enterprise License Agreement in January in an effort to Unify IT. The concept is simple: we have 5 major product lines (Operational Security, UEM, IT Asset Management, ITSM, and Identity), and we want you to own them all for one price. 
Our product team rolled out Unified IT ELA in January. Since then, we’ve sold… a ton of it. And we’ve also received a lot of questions about it. 
In this webinar, we’ll address the 10 most commonly asked questions we’ve received about the ELA and take your questions on the webinar. Join Duane Newman, our VP of Product Management, and Steve Morton, our CMO, on this very special webinar to ask anything and everything about the ELA and Ivanti’s products.

Transcript:

Steve: Hi folks, welcome to our webinar today. My name is Steve Morton, I'm the CMO here at Ivanti and with me is our Vice President, the Product Management, Duane Newman. Duane, welcome to the webinar.

Duane: Thanks, Steve.

Steve: That sounded really canned, like a canned response. So the first thing I wanna say is, we need to get some new photographs. Before we even start the thing, that there's a problem here...

Duane: There's a pixilation really...

Steve: Yeah, that's actually how my skin looks [inaudible 00:00:42]. But just a note, the rest of the marketing team that might be listening to this, let's get the pictures squared away. The call today is around our ELA and our Enterprise License Agreement. You guys were probably very familiar with it. But we've got a bunch of questions. We've got a bunch of user submitted FAQs requests, and we thought we'd just spend a little time with you today. We probably won't take the full seven hours that we have scheduled for this webinar. So we'll try to keep it fast and informative.

And if you have questions, you can pass those through our Q&A section there that will be monitoring and answering questions again. So, again, let's just talk for a few minutes about our Enterprise License Agreement here at Ivanti and why we started it. Here's the background of it, we've got what we call our five pillars, you know, our areas of expertise. We've got all these marketing terms for these pieces here. But, you know, one of the things about Ivanti especially with the number of acquisitions that we've done in the past couple of years, you know, it's a broad portfolio.

This is a whole product set that spans a lot of stuff. There's a lot of different SKUs in our portfolio. There's a lot of different interesting problems that we solve. And I think, Duane, one of the reasons that we came up with the ELA or kind of just focusing more on the ELA was just to kind of simplify that to give people an understanding of what's in the portfolio and give them a great deal as well, right?

Duane: Yeah, exactly. So we first started driving these products together because of just the natural synergies that you find with when you're doing endpoint management and you need to secure those, or you're doing service management and now you wanna extend to a different place, be it asset management, etc. And so as we started to integrate those products and unify the experience, what we hadn't done is unify how you actually bought them. And so that became second to us. Let's package these things up in the natural ways and make it much easier for our customer...

Steve: Right. So we've been talking about this concept of Unified IT. It's kind of a rallying cry, the power of Unified IT is the tagline that we have here at Ivanti and what we wanna be known for. And, you know, part of the premise of this is let's find a way to make all these products work together to solve problems that could traverse multiple parts of a traditional IT organization. And then that's the concept behind Unified IT. We'll get into some detail of how this works. You'll hear terms like Pick 2 and Unified IT SKU. But I guess the first thing we wanna talk about is just the complexity of the portfolio, the breadth of the portfolio. And I think this is a good way to describe it.

So, just to remind you real quickly. Endpoint security, a key pillar for us. Unified endpoint management, that's where our traditional endpoint management products have lived, EPM what was formerly known as LANDESK, IT asset management, service management, and identity management. Those are the five pillars, if you will, that we'll be talking about for the next few minutes.

All right, here's the first question in FAQ, and then this...we'll not get too much of a marketing answer I hope. What's the vision of Unified IT? You know, in a nutshell, it's still back to solving the problems that you have and trying to kind of break down those silos that exist in traditional IT organizations. When we talk about...when [inaudible 00:04:15] and I talk about Unified IT, we definitely get that it's a vision. It's a destination. It's an aspiration. It's not something that happens overnight, and there's a lot of different paths to get to. But there's a common understanding of the fact that the way that we've grown up as IT, the way that we have responded to new technologies and things like that has created, and naturally and rationally these silos in an organization. You have a team that works on mobile. You have a team that works on security. You have a team that works on desktop management. You have a team that works on server management. Those things rationally became part of the IT infrastructure. But I'd argue that that's not actually the most efficient way to do that.

Duane: Yeah, exactly. And when we're with our customers, you see, and this is not the way that IT should function is that too many times you get inside of IT and they actually become segmented by the tools that they're currently using today. In other words, one grew because of the tool that they use to manage a particular set of functionality or manage IT, whether that be the endpoint or securing it or service management, they're segmented many times just simply based on the tooling.

And that is not a function of having Unified IT, meaning having the different departments' information being shared, etc. So our vision of Unified IT is exactly as you just outlined, Steve. And that is, let's bring it together. Let's make those groups functionally, completely unified. In other words, there's not a, I pass information off to you and then if you choose to consume it, it's available to IT to be able to do their job.

Steve: You ever play the telephone game, right, where you whisper...

Duane: Just once with McKay and it was disturbing.

Steve: ...in college and, you know, so you can work that out. But the reality is every time information passes these barriers it gets jumbled, right? You know, part of this argument is that every security guy needs to know what's in an environment. Understand what they have in their environment. Why wouldn't we have that same common source of understanding across all of these different functional groups, right? It just doesn't make sense to not share that information. Duane and I were talking to a CIO of a big healthcare thing and he was talking about the fact that they had a breach at this company. And had that breach, they knew they had the breach. They called the meeting of the IT guys to figure out, you know, what was going on. Eighty people showed up.

Eighty different functional groups or, you know, representatives of these functional groups and, you know, this guy called it, interestingly enough, that everybody was there to establish the meantime to innocence. How quickly can you prove it wasn't my fault, right? That's just indicative of the way IT organizations have been developing, again, these silos, that they're not sharing information. Each of them had their own take on what had gone wrong and none of them were sharing a common dataset. So that's kind of the vision behind Unified IT. Again, it's just to make people more efficient to actually share data and just to move on with the business of being strategic.

Duane: Yeah, the last thing I'll layer on there is that it is about also giving IT recommendations in what they do. So long in this industry, it has been about, "Okay, well, I can tell you exactly what is happening, if you will, in my stack," or my purview, or my tour, but it doesn't really give me the recommendations. "What should I do next? Okay, I can see that I've, you know, patched 80% of my endpoints within a 3-day period." Well, great, "Of those 20%, what should I be doing? How can I reduce that time to roll that out? What kind of procedures and processes can I put in place?"

And so it's about those recommendations. So we don't see Unified IT as just simply being, "Hey, here is some functionality in each of these functional areas," but it's about giving you the recommendations and cross recommendations on what you could do with the data you have to be able to understand, "Okay, how do I speed and make more resilient, if you will, the delivery of IT?"

Steve: [inaudible 00:08:34] marketing, you used the word...

Duane: I used resilient. I did use the word resilient.

Steve: And I think to that point around the patch example, there's other pieces of information, maybe from the EPM guys or Unified Endpoint Management guys. There's information from other security products, that sharing that information is valuable. If you're trying to really understand, for example, how well you're patched, you're probably gonna touch these other departments, right? There's information that has to be shared. So that's the vision of Unified IT. We think at Ivanti we're uniquely positioned to help people solve that.

And there's some other good questions about that as well. "Is the ELA about pricing or functionality?" All right. I'll be honest, it's both. The absolute reality is it's probably both, yeah. So, this is a pricing, actually makes it much easier to buy. We'll talk about that in a minute. But really the main value proposition is around functionality.

Duane: Yeah. It's like what we were talking earlier, as we began the Unified IT and bring these functional areas together, what we saw was, okay, we're bringing the products in, but it's still difficult to buy. In other words, I need this SKU over here, I need SKU over here. And not just from our sellers and those that engage with our customers, the customers have a difficult time understanding. It's like, "You're telling me the story of all these things I could do. I can see exactly how I would lay that out and start to do that in your products. That's great. But now I get this crazy amount of SKUs, and how can you simplify that?"

Steve: By the way, we have a wall downstairs where we map out our customer journey, right? We're literally saying, "Look, from the first time we talk to a customer or prospect, let's walk through the whole process." And if you've seen the number of SKUs that are on the flipping board, man, it's actually taking up two walls. And it's in very small print. It's like [inaudible 00:10:25] font that's Arial. So makes it a little easier to read to be honest.

Duane: It's Arial, bold.

Steve: I don't know. It's not bold. That would be too thick. But the question is...thank you for that, Duane. The reality is...again, so we have a big portfolio and one of the pieces of feedback we've heard over and over, is, "Make it easier to buy."

Duane: We get some awesome feedback, quite frankly. One of the first customers that bought in, he said, "Hey, look, this is the first time. Here's the story." And it totally matches this story. I could go in. And they bought one thing. They bought Unified IT. They said, "Look, I wanna buy Unified IT. They've got the vision." Now, let's make it really easy for them to buy. So yes, there's price advantage to it. But it really is about the highs and what we're delivering, and the recommendations, and everything we just discussed. And so, yeah, it's a little bit of both.

Steve: Yeah, you know, one of the questions we've heard is, "What are those advantages?" And, you know, we've talked about understanding what you have. And so we talked about discover, provide insight, and take action. Again, our overall architecture as we've been working on it is to share that information amongst all those pillars that you've seen. So we know how to discover better than anybody in the world, I'd argue. We know how to provide insight, which is a way to get our information together and we're increasingly with things like machine learning and artificial intelligence and predictive analysis, we're gonna be, you know, providing insight, but not only giving you ideas of what to do, but actually the power to execute those tasks.

So it's one thing to know that your patches are... It's one thing to know what machines you have, another to know how well they're patched. It's another thing to actually be able to take action and do something about it. So that's the quick concept around the Unified IT and whether it's pricing and functionality, it's both.

"Eating the elephant..." Is this a backdrop in some ways?

McKay: Yeah, it's...

Steve: No, really. Where should we start? And it's a great question. And I think this one, Duane, depends on where you're at today. This is not meant to find step one, two, three, four, five type of approach. It's, tell us where you are today. Tell us the immediacy of the problems you're trying to solve. And we work from there.

Duane: Yeah. So there's a few different examples. We have existing customers that may have a particular product, a single product, and that may start in the service management area, it may start in the asset management area. But what they're doing is they're looking at that product and say, "Okay, well, what's my next steps?" Well, looking at the ELA or looking at Unified IT, they're saying, "Hey, here's my next step, my next natural adjacency." And so that step should really be determined about the next business problem you're trying to solve. Okay?

And so, where do I start? Now, a lot of customers are opting to say, "I've got a single product, but I'm ready to go to Unified IT because of the advantages of Unified IT. Okay, so where do I start?" Well, what's the next problem? It allows them to kind of select and say, "Okay, we're gonna phase this in. Over the next, you know, month or two, we're gonna get this guy up and going, and then we're gonna..." And so, you know, where do I start is really determined by where you're coming from.

Steve: But isn't one of the main tenants, you've gotta understand what you have. So that's foundational to everything that's on this list.

Duane: Exactly. So if I go to somebody that's new, a lot of those new customers that are coming into us, they don't even understand the, "Where am I at? What do I have?" And then kind of answering the next question. So a lot of the, where should we start, especially as it pertains to new customers, they're starting, "Hey, let's get discovery and inventory. Let's get a layer of protection down on the endpoints. Let's now invoke our service management processes." And so that's exactly what our consultants and what our teams are here to do is not just sell you a product but really help you and your IT organization get into the business of Unifying your IT, right? And then, being able to deliver a different product as far as...

Steve: Yeah, fair enough. The second question, "Where do you start?" It depends where you're sitting today. It depends where you as an organization wanna take care of the problems that you feel are immediate. But we'll talk a little bit more about the affinities and products and how those come together. But I think that's the best answer that... There's a question on the board. We're gonna talk a little bit about pricing in a minute.

Duane, we've had a product in our portfolio on total User Management Suite, right? It was kind of a combination of what was then LANDESK technologies, and then it included service management add-ons. What happens to those customers that are on this call that are existing TUM customers and how do we treat them?

Duane: Yeah, so TUM customers, Total User Management. The acronym SUMs, Security User Management. We have DesktopNow, which came from another set of our product. So there's a number of different bundles in which we have sold in the past, which at that time represented, you know, key technologies that, you know, our customers wanted to buy together. And so, absolutely, there's some special programs available for those customers, you should be engaging your sales rep. But then, you know, these are customers that have already bought into and started down that Unified IT journey. It was maybe called a different bundle in the past and didn't have all of the functionality...

Steve: So is Unified IT really SKUs, is just a new TUM?

Duane: It's much more than the new TUM.

Steve: I think so too, yeah.

Duane: Yeah, it's much more that the new TUM. But it is directionally the same place that we're heading and that is unifying IT. But on top of where you had a Total User Management, TUM, before. You're now adding in additional capabilities around asset management. You're adding in additional capabilities around security, additional capabilities in identity and access. And so there's a lot of different areas in which kind of are additive to TUM. But the question really was, "Hey, is there a price break?" There are special programs available for our TUM customers, and SUMs, and DesktopNow...

Steve: Talk to your sales reps, but the answer is yes. We wanna help you. And we appreciate you being a customer of TUM. So thanks for doing that. And, by the way, we used to call it TUMs...we actually call it TUM because of the potential lawsuit with TUMs. I'm not sure if you were aware of that, McKay.

McKay: I was not. It's good to know though.

Steve: Just keep putting that in the...that's should be the next [crosstalk 00:17:02].

McKay: I'll put that in my...

Steve: "Why is it just on subscription?" Why are we doing this in a buy once...

Duane: Let me give you a great example. So, yes, our Unified IT, whether that be Unified IT in other words all five stacks or a Pick 2 is on subscription is because we have already since the introduction of this program, you know, the Unified IT ELA earlier in the year, we've already added additional functionality into that. And by having another subscription, having our customers come along with us on that journey of unifying IT, that makes it a lot easier for us to put things additionally in there. And so that subscription entitles you to those products, and two, a lot of those new products. Now, we can't guarantee that everything new that we'll ever have in the future will all of a sudden be part of the ELA, but there's significant enhancements that we've already done.

Steve: Is it true, by the way? Are we are we saying that...and ELA does not necessarily mean if we go by Apple, which is rumored. I don't know if you've seen the news today.

Duane: It's close.

Steve: We're close to getting a deal done there. And that we wouldn't include all of those products. And I mean, that seems to be one of the reasons why someone does an ELA is to lock that stuff in. But we have actually thought and talked a lot about that with customers.

Duane: Yeah. And let me give you some great examples of things that we've already added. So, in large part, that is absolutely the scenario that we want to provide for [crosstalk 00:18:24]. Okay. And one great one is the new asset manager became available in Q2, and now the full asset manager in Q3. And as part of that, that slid right into the ELA...

Steve: So no extra cost, even though it is essentially a new product.

Duane: Yeah, brand new product, cloud delivered, all delivered as part of their subscription. So that's just one example. There's been other things that we've added into the ELA in the last...so we will continue to do that. And again, our intention is to have our customers buy into...I'm trying to solve security problems, we wanna keep helping you solve those security problems as we acquire, add new, etc. No, yeah.

Steve: So on subscription, subscription model only. But there isn't an attention. I haven't actually heard any noise about trying to do this in a non-subscription model. And that's kind of the plan. Okay, next question. We have a couple other ones that are coming up. We'll come back to those in a minute, but, "Is there a minimum size?" Under six feet and, you know, I'll call you a friend. Saw all this on the [inaudible 00:19:30]. My daughter sent that to [inaudible 00:19:35].

Duane: Where did that come from?

Steve: It's a minimum size like a height thing, right?

Duane: [crosstalk 00:19:40].

Steve: And the real thing that's what they're asking for.

Duane: No...

Steve: The reality is that there is a minimum, and we've just changed that minimum. We came into this originally with 1,000, you know, targeted 1,000 users environment. And one of the reasons we did that, is there's some hosting costs and things to do, but have we officially announced the new minimum?

Duane: Yeah. We just started to roll that out today with our sales teams and that will be a 500-user. You know, so that is...

Steve: Okay. So ELAs are available down to a 500-user environment. And again, I think under that, then our costs and some of the hosting models and stuff like that become really...there's a legitimate minimum size. And the good news is, we've been able to move it down as we've been better on managing those costs. But 500 seems like it's a reasonable amount.

McKay: Yeah. And that's free to the Pick 2 or the whole Unified IT.

Duane: That's correct. Either of those two.

Steve: Okay. That's the minimum size, [inaudible 00:20:38]. So here's the nomenclature, Pick 2. So there's really two flavors of the ELA. There's, "Hey, buy the whole thing."

Duane: In fact, if you can go back to that first slide that kind of represents. I know you got a couple of...

Steve: Yeah. Well, Pick 2 means essentially, there's another prize for if you wanna just pick two of those pillars and buy an adjacent stack there essentially. So let's talk about that. That's what Pick 2 basically means. But I think there's a natural affinity of how these come together, Duane.

Duane: Slides are very difficult, McKay. It's kind of left hand, right. Well, you know, one advances, one moves it back.

Steve: At least talk about it, yeah.

Duane: Yeah, we'll just talk through that. So of those five stacks, as Steve just described, those five stacks, you can buy everything, Unified IT is what it's called, Unified IT ELA, or pick any two. And one of the most popular Pick 2 options to date, you know, it's been interesting, our customers, what we've seen is about 50/50 in overall Unified IT, or somebody choosing a Pick 2 option. Now, "What are the most popular of those 'Pick 2' options?" We have sold, I think, almost every combination already of Pick 2. There's two or three that we haven't. There's 10 different combinations...

Steve: Here's the examples of...

Duane: There we go. We're done with this, McKay, so we can move on. No, this is perfect, what I wanted to describe. So on the Pick 2, and you see these different examples: security, User Management, being Endpoint Security and along with Unified Endpoint Management. And again, every combination here is represented. The first two that you see on the screen there, security user management, ITSM...

Steve: Look, if you're an EPM customer, you know, there's a natural affinity towards security, right? If you're doing service management, there's a natural affinity towards ITSM, right? So it really does matter where you're sitting today, what's the next challenge that you're trying to do? And again, some of it has to do with crossing those organizational boundaries as well. And how does that work on that? There's an interesting question in there. And just on general pricing, Duane, you know, concurrent number of admins, number of...you know, what are we doing to simplify that? What are we doing to try to make it so there's not some giant calculation in how many different types of users are in this case?

Duane: Yeah. Included as part of a Pick 2 or Unified IT ELA are ratios. And those ratios then allow for, okay, well, I'm doing it based on my users, but then I get a ratio for servers. I get a ratio for the analysts in service stack. I get a ratio for the number of assets that I'm gonna track per user. And we try to be pretty liberal with those and we are always looking at those to enhance and make sure they're at the right number. That it meets the majority use case. We don't, in essence, always wanna come to every customer and then they have to buy a bunch of extra things. And so those ratios are very important. We wanna be as liberal as possible with those ratios and allowing you to track, you know, whatever you need within there.

Steve: Yeah, okay. And there's a question around, where is RES automation a former company known as RES. It is in the... What's...

Duane: That's the identity stack.

Steve: So it's entirely encapsulated in the identity stack. I wasn't sure if there's some that sit in ITSM but...

Duane: The workspace on the RES workspace side that sits within the UEM stack, but what you knew before as identity and automation, that is the identity stack.

Steve: Yeah. Okay. And one of the questions here is, "Can we see what products are in each of those stacks?" So we have that available.

Duane: Yeah, absolutely.

Steve: I think it's a follow-up we can send the...

McKay: I'll send that out.

Steve: Absolutely. But we do definitely have a definitive list of what products are in each of those stacks today. Okay, that's the most popular. "How do I implement something like this?" That's the, eat the elephant question, right? It's essentially the same thing, and I think our point is, you know, that's something we'd sit down with you and kind of determine, what's the next thing?

You know, we've talked about this maturity model in a way to kind of view where you are as an organization, and what the next thing would be to do if you're trying to...assuming if you had an outside person looking at your organization, here are the steps to go through that. I think we've come off that a little bit to say, "Look, we can give you a guide as to, you know, the kind of Maslow's Hierarchy of needs of what IT department should be implementing."

But I think we've come more to the point that, "Let's see where you're at today. Let's sit down and do an analysis, look at the gaps and then try to figure out what the next step for you to fix the problem would be." That seems to be the way that most organizations are working. We can give you some guidance. We've seen, you know, tens of thousands of other customers go through the same thing and I think that's a good one-on-one conversation we wanna you have with your territory manager.

McKay: And you had kind of answered this one already.

Duane: Yeah, we went through this as far as future products. Our intention is to include them as much as we can within the ELA. I gave some examples of where we have already done that.

Steve: Did we change the ITSM license ratio? I thought that was at 50 to 1. Isn't that where that sits?

Duane: We're still working on that as far as how we announce that. And so we are...as I said earlier, we're looking at those ratios. We're looking to, you know, potentially enhance those but no announcements quite yet.

Steve: Okay. All right. 

Duane: No, no, not at all, Steve.

McKay: There's a lot of other questions coming in too.

Duane: They're good questions. Keep them coming. We appreciate you guys engaging with us on this stuff. And I saw there was a question around doing business in Idaho. I'd have to ask our reps there if there's any nuances of why we wouldn't need. But my perception, my guess is that we are qualified to do that. My mom and brother live in Idaho and I'll probably give them a call right after this and see what's going on. All right, consideration and adding Global Academy licenses. Look, so for those of you that don't know what the Global Academy is, it's our new kind of on-demand training program. And this is the question, we've actually been talking to services about including that, you know, why not put on-demand training as part of an ELA?

Duane: Yeah. So things that we're looking at, you know, we'd love to, you know, include training, include some additional enablement of our customers. But we've even talked and Steve is passionate about this one as far as including some of the interchange with our Unified IT. So these are all...no announcements. But we would definitely extend and look to extend our ELAs in the future to help our customers become more enabled on our products...

Steve: And part of that is do we have this intention of doing all that stuff ourselves? I think the answer is no.

Duane: No. We rely on...you know, our partners are key to the strategy.

Steve: And we have a lot of awesome partners that can help you on that journey. And then that are really well suited to help you kind of determine what those next steps are. And so, you know, we've consolidated our training organization to be able to do the on-demand online training. But a lot of the nuts and bolts get done through our partner community, which is a critical part of our success.

All right, let's see. We've a question here, Duane, about the endpoint security patch and are segmented. Is this the same platform? We have a plan, a roadmap and delivery of tying those pieces together. That's pretty near term.

Duane: Yeah. So even today, if your endpoint security, if you're using patch endpoint, patch for server, depending on where you're coming from, you know, classic EPM customer, or if you will, classic patch or protect customer, you're on the same platform, if you're choosing to do that. Now, there are some options that are available in those two different stacks that allow you to, you know, maybe go agent list or do some different things, but whatever path you choose, you can be on that same platform to do both.

Steve: Interesting question about are we doing anything for specific verticals and different licensing models? So to the point here is, if you're a services company, you may have a different ratio in some of these pieces. I think the answer right now is, no, we haven't done that. Although it's an interesting idea, right? It depends on where you're at. And I think those are probably custom quotes that we would work out if you're outside of the norm and outside those normal ratios. Again, our intention with the ratios is to find ones that fit just so we can fairly price it across the board. And, to your point, maybe there are some opportunities for us to get more nuanced in the different verticals on that stuff.

Duane: Awesome questions are coming in right now.

McKay: Yeah, this is awesome. Keep it up.

Duane: As a customer of Ivanti Cloud Service Management already, formerly HEAT, is that one of the Pick 2 are eligible options? Absolutely. So that is our service management stack. What you're referring to is that stack, and so, if...I'm guessing based on your question, you're looking at extending in some other areas whether it be asset management or security, etc., that would be a great conversation for us to have, get engaged with you. And so Pick 2, you have one of those stacks. You have that service management stack most likely depending on what you own today and it would be extending into a second stack or into overall Unified IT.

Steve: Are you looking at Pick 1?

Duane: Well, you know, in a lot of cases there are...

Steve: We're not selling all these parts a la carte.

Duane: Yeah, that's right.

Steve: And in fact the ELA is not for everyone. It's clear... So the quick answer is yes. It's a new term we're gonna...

Duane: Products are still available a la carte, individually. So any of those blocks, if you will, that you saw on the screen available for the product standalone.

Steve: All right. Good. through questions. Keep them coming. If you have more, we're happy to answer them.

McKay: And then one of the things just about the traction around the ELA.

Steve: Okay. Yeah. We knew this thing was gonna be big. I think we didn't expect it to pick up as quickly as we have. I think that's what you're saying, right?

Duane: We've been very, very pleased with the results and the traction. You know, any customer that had, you know, previously...there was an example already that was asked a question around total user management that TUM package and some of the other packages, any of those customers that have already bought into that vision of Unified IT we're having conversations with pretty much every one of them because they're like, "Okay, how do I take the next step and I see all of the new compelling things that you have within your unified IT portfolio."

And so, absolutely. It's been significant and interesting that the conversations that we're able to have with our customers and help them with IT has really changed as well. And it's been more strategic for them as they go to their management and say, "Hey, I just need this one next feature or one next product." They're able to go and have a conversation to say, "Hey, look, Ivanti has made this a lot easier, not just from a price perspective, but most importantly from a value perspective for us to go and do these next things." And so yeah, the traction's been awesome.

Steve: Yeah, and interesting. That's with existing customers but it's also with a lot of new customers that have been coming in the portfolio. I think it underscores the reason that so much of our development efforts right now are built on those...connecting these pillars, right, ways that technology works together whether that's platform work that we've been doing in, whether that's the reporting and the insight part of, you know, discover, provide insight, take action. That's where we're putting a lot of that time today. So yeah, we're really pleased with how the ELA has been working. I think it's a simplified experience and is really indicative of our direction.

McKay: All right. This one, "Does it lock you into one platform?"

Steve: That's a good question. It's a fair question. Look, I'll be honest, I hope so. But I also realize that to be able to get the right to be that platform for the company is a common and a long process to get there. And again, we're not gonna win the whole thing, right?

Duane: One of the ideas behind Pick 2 is simply that, and we understand that a lot of enterprise and our enterprise customers, they have solutions that are in some of these other stacks. We totally appreciate that, understand that, and want to integrate with that. Look, we love to be [crosstalk 00:33:29]. But that is one of the reasons behind that Pick 2 is to say, "Okay, great. I know that I have these other enterprise applications and they are applications of record for our business. And I need you to integrate with those. And I'm gonna use Ivanti to solve these problems." Fantastic. So while we'd love to be all over all Unified IT, we get that you may have other platforms and products, and that's great. We'll help you plug into those and meet the needs of what we can solve [crosstalk 00:34:01].

Steve: And we have a big connector strategy. We got a big connector push to make all those things work together. So, look, we wanna make sure that you see the benefits of combining under that platform but the same token we're not idiots.

Duane: So I love this question here. "Is the end goal to be all cloud based or combo of prem and cloud?"

Steve: Good question.

Duane: So we absolutely want to move, enhance a number of our products to the cloud. In fact, some of the most compelling things that we're able to do in the cloud around machine learning and around deep analysis and giving recommendations really can only be done in the cloud. Okay, because of the types of information and how we can then iterate and quickly come back to you with additional information. But that is not a signaling of us departing from our prem, cloud. Actually, we want our customers to have that choice. Because we understand, depending on a particular market or vertical that you may be in, it may dictate a need to be prem or...

Steve: But you're not arguing the fact that increasingly, cloud is gonna be the delivery mechanism for all software. And I don't mean just Ivanti software. I mean, this is the trend now. To Duane's point, I think...

Duane: There's some compelling things that we can do in the cloud for you in addition to.

Steve: Even if you're an on-prem customer, you'll see, again, things like machine learning and artificial intelligence and all those things applied. That some of the reporting is dependent on cloud. But it doesn't mean having to have a native cloud application. Now, again, I do think that increasingly that's the way that software is just gonna be developed. And here we are in a business that's a little bit of a slow follower on cloud but there's gonna continue to be that push.

Duane: Yeah. Another question, we use several different products from multiple vendors as our charter source that shows products from other vendors that could be replaced by the ELA. That's a great question and one that let's get engaged with, you know, your sales rep and the...

Steve: But it's a good question. To be able to fund this type of software, I mean, you have to be able to say I'm gonna have piece of savings here.

Duane: We can help you absolutely with that ROI and there's not, if you will, a sales flick or just that we can say, "Hey, here's the map of, you know, which vendors you could replace." I'd love to sit down, have that conversation, and absolutely build that business case.

Steve: Okay, fantastic. Any other questions we have that came in? That's number 10 on the list. So how many do we have on there?

McKay: That was it. If you wanna take any more, there's still question coming in here. But I think you guys have addressed most of them.

Steve: Okay. All right.

McKay. Because people were asking in real time.

Duane: Oh, come on, there was right there probably the most important question in this webinar, "Will Steve push the button?" Hopefully, not today.

Steve: I was just thinking about that while I was talking to yesterday and this reminded me...

McKay: He was the kid that the...

Steve: Yeah, he was the guy from Dallas. I totally set him up with the, "Hey, you remember that lady that was a nurse, she grew up next to Dallas," all that. I said, "Do you wanna meet her?" He said, "No, not really." I think that was the funniest point of Interchange. By the way, just to close it up, we'd love to see a lot of you guys...let's see all of you guys at our Interchange event coming up. You'll start to see as we start to push out some notices of that. It's gonna be in Nashville. It's gonna be awesome here in the States and the UK...in Europe we'll be back at Madrid. So we always love seeing you guys and hope that you'll make that part of your plans.

Duane: So, you know, hopefully today was instructive on where we're going with ELA. Hey, if you have a current investment in a current product and you're happy with that, great. Keep marching on. Those are still available to you, nothing changes there...

Steve: Absolutely. And there's no plans to change anything.

Duane: That's right. We're gonna continue to enhance those as standalone products, and so, you know, we want you to also get excited. One thing we didn't really cover today is, "Hey, here are all the very exciting things that we're doing in the cloud. How we're unifying IT and the things that we can give you added benefit on the solutions that you have today." So in that case that, you know, we didn't really cover that today. But understand, if you have a current investment in a product, this isn't a push to say, "Okay, great. You gotta go here." 

Steve: Yeah, Nashville Interchange is April 29th through May 2nd. Madrid is March 11th through the 14th. We'll talk to you guys before then. Thanks for joining us on the on the webinar today. Hope it was good. And if you have any questions, just follow up. We're happy to take them. We're happy to reach out to you guys individually.

And, again, thank you for joining us.