SALES PLAYBOOK

Ivanti Unified Endpoint Management –

Endpoint Manager
Sales Playbook, v. 16-January-2018

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Contents
Solution Overview – Ivanti Endpoint Manager powered by Landesk ................................. 3
Industry Trends ................................................................................................................... 4
Messaging........................................................................................................................... 5
Buyer Analysis .................................................................................................................... 6
Selling Tips ......................................................................................................................... 8
Sales Plays ......................................................................................................................... 9
Overcoming Objections..................................................................................................... 12
Competition ....................................................................................................................... 13
Vertical Focus – Customer Successes ............................................................................. 17
Resources ......................................................................................................................... 18

This document is provided strictly as a guide. No guarantees can be provided or expected. This
document contains the confidential information and/or proprietary property of Ivanti, Inc. and its affiliates
(referred to collectively as “Ivanti”), and may not be disclosed or copied without prior written consent of
Ivanti.

Ivanti retains the right to make changes to this document or related product specifications and
descriptions, at any time, without notice. Ivanti makes no warranty for the use of this document and
assumes no responsibility for any errors that can appear in the document nor does it make a commitment
to update the information contained herein. For the most current product information, please visit
www.Ivanti.com.

© 2017, Ivanti. All rights reserved. IVI-1612 1/16 --/--/--

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Unified Endpoint Management –

Endpoint Manager
Sales Playbook

This playbook covers the Ivanti solutions

for Unified Endpoint Management. This
version will cover Ivanti Endpoint Manager
powered by Landesk.

Solution Overview –
Ivanti Endpoint Manager powered
by Landesk
Endpoint Manager helps to manage the
lifecycle of all your devices and has been around since the late 80s. It started with Inventory and Remote Control and has
grown into an industry-leading, innovative solution in the Gartner Magic Quadrant for PC Lifecycle Management over 8
years.
The following table show the main functionality.

What’s Included Description

Discovery and Inventory Discovers all the devices in the customer’s network environment and compiles a
comprehensive software and hardware inventory
Software Distribution Distribute software or provide an App Store for multiple device platforms in minutes using
minimal infrastructure, network traffic and consistency with project rollouts.
OS Provisioning Provides templates to help IT deploy or update operating systems. It allows IT to migrate
applications, user profiles, and even drivers.
Mobile Device Management Enables you to manage mobile devices along your other traditional computing devices.
This includes discovery, inventory, software distribution, and mobile-specific tasks like
blacklisting mobile apps, wiping content on specific devices, and protecting corporate
data.
Remote Control and Problem Securely access remote desktops using a standard browser and Internet connection.
Resolution Power up or boot devices remotely or even launch applications.
Reporting and Dashboards Quickly access these actionable dashboards or manually generate reports on their smart
phone, tablet, or traditional workstations.
Role-based Workspaces Interactive, stunning display that allows you to see the most important and current
information. Actions are easily made through drillable dashboards to resolve any urgent
issues.
Power Management Create policies to manage energy conservation and generate reports to show how these
policies decreased energy consumption.

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Industry Trends
Unified Endpoint Management is an industry term for the convergence of mobile and traditional PCs. Endpoint Manager
competes in a mature field with seasoned leadership. Trends are still determining the need for OS updates like Microsoft
Windows 10 and consolidating vendors. For more details read the Market Guide at Analyst Reports.
Check out the ROI Study from IDC while you are there. It demonstrates the discreet ROI that a proficient tool like
Endpoint Manager can provide.

Market Overview

§ Trends
§ Convergence of mobile device and client
management
§ OS update cadence
§ Cloud

§ Opportunities
§ Consolidation of vendors, IT resources, and
processes
§ Streamline OS updates
§ Hosted systems management

§ Read more
§ Gartner Market Guide

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Messaging
Tag Line: Unified Endpoint Management—Your IT Foundation for Insight and Action
Elevator Pitch: At the heart of managing all user devices is Ivanti® Endpoint Manager, which helps increase user and IT
productivity. It helps IT administrators gather data about software and hardware assets, automate software and OS
deployments, fix user issues quickly, and track software assets.
Brief messaging
Ivanti® Endpoint Manager increases user and IT productivity. It empowers administrators to discover and view key IT
data, automate software deployments, and quickly fix issues.
Shorter messaging
Ivanti® Endpoint Manager increases user and IT productivity. It empowers administrators to automate software and
operating systems deployments, quickly fix user issues and discover device and software assets. Endpoint Manager
integrates with multiple Ivanti solutions within a unified management experience—reducing operational overhead,
providing crucial data, and delivering quick ROI.
Longer messaging
Endpoint Manager enables the comprehensive, proactive management of devices—whether those devices are attached
directly to the corporate network or connect occasionally over the Internet or through a wireless connection. No other
systems management solution is more complete, integrated, or easy to use. We helped define the industry for discovery,
inventory, and remote control.

Simply put, Ivanti Endpoint Manager allows your customers to automate and optimize the complex IT processes that are
consuming IT resources and gives IT professionals the tools to work faster and smarter. It enables IT intelligence.

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Buyer Analysis
Learn about the different buyers and the types of messages that resonate with them for Endpoint Manager.

What’s
Primary/User Buyer Technical Buyer Economic Buyer
Included
Who § Director of IT – Desktops § IT Operations Manager § Chief Financial Officer
(Common (CFO)
§ Director of Field Technology § Senior IT Analyst
Titles)
§ Vice President of IT § Senior Systems Architect § Chief Information
Operations Officer (CIO)
§ Senior Technical Administrator
§ Purchasing Agent
What § Move to latest Windows or § Difficult to provision and migrate § Tightening or shifting
(Pain points) Mac OS IT budgets
§ Takes too long to diagnose
§ Takes too long to take problems § Need to prove ROI
action–jeopardize SLA’s § Difficult to roll apps out and quickly
§ Too many hours spent on standardize across organization § Overhead of working
operational processes § Too many tasks extend outside with too many vendors
business hours
§ Difficult to chase down the right
data from many IT sources
Why § See and manage all user § Provide crucial data for insights § Provide predictable
(Benefits) devices together into multiple IT disciplines operational costs
§ Modernize the experience § Deploy apps and Operating § Provides quick ROI—
and productivity with Systems in minutes time varies based on
workspaces for IT and end § Resolve user issues from industry and
users anywhere organizational IT
§ Instantly go from insights to maturity
§ Maximize network bandwidth
actions § Helps reduce the
§ Reduce time to do repetitive
§ Streamline tasks to reduce overhead from using
tasks
IT resource overhead multiple vendors
§ Faster resolution and onboarding
How § Unify endpoint management § Foundational discovery and § Reporting and
(Product for greater efficiency inventory dashboards
Alignment)
§ Dashboards are integrated § Remote Control from any device § Provides foundational
with tools to resolve issues § Quick single image, template- data for hardware and
and vulnerabilities driven provisioning software asset
§ Automate ongoing activities management
§ Automate software rollouts in
such as provisioning and controlled stages § Integration with
software rollouts multiple IT solutions
§ Leverage existing infrastructure
from Ivanti and Ivanti
to distribute data and resources
ONE partners

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Team View

Also refer to the Customer Audiences section of the SKO 2018 Whiteboard vPlaybook for more key insights.
(Look for it on Ivanti Insider in the vPlaybook)

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Selling Tips
§ Build the team. Most complex enterprise software projects include a team. You will usually start with the technical
buyer or influencer. Work with them to build the case for solution. You arm them with the solution justification for the
decision maker who is usually the Business Buyer.

§ Do your research on the company. Talk their language and build credibility quickly.

§ Create a compelling Ivanti Value Proposition. Learn how to articulate the value in their language. Build trust to
determine how to specifically help them. Remember the DNA strand from the Strategy – Art of Winning training.

§ Be prepared to share other successful use cases. Quickly describe the challenges, solution, and results that
other customers have experienced with our solutions.

§ Solve the first pain point. Land and then expand the opportunity.

§ Qualify the opportunity and document the details before the demo. Be thorough in your discovery calls to help
the SEs be successful as they prepare a focused demo.

§ Work with champions to gain insight and best practices. As you create your account strategy, share it with
peers to validate your tactics and approach with more complex opportunities.

§ Explore cross-sell opportunities to extend the deal. Gather more insight to other projects. Determine what is
being funded this year and share the benefit of our expanding portfolio.

§ Highlight the core competency. Discovery, inventory and remote control helped to define the industry.

§ Talk about the right capabilities at the right level. Use the buyer analysis to hone your message to the right
audience.

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Sales Plays
The greatest opportunity with UEM is Windows 10 Migration. See the 2-page Windows 10 Migration Sales Play on
Insider for more details.

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Other Sales plays you can start with your accounts include:

§ Enterprise Mac

§ Mobile Device Management leads to Unified Endpoint Management

§ Automation of Tasks with Rollout Projects

§ Initial Asset Management

Enterprise Mac – Sales Play

Topic Description
Driving Factors Growth of Mac computers in the Enterprise.
Need for customers to manage Macs with traditional PCs and mobile devices.
Value Statements Adding functionality with each release, from inventory, software distribution to
provisioning.
Products Ivanti Endpoint Manager

Differentiators/Claims We manage Macs as well as we manage PCs. Look for organizations that manage both.
Examine our sophisticated Mac Provisioning, it will handle your complicated use cases.
The Mac agent and functions are designed the way people use Macs.
Questions to Ask What percentage of Macs do you have in your environment?
What management tools do you use today for Macs?
Sales Tips Learn how to speak the admins’ language that manage Enterprise Macs and specific
issues regarding Macs. Gather information about specific tasks to manage with Macs.

Mobile Device Management (MDM) – Sales Play

Topic Description
Driving Factors Manage mobile devices along with traditional PCs.
Reduce the point products and have true unified endpoint management.
Value Statements Manage mobiles devices in the same console and environment you are managing other
endpoints.
View, manage, and maintain all devices with one solution by users for a consistent
experience.
Products Ivanti Endpoint Manager
Differentiators/Claims Ivanti is one of the first vendors to provide true unified endpoint management where
workflows are integrated – ex. Apply a policy or software package to a user and it
proliferates to all the user’s appropriate devices.
Manage mobile devices from a trusted and proven console and efficient framework.
Questions to Ask What percentage of mobile devices do you have in your environment?
What management capabilities do you really require for mobile devices? Remote wipe?
Content control? Application delivery? Limited functionality?
Sales Tips Educate yourself on the trends and needs in mobile device management. Sift through the
noise to get the real business requirements and know if our solutions provide what they
need. Our MDM is an integrated part of Endpoint Management—no additional cost.

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Automation of Tasks with Rollout Projects – Sales Play

Topic Description
Driving Factors More automation in delivering software and patch.
Patching is coming out more often, the patches are larger, and cloud-based apps like
Office 365 and Adobe Creative Cloud are more complex.
Value Statements Reduce the time to create rollout out patches or software packages to pilot teams, initial
groups, and then the entire company. Implement automated approval and communication
processes with your rollouts.
Increase the automation level of your IT desktop app team.
Products Ivanti Endpoint Manager

Differentiators/Claims Create the structure to the patch or roll out software once and then use that framework
with each Patch Tuesday—Change Control boards love this.
Questions to Ask What type of approach do you have with delivering software and patches?
What management tools do you use today for Macs?

Initial Asset Management – Sales Play

Topic Description
Driving Factors Need visibility to my hardware and software assets but don’t have the resources for a
complex asset strategy.
Need some of the other functionality like provisioning, software distribution, and remote
control.
Value Statements Gain quick and efficient visibility to hardware and software in your environment. Reduce
the time it takes to determine budgets for new hardware and your software license status.
Products Ivanti Endpoint Manager

Differentiators/Claims Ivanti helped define the industry for discovery and inventory with detailed hardware and
software attributes and values.
Questions to Ask What type of hardware is a good candidate for the latest version of Windows?
Do I have licenses for all the software I have installed?
Is there software that I’m not using that can be reclaimed?

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Overcoming Objections
Here are some common objections and recommended responses.

Objection Response
§ Not in the budget right now. High percentage of IT budgets are spent keeping the lights on – this delivers a quick ROI
within a year or less.
We already have a systems How satisfied are you and is it meeting your business needs? What are you using for
management platform. third-party application patching, asset management or service management that
integrates with your platform?
Ours is free, why should I pay for § Do you really understand what your investment is? Do you know your Total Cost of
another solution? Ownership? What do you use it for? What do you have to add in order to fill the gaps?
What is the cost of having so many consoles and so many vendors to deal with?
My systems management is good Are you able to combine the management of all your devices – PC’s with Mobile? Do you
enough. have Mac or other platforms to manage?
We have too many other things to That’s exactly why we should talk. We are constantly helping customers do more within
worry about. their normal workday.

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Competition
The presentations on each major pillar were covered at Sales Kick-Off (SKO). Go to Ivanti Insider for those videos.
For this section we will cover:

§ Key Differentiators

§ Vendors to defend against

Microsoft SCCM
§
IBM Big Fix
§
VMware AirWatch
§
§ Vendors to attack
Symantec Altiris
§
Novell/Micro Focus ZENworks
§

Key Differentiators
Here is a brief list of key differentiators, for more detail watch to the
UEM CSP+ course. The experts cover each differentiator in depth.

§ True Unified Endpoint Management

§ Market Leadership

§ Depth of Data and Insight

§ Integration with IT Disciplines

§ Single Vendor Solution

§ Closer Customer Relationships

§ Technical Advantages

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Microsoft System Center Configuration Manager (SCCM)

Let’s discuss Microsoft SCCM and how we can win with them. As you know they are Microsoft, known for their business
relationships. Their technology is “good enough”, but not industry leading. Remember this is infrastructure software, it will
need to be compelling to get them to switch. We have done it several times and will continue to do so. Learn from our
competitive experts how to win against them.

Messaging:
Revenue Net Inc. Growth • Unify IT management infrastructure
Founded
$85.32B $16.79B -9% Offices • Simplify IT Administration
1975
775 SCCM • Enables users

Messaging:
• Device Choice
InTune • Data Protection
• No infrastructure
• Enterprise integration

SCCM Positioning:
• Market leader
80K • Deploy MS products
67% Market
Customers • Integrate with MS platform
• Maintain enterprise dominance

Customers Targeted:
Strengths:
Company size (employees)—1-5K and 10K+ • Market Share
• It’s ‘free’ with your EA
Company size (revenue) — Above $1B • It’s good enough
• Strong ecosystem of partners
Top 5 Industries:

1. Manufacturing
2. Technical
3. Education
4. Finance
5. Healthcare

Here are a few questions for clarifying what customers will sacrifice if they go with Microsoft:

§ Ready to upgrade and maintain SCCM like Windows 10?

§ Willing to spend on add-ons to get the same functionality?

Mobility – Need to work with InTune with an additional monthly cost
§
Reporting – Uses Power BI
§
Asset Management – Partners with 1E
§
3rd Party Patch – OEMs our Shavlik patch
§
Full Mac Management – Refers to Endpoint Manager or LANrev (both ours) or Jamf
§
§ Want to invest in SQL DBA resources to get data or reports you need?

§ Recently done a shoot-out between the products?

§ Manage more than Windows PC’s?

§ How many vendors are you willing to work with?

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IBM Big Fix

It is not integrated with other tools such as service desk or asset management. And despite its new name, it is not
integrated with other IBM management products, so customers must access multiple products to manage their IT
resources. Of course, Endpoint Manager integrates easily with hardware and applications, and when customers add other
Ivanti IT solutions, they access all these solutions from a single, integrated console.

Ivanti Endpoint Manager Advantages IBM Big Fix Disadvantages

§ Easy to use console § Based on proprietary scripting language

§ Integration with hardware and applications § Lack of integration with service and asset management

§ Efficient, innovative software distribution § Weak software deployment features

§ Target market: organizations across all § Target market: enterprises focused on security
verticals configuration

§ Automated patch processes § No ability to automate patching

§ UEM integrated workflows § Heavier architecture

VMware AirWatch
Airwatch came about with the MDM Industry about 10 years ago. It had a meteoric rise before being acquired by VMware.
It’s primarily focused on mobile devices and is now expanding. Here is the overview:

Dell owns Publicly

80.6% of Traded Offices
120+ Messaging:
VM Stock
• Every device is manageable
• Built to Scale
• Comprehensive portfolio
Airwatch 9 • Same day OS support
Workspace
ONE
Positioning:
Airwatch 9 • Market Leader
Workspace ONE • Built with your business
~16k Market growth in mind
Customers Founded leader • End device security
2003 • Open ecosystem -3rd party
integration

Strengths:
Company size (employees)—19,000 • EMM Focus
• Zero day OS support
Company size (revenue) — $6.6B • Years of experience
• EMM magic quadrant leader
Top 5 Industries:

1. Manufacturing
2. Technical
3. Healthcare
4. Finance
5. Education

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Symantec (Altiris)
Altiris was amazing when they entered the market with their deployment solution from the Novell Superlabs. However,
Symantec slowly reduced the innovation and impact they developed in the industry. A lot of customers are rethinking their
solution and looking for sustainability and a more industry-leading solution. Here is a brief overview of their situation and
why now is a great time to attack. The defacto move is to SCCM, so be aware of the SCCM conversation as much as the
conversation about Altiris.

Revenue Growth HQ
Founded Net Inc.
$3.6B -9% Mountain
1982 $2.48B
View, CA Messaging:
• Patch Management – Win, Mac, Linux, Virtual
• Asset Management – Compliance, Lic. Savings
IT • Mixed Platform Management
Management
Suite
Positioning:
• Deploy Symantec products
IT Management Suite • Connect security with
asset management
-14% • Platform for discovery
Decline • Option to Microsoft

Customers Targeted:
Strengths:
Company size (employees)—1-5K and 10K+ • Cross-Platform
• Perception of Security
Company size (revenue) — Above $1B • Years of experience
• Strong provisioning
Top 5 Industries:

1. Manufacturing
2. Technical
3. Education
4. Healthcare
5. Finance

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Vertical Focus – Customer Successes

With decades of experience we have a host of customers that will energetically share their successes and the benefits
realized from a complex, enterprise software solution like ours. Go to the Success Stories page on our website to read the
ones that have similar industries in your patch.
Here are some successes with the type of industry where they work:
Finance

Healthcare

Manufacturing

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Resources
§ Product Page on www.ivanti.com
Datasheet
§
Infographics
§
White papers
§
§ Videos-
Explainer Video
§
Chalk Talk
§
§ Sales Portal selling.ivanti.com
Customer Presentation
§
Sales Summary Sheets
§
Sales Play: Windows 10 Migration
§
Competitive Overview and Battle Cards
§
Roadmap Slides
§
Sales Training (CSP/CSP+)
§
Demos
§
Technical Training
§

Visit selling.ivanti.com for more.

Visit our website: www.ivanti.com