Ivanti Renewal, Part 2: The Three Calls and the Concession That Reaches the VP

Transcript

Full narration of the briefing. Click a section heading to jump the player to that moment.

Three calls, one rule 0:00

Part one built the file: the remediation document, the device audit, the Intune map, the module audit, and the Freshservice quote. Now the three calls. I am Claire, Tom is with me, and this is part two of the VendorBenchmark Ivanti prep. The framing call nine to six months out names the Connect Secure context and puts every audit on record.

The deconstruction call after the first quote takes the counts to active and extracts the concession. The close call lands everything in the order form inside the December window. One rule runs through all three: the desk honors paper only.

Call one: framing 0:41

Call one opens by establishing a formal sourcing event: a Freshservice evaluation for the ITSM workload and an Intune review against active Endpoint Manager scope, with the remediation context brought forward as commercial context for the rate. Then five questions in order. Confirm active managed devices and active ITSM agents from Neurons telemetry. The per device and per agent rates at those counts, as separate lines.

What specific concession Ivanti offers for the investigation and remediation costs, requested as a rate reduction, services credit, or extended support in the order form. The uplift embedded, and its contractual basis under the current owners. And when the fiscal quarter closes.

Why question three escalates 1:28

Question three is the one that moves the file, and here is why. Account teams are trained to reference the patches and security improvements since twenty twenty four. A buyer who answers that by asking for a specific concession in the order form, rather than accepting the remediation narrative as the resolution, converts a security product failure into a commercial position. And the account team cannot resolve it.

It requires VP level approval, and that escalation is where pricing authority sits. Close call one with action items, all within two weeks: counts from the platform, separate quotes at actuals, the concession in writing, the uplift basis.

Call two: deconstruction 2:09

Call two, after the first quote. Open with the actuals: active devices against contracted, active agents against contracted, and the Intune capabilities your Microsoft 365 tier covers at zero incremental cost, then walk each module line against them. Six moves. Reduce devices and agents to active, as lower invoices, not credit toward other modules.

Extract the remediation concession, with the documented cost elements named. Apply the Intune entitlement to the Endpoint Manager rate. Put Freshservice on record with a quote. Kill the uplift: zero or a cap of one to two percent, whatever the owners say.

And summon VP level pricing authority for the next call.

How the other side is paid 2:57

Know how the other side is paid. Ivanti account executives under private equity are measured on net revenue retention, in a pipeline still shaped by the twenty twenty four disclosures. A formal device reduction, a written concession request, an Intune comparison, and a Freshservice quote together are the most comprehensive position available. Cheap for Ivanti to give: console user licenses, training credits, services hours, patch template libraries.

Expensive: the per device Endpoint Manager rate and the annual uplift. And the most direct churn signal an account team can receive is an active Connect Secure replacement evaluation, Zscaler or Prisma Access, even before the decision is final.

Call three: the close 3:43

Call three, inside the December window: we are prepared to sign if the remaining items land, here is the complete list. The checklist, read aloud: Endpoint Manager at active devices, rate reflecting Intune, its own line. ITSM at active agents, rate reflecting Freshservice, its own line. The Connect Secure concession confirmed in the order form.

Uplift capped at zero to two percent for the full term. Inactive Neurons modules out of the footprint. Additions during the term at the pre agreed unit rate. And a short extension at current pricing pre agreed, so their December deadline is theirs alone.

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