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To Drive and Manage Growth, Ivanti Brings Sales Into the Planning Fold

Integrated sales & financial planning-from quotas to cash-helps IT software leader deliver results

Ivanti has been helping customers manage and secure IT for over 30 years with a brand heritage that includes AppSence, Concorde, FrontRange, HEAT Software, LANDESK, Lumension, RES, Shavlik, and Wavelink. The complexity of a changing organization has made planning a top priority so the company can set accurate targets to support growth while also delivering the profitability that investors require.

When you get to the final stages of planning and you're tweaking the model to try and eke out additional EBITDA or revenue growth, you need an integrated tool that enables you to see the impact of changing a single variable on the rest of the business.

Mark Chamberlain, Vice President of Sales Operations

 

Challenges

  • Difficulty maintaining data integrity in Excel with no version control
  • Large and growing organization made rolling up a single quota and capacity model across a distributed set of users challenging
  • Lack of integration between sales model and financial model prevented the organization from quickly running holistic what-if scenarios across multiple parts of the business

Solutions

  • Dashboards that enable users to add reps, push out hire dates, change ramping and attrition assumptions, and see the impacts to the forecast in real time
  • Automatic integration to move targets, head count, and expense data between sales and corporate plans provides insight into functional interdependencies and better forecast accuracy
  • Charts to visually monitor coverage in real time to ensure enough quota has been deployed to hit targets
About:
Ivanti focuses on enabling organizations to gain control of service delivery, simplify service management processes, acquire real-time visibility across their services and infrastructure, and orchestrate the interactions of people, process, and technology for optimum service performance.
Location:
South Jordan, UT
Industry:
Software and Technology