Ivanti is expanding its partner strategy in the Americas with a renewed focus on distribution, partner recruitment, and services-led growth as demand for endpoint management continues to rise.
Andrew King, vice president of Americas partner sales at Ivanti, told Channel Insider the company is prioritizing a more unified channel motion after years of acquisitions brought multiple reseller relationships, contracts, and partner programs into the business.
Endpoint complexity drives channel opportunity
King said customers are struggling to manage endpoint environments that are growing faster than IT and security teams can support manually.
Ivanti is positioning its autonomous endpoint management platform as a way for partners to help customers improve visibility, prioritize risk, and act faster across IT operations, security, service management, and asset management.
“The endpoint environments are growing faster than IT and security teams can manage manually,” King said. “What we’re doing specifically around autonomous endpoint management helps customers move to visibility where they can prioritize the risk and take action faster.”
For channel partners, that creates multiple entry points into customer accounts. King pointed to security, patch management, digital employee experience, IT service management, and asset management as areas where resellers can build conversations around specific customer pain points.
Climb partnership targets partner depth and recruitment
Ivanti’s work with Climb Channel Solutions is intended to support both deeper engagement with existing top partners and recruitment of new resellers across the U.S. and Canada.
King said Climb’s “relationship-driven and consultative approach” was a major factor in the partnership, along with the distributor’s reach and ability to support both mutual strategic partners and new partner recruitment.
“We need to get deeper and more focused on those [top partners] while simultaneously beginning to recruit new resellers around the U.S. and Canada,” King said.
For Ivanti, distribution is also part of rebuilding a growth-focused channel foundation.
King said the company has spent recent years rationalizing the partner ecosystem it inherited through acquisitions. Ivanti, in its current state, is the culmination of 12 companies coming together under a unified brand and technology offering.
Now, the focus is shifting toward clearer partner plays, improved enablement, and broader market coverage.
Services become a larger partner priority
King said one of the biggest changes in the channel is the growing emphasis on services, even among partners that historically focused on resale.
“Even they have come to us and said, it’s all about services,” King said, noting that partners increasingly want to know where they can attach services and build practices around vendor technology.
That services push is shaping how Ivanti thinks about partner packaging. King said partners can help vendors understand where customized services add value and where simpler, easier-to-buy offerings may be more effective for SMB customers.
“The very best partners are delivering more customized services, oftentimes at a greater value for the end customer,” King added.
Ivanti builds for next phase of partner growth
Looking ahead, King said Ivanti is investing in internal resources and partner tools to support more partner marketing, new partner recruitment, and expansion into areas of the partner ecosystem where the company is underrepresented.
The near-term priority is completing the transition without disrupting customers or major reseller relationships. Along the way, King told Channel Insider, the priority will be delivering value to partners and shwing its commitment to mutual success.
“The channel always comes down to trust and credibility and providing value. It doesn’t matter what you’re doing,” King said.
“The tools of how we do it, the analytics that are out there… that helps, but it never substitutes: Are you trustworthy? Do you do what you say you’re gonna do? Are you easy to do business with?”
From there, King said Ivanti sees an opportunity to bring its updated autonomous endpoint management story to more partners at a time when customers are asking for faster, more integrated ways to manage endpoint risk.