Making the Everywhere Workplace a Reality DIGITAL REPORT 2022
IN ASSOCIATION WITH:
Making the Everywhere Workplace a Reality
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President and Chief Product Officer, Nayaki Nayyar, says the phenomenal growth of Ivanti over the last two years is rooted in vision and strategy
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hen current President and Chief Product Officer, Nayaki Nayyar, joined Ivanti in 2020, the US-based IT Software company had few existing products to manage and secure devices. While the company had strong patch management, endpoint management and some capabilities in service management, the reality was that “in each of the pillars that Ivanti was playing in, it did not have the depth and the strength to be top two or top three in those markets,” said Nayyar. One of Nayyar’s first tasks over two years ago was to help Ivanti put together a very strong vision and strategy. She helped the company to look of itself in the mirror and ask questions of itself: ‘Where are we heading? Where are we going?’. The result was a refreshed mission around the ‘Everywhere Workplace’, accelerated by the global pandemic, and a vision for Ivanti Neurons Automation Platform to Discover, Manage, Secure, and Service IT assets from Cloud to Edge. Working in an addressable market of 30 billion, the aim was now to double this figure and work towards a 60 billion addressable market. Charting through a period of high growth Under Nayyar’s leadership, the vision, the strategy and the growth for Ivanti’s three main product pillars, along with its flagship Ivanti Neurons automation platform, has achieved significant success over the last 12 to 18 months. 4
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IVANTI: Making the Everywhere Workplace a reality
The Neurons platform connects the company’s industry-leading unified endpoint management, cybersecurity and enterprise service management solutions, providing a unified hyperautomation platform that enables devices to self-heal and self-secure and empowers users to self-service. Nayyar’s vision included an inorganic and organic growth strategy. Over the last 12 months, Ivanti has made five acquisitions across the product portfolio. Far from being random, Nayyar reiterates, these were “all very deliberate moves to strengthen our capabilities in unified endpoint 6
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“ It's just been a pleasure for me to be at the forefront of enabling Ivanti to go from less than half a billion to a billion plus in revenue” NAYAKI NAYYAR
PRESIDENT & CHIEF PRODUCT OFFICER, IVANTI
NAYAKI NAYYAR TITLE: P RESIDENT & CHIEF PRODUCT OFFICER LOCATION: SAN JOSE, CALIFORNIA
management, in cybersecurity to evolve beyond just patch management into the entire zero trust framework, and service management, providing a great end to end service experience for employees, not just in IT but in every line of business”. Ivanti today has doubled the total addressable market from 30 billion to 60 plus billion, just as it set out to do. “Phenomenal growth, phenomenal success, phenomenal momentum. It's just been a pleasure for me to be at the forefront of enabling Ivanti to go from less than half a billion to a billion plus on revenue,” said Nayyar.
EXECUTIVE BIO
Nayaki Nayyar is the President and Chief Product Officer at Ivanti. She is responsible for Ivanti’s strategy, innovation and growth in Cybersecurity, Automation, Edge and Endpoint Device Management, and Service Management. She was instrumental in Ivanti’s significant growth through acquisitions, the launch of Ivanti’s Neurons Platform, and doubling its total addressable market from US$30bn to US$60bn in the last 2 years. Nayaki currently serves on the boards of TD Synnex, Veritone, Inc., Solutions, and Corteva Agriscience. She holds a B.E. in mechanical engineering from Osmania University (India), M.S. in computer science from the University of Houston, and is a graduate of the Stanford Executive Program.
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NinjaOne: The leading unified IT operations solution Dean Yeck, Chief Revenue Officer at NinjaOne, helps IT teams to monitor, manage, patch, secure and backup all their endpoints at scale. Dean Yeck is the Chief Revenue Officer at NinjaOne, leading the global sales and marketing efforts worldwide. A year into his tenure, he’s been part of a team that has doubled the revenue of the company, also doubling the sales team and launching into new geographies and verticals. The winning relationship with Ivanti Patch management is a priority for NinjaOne. They have formed a longterm strategic partnership with Utahbased Ivanti, who provides solutions for IT asset management. “We are proud of our relationship with Ivanti, who have helped us deliver the best-in-class patch management solution in the marketplace. Patch management is increasing and so is its importance to our customers for their operations; whether it’s for compliance or for the hygiene of their software.
Our partnership with Ivanti has given us a best of breed approach. And our customers say that as well,” said Yeck. Enhancing customer value add with evolving products Moving from outdated on-prem tools to cloud tools like NinjaOne is key,” adds Yeck: “Our customers receive world-class customer support with industry leading CSAT scores, with a dedicated account manager and unlimited support, post-sales. “Our post-sales account management support is how we unlock lots of great features on a monthly basis for our customers, so they are truly getting the full value of NinjaOne. That’s a transformational relationship, not just transactional,” said Yeck. “The more that customers can do with NinjaOne and a single pane of glass, the more value they’re going to get and the longer the relationship with us. And then on top of that, expanding our VAR / reseller relationships so we can get NinjaOne into more hands across the globe,” he said.
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“ I saw the potential in Ivanti. While we were very small and we didn't have a lot of strong assets, there was a strong foundation for adding some smart acquisitions” NAYAKI NAYYAR
PRESIDENT & CHIEF PRODUCT OFFICER, IVANTI
The Ivanti Neurons automation platform Ivanti’s flagship Neurons automation platform discovers, manages, secures, and services IT assets from cloud to edge. Nayyar adds: “Neurons helps customers to truly leverage additional transformation in a post-COVID world. They can discover all types of assets that they have in their landscape,” she said. “When you have such a diverse workforce working from all over the world, working from different locations, whether it's from home or while they're on the move; knowing what devices they own is the number one priority for every enterprise. We help secure the devices, the users and the end-to-end access management. We’re also trying to provide that contextual, personalised experience to every employee in an enterprise.,” said Nayyar. Even the word ‘neurons’ was chosen because it evoked a mental image of small, intelligent, bots that can self heal devices. “So these self-healing bots can detect an issue before the end-user knows about it and prevent those issues from happening, so the end-users don't experience it. And they get a very personalised, ambient experience,” she said. In regards to this type of intelligence, Nayyar takes inspiration from modern cars, that can learn who we are and what our likes and dislikes are, and self-heal before an issue manifests. Ivanti bases its technology on automation by AI/ML, deep learning capabilities and supervised and unsupervised learning capabilities. They create these self-healing bots which provide a contextual service experience to end-users. “The innovation that we brought to market, that's what drove our growth. I would say we’re now a leading vendor, but the brand wasn't even known two years back.” said Nayyar. ivanti.co.uk
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“ The innovation that we brought to market, that's what drove our growth. I would say we’re now a leading vendor” NAYAKI NAYYAR
PRESIDENT & CHIEF PRODUCT OFFICER, IVANTI
Ivanti well received by analysts The past 18 months have seen some extremely positive reviews flood in from industry analysts, often the independent and trusted measure of quality in IT. “When we initially launched Neurons in July of 2020, they were very positive about that vision and strategy. But what really got us the credibility with analysts is our ability to deliver what we said we will do. It's one thing to have a vision and strategy, and a whole
different thing to be able to execute on that promise. Additionally, with the acquisitions we did, this created all the inorganic momentum, and every quarter, without missing a beat, we released more and more organic innovations,” said Nayyar. “When we pair up our execution with the vision, that's what really gets the analyst communities excited. So today we are a leader in cybersecurity, unified endpoint management and enterprise service management, or what we refer to as ITSM. With the existing strength Ivanti had in patch management, we were able to evolve beyond just a standard capability into riskivanti.co.uk
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based patch management, where we enable our customers to prioritise the vulnerabilities and the risk they are exposed to in their landscape, and proactively patch to prevent ransomware attacks,” she said. Nayyar acknowledges how big an issue ransomware is and how it is disrupting every organisation, no matter if it's large, medium or small. She adds that with the Ivanti Neurons for Patch Management product, those ransomware attacks can be prevented by prioritising and applying those patches using robust automation. A large ecosystem of technology partners Ivanti has rapidly built a large ecosystem of partners, specifically OEM and channel partners, a traditional strength of the company. Ivanti works with most major security vendors and its software is embedded into the vendor’s stack. The company partners with device vendors, such as Intel and major telcos such as AT&T and Verizon. This large ecosystem of partners, according to Nayyar, “helps us scale and take our product beyond the direct selling model and into an indirect selling model, through these large device vendors, security vendors, and telcos - bringing us to thousands and thousands of customers worldwide, both in large enterprise and also in the mid-market space.” “We become even stronger as a vendor and player in the entire cybersecurity space, in unified endpoint management, service management and bringing the digital experience to every employee in a B2B context, similar to how they're already used to in the consumer world.” Again, for Nayyar, everything is based around the guiding vision and translating this vision to employees, customers, partners and investors: “The success I've had personally, 14
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“ The success I've had personally, both here at Ivanti and in my prior life, is all based around having a strong vision and strategy” NAYAKI NAYYAR
PRESIDENT & CHIEF PRODUCT OFFICER, IVANTI
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IVANTI STATS 2020 - 50 most powerful women in technology 2021 – top 100 women in technology Cyber Security Global Excellence AI & Machine Learning Awards
both here at Ivanti and in my prior career, is all based around having a strong vision and strategy; putting that upfront and helping your entire ecosystem to get excited about it and execute towards it. This is extremely personally fulfilling for me and the entire executive team, to see that come to life for our customers and for our partners.” Potential clear at Ivanti from the outset “I saw the potential in Ivanti. While we were very small and we didn't have a lot of strong assets, there was a strong foundation for adding some smart acquisitions. And so, with organic and in-organic investments, we quickly grew in size over the past two years. It's been a great journey so far,” she added. After spending more than three decades in the industry, Nayyar is all too aware that things don't happen overnight. Her early journey started as a customer in the oil and gas industry, spending over 10 years at Valero Energy Corporation, a Fortune 500 international manufacturer and marketer of transportation fuels, other petrochemical products, and power. Five years prior to that at Shell, where she gained a deep understanding of a customer's mindset, consistently seeking to apply technology to transform these industries. “So with that foundation, I came into the software and the tech space, beginning with SAP for five and a half years, BMC for three and a half years; affording me a great mix of both industry knowledge and also technology knowledge. As a senior leader in the tech space, I’ve been lucky enough to have some great mentors and supporters along the way, who have given me these wonderful opportunities,” concluded Nayyar.
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