Resources Success Story

A Revops Roadmap at Ivanti: Accelerating Transformation Across Sales Cloud & CPQ

In the fast-evolving B2B software industry, companies like Ivanti are working hard to modernize their go-to-market systems while balancing growth, acquisitions, and an increasingly complex digital ecosystem. When Ivanti sought to create a more streamlined and scalable sales and quoting environment, they turned to Atrium’s revenue management experts for guidance.

What followed was a six-week strategic engagement focused on defining the future of Ivanti’s Salesforce platform, with a clear emphasis on simplification, alignment, and enabling better business outcomes.

Background

Ivanti is a global leader in IT management and security software. The company specializes in providing solutions for the “Everywhere Workplace,” enabling organizations to discover, manage, and secure their IT assets across an increasingly complex digital landscape.

Technology

CPQ

Sales Cloud

The Challenge


Identifying opportunities for incremental change

Over time, and amidst acquisitions and evolving business needs, Ivanti’s Salesforce environment had grown in complexity. While it remained a core business system, there was an increasing recognition by the team that the platform could be doing more to support modern selling motions and empower users with a better experience.

Kim and her Salesforce IT team recognized the need to reduce technical debt, reimagine CPQ processes, and improve day-to-day usability across the CRM. With a recommendation from Salesforce, they engaged Atrium’s consulting services to conduct a comprehensive assessment of their current org.

“

Our goal was to make Salesforce easier to use — for both our sales teams and our partners — and to position ourselves for long-term success.

Kim Geraghty Director of Information Technology at Ivanti
The Solution


A roadmap for systemic improvements and future growth

Atrium partnered closely with Ivanti stakeholders across RevOps, IT, and sales to understand existing challenges and define the ideal future state. The engagement included deep-dive discovery and a strategic review of the “day in the life” of Ivanti’s sales and BDR teams.

“Atrium approached the project with a clear understanding of what we needed — strategic thinking, not just technical specs,” said Kim. “They helped us align on where we’re going, not just where we’ve been.”

The final output was a prioritized roadmap that included:

  • A proposed MVP with clear, incremental value
  • Recommendations for simplifying processes and reducing custom code
  • Guidance on product and pricing models, quoting motions, and platform design
  • Integration and data architecture considerations to support scale

While the scope and timeline prompted important internal discussions, the roadmap gave Ivanti a clear and confident direction forward.

The impact


A strong partnership built on collaboration & flexibility

With flexibility and commitment as the foundation of our partnership, the Atrium project team helped guide Ivanti’s stakeholders through strategic conversations to ensure alignment on outcomes. They continued to refine proposals and answer questions well after the initial assessment phase.

“

They really went above and beyond. We appreciate how responsive and collaborative the team has been throughout our engagement. They knew to keep the conversations high-level, which helped us move toward a strategic roadmap, not a design document.

Kim Geraghty Director of Information Technology at Ivanti
What’s next

From vision to execution

Following the advisory engagement, Ivanti made a key technology decision to continue investing in Salesforce as its core revops platform. The team is now partnering with Atrium on a new phase of work, that includes improvements to their CRM and CPQ functionality, as well as an implementation of Experience Cloud.

“We’re excited to continue the partnership and take this vision into execution,” said Kim. “There’s a lot of opportunity ahead.”

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