Ivanti
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Ivanti
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Former Employee Over the past few years, the Mid-Market team has faced significant challenges due to decisions made by upper management. While 50% of the team was meeting quotas and reaching President's Club, that number has now dropped to around 10%.
One major issue was the decision to nearly double quotas while tripling the workload, largely due to multiple acquisitions that disrupted internal processes and sales effectiveness. Additionally, valuable resources were removed, and the Mid-Market team was redefined as an inside sales team, despite handling deals worth $200,000 to $300,000. Furthermore, ExM Sales Engineers were mapped at a 9:1 ratio, slowing deal velocity and extending sales cycles.
Other decisions, such as removing services from quotas while assigning an in-house services quota to sales managers and engineers, created confusion. The products also became more enterprise-focused, with Neurons products being too expensive for Mid-Market customers. Additionally, these products were not OOB ready and incurred significant service costs, which created friction in the sales process.
Finally, there’s no clear path for growth from Mid-Market to Enterprise, making Ivanti a poor choice for those looking to advance into an Enterprise Account Executive role.
2.0
Mar 25, 2025
2 Useful
