The July Sales Engineering Braintrust is here with the latest Win Wire deal breakdown, upcoming training opportunities, new Sales Engineering resources to boost your sales game, and much more! Check out what’s included below.
Your June Sales Engineering Braintrust>
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Pathfinder Updates
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Win Wire
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Upcoming Elevates
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Trusted Advisor Testimonials
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Sales Engineering Updates
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Engineering Spotlight
Pathfinder Tools & Resources
- Updated CCaaS Matrix: Developed by Amanda Bean, Dave Watson, Hunter Edmisten, and John Paullin, the updated CCaaS Matrix helps Trusted Advisors and their customers better navigate the evolving CCaaS space. It provides expanded details on vendors’ AI capabilities, native application integrations, Teams integration features, and industry specializations.
Win Wire with Amanda Bean
The Breakdown
- Technology Category: CCaaS
- Customer Type: Pediatric Hospital
- Size and Scope: 150 agents, growing to 1500
- MRR: $33K MRR
- Winning provider: Genesys
- Competitors: Alvaria, NICE
The Details
What were the drivers for the client?
The client was originally seeking a point solution that could assist with recording calls, interaction dispositioning, and workforce optimization. They also required an on-premises environment.
As the project developed, the client began to see the potential of a modern CCaaS platform, especially in regards to new AI capabilities. The project scope shifted toward a complete replacement of the legacy contact center to a solution that offered a strong integration with EPIC and the ability to support a growing team with diverse departmental requirements, including the pharmacy.
The evolution of needs from tactical to strategic became a key part of the engagement.
How did the Trusted Advisor close the deal?
The Trusted Advisor engaged with the Sales Engineering Team to help drive the conversation, support discovery and requirements gathering, and serve as a strategic thought leader. They identified and tackled the customer’s concerns head on by demonstrating the reliability and capabilities of the proposed solution with built-in redundancy layers. They also highlighted the ability for the client to troubleshoot and support the system internally, ultimately convincing them to move from an on-premises system to a cloud-based platform. Throughout the process, the Trusted Advisor nurtured the relationship, built trust, and leveraged the right engineering resources so the client felt heard, understood, and confident in selecting the best fit for their needs.
How did AVANT support the win?
AVANT Sales Engineer Amanda Bean supported the win as a proactive co-strategist. She used her five years of hands-on experience deploying, supporting, and developing cloud-based CCaaS solutions in healthcare to guide the client through the evaluation process. She moved the conversation beyond features, focusing instead on possibilities and outcomes, helping them build a more strategic approach to their IT stack.
Upcoming Training Opportunities
Join AVANT for an exclusive training experience facilitated by our Sales Engineers and Sales team at our upcoming Elevates!
- Cincinnati Elevate – July 15, focused on Cloud & Colo solutions
- NorCal Elevate – July 17, focused on Connectivity & Cloud solutions
- Minneapolis Elevate – July 31, focused on Cloud & Colo solutions
Deepen your expertise, stay ahead of industry trends, and close deals with confidence. Register TODAY to level up your training!
Trusted Advisor Testimonials
What are your peers saying about their experience working with AVANT Sales Engineers?
“The response time was above expectations and the response itself was in depth and gave the feasible options and obstacles in the response which is great as we needed to qualify vendors based on the customer survey response.” – Bill Sheehan, Aqueduct Technologies, Inc.
“All the AVANT resources I have engaged with have been market leading and have helped me expand my initial opportunity. I continue to leverage AVANT’s team to help me scale my technical scope and footprint as I support my sales teams.” – Justin Hester, Paragon Micro
“Knowledgeable Sales Engineers to help with sales are such a great asset of working with AVANT!” – Jennifer Ricci, Supranet Communications, LLC
Sales Engineering Updates
Q3 Inside Track Vendor Webinar Recording: The recording from the Q3 Inside Track webinar on Tackling Public Cloud Marketplaces is now available on Pathfinder. Hear expert insights from AVANT and top Cloud vendors – Zoom, Cato, and 11:11 to learn how you can tap into AWS, Azure, and Google Marketplace, unlock new revenue streams for your business, and stay ahead of Cloud opportunities. Log in to Pathfinder and navigate to “Education & Training” under “Trusted Advisor Academy” today!
Engineering Spotlight
This month, we’re spotlighting Hunter Edmisten, Field Sales Engineer with a focus in CX AI.
In 15 years of building relationships and technology solutions, Hunter has worked in multiple roles within the Sales Engineering space. His background in UCaaS, CX, and full end-to-end solutions allows him to break down hurdles in understanding how technology evolves.
Here’s a bit more about Hunter, in his own words!
Tell us about something you do for AVANT that Trusted Advisors may not know.
My days are spent strategizing with TAs (YOU!), leading discovery on customer calls, and helping maintain our Pathfinder Dynamic Matrices. I’m constantly looking on the horizon for the latest and greatest research around AI, full solution selling, and which verticals can use more technology stack.
Where are you located?
Greenville, SC
What was your dream job as a kid? Why did you want to do that?
My dream job as a kid was to work in the woods 🙂 I wanted to be a game warden and protect and manage natural resources. I come from a family of outdoorsmen who enjoy spending more time outside than inside. It seemed like being outside was the most logical thing to do for a living.
If you had your own late night talk show, who would be your first guest? Why?
If you have kids like I do, you already have your own late night talk show. I think if it were televised, and I could have any guest on, it would be a fella named Chadd Wright. Chadd has a super interesting background, could easily carry the time allotted with his stories, and could probably teach me a thing or two during the interview.
Ready to level up your sales game with expert guidance? Our Engineers have your back and are available for you to bring them into your opportunities! Connect with them and get started by filling out an IQA on Pathfinder!