This month’s Sales Engineering Braintrust covers the latest technology updates and Sales Engineering resources to help Trusted Advisors stay ahead of the curve! Here’s what’s included:
- Latest Announcements & New Resources
- Upcoming Elevates
- Pathfinder Updates
- New Podcast Episode
- Latest Win Wire
- Trusted Advisor Testimonials
- Engineering Spotlight
Latest Announcements & Resources
- First Vendor Advisory Board of 2025: In February, AVANT’s executive leadership met with vendor channel chiefs for the first Vendor Advisory Board of the year, reviewing our history, the power of the Trusted Advisor, key 2025 initiatives, and joint strategies for success.
The session was highly collaborative, with key takeaways including:
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- Better training for vendor reps to work with Trusted Advisors
- Delivering more value through Pathfinder Engage and advanced analytics
- Strengthening TA enablement with cross-training
- Aligning vendors with the right TAs in their category
AVANT will continue to host more sessions like this throughout the year, with a different group of vendors each time!
- DeepSeek Roundtable Part II: As the effects of the DeepSeek chaos continue to reverberate throughout the market, it’s important to keep up to date with the latest developments. Join AVANT’s Stephen Semmelroth and Andrew Pryfogle in Part II of DeepSeek Disrupted: How to Respond and Sell Against DeepSeek, as they bring in experts from three leading AI providers – Expedient, Rackspace, and RapidScale – to help answer new questions and provide actionable next steps Trusted Advisors can use to navigate the disruption and capture new opportunities.
Upcoming Elevates
Join AVANT for an exclusive training experience facilitated by our Sales Engineers at our upcoming Elevates!
- Chip Hoisington will guide the Atlanta Elevate, exploring the latest Connectivity/SASE opportunities and trends.
- Get trained in Cloud/Colo solutions at the DMV Elevate with Niko O’Hara.
- Join Dave Watson at the Portland Elevate to dive into UC/CX/AI solutions.
- Stephen Semmelroth and Niko O’Hara will lead Trusted Advisors through Cloud/Colo/Connectivity solutions at the Chicago Elevate.
- Dive deep into Cloud/Colo solutions at Cincinnati Elevate with Niko O’Hara.
Deepen your expertise, stay ahead of industry trends, and close deals with confidence. Register TODAY to level up your training!
Pathfinder Updates
- New CCaaS and UCaaS Quick Hits in the Trusted Advisor Academy: AVANT’s John Paullin covers the 2024 Gartner Magic Quadrant for CCaaS and UCaaS highlights in two new AVANT Engineering Quick Hits. He analyzes Gartner’s data on vendor strengths and weaknesses and explores the increasing impact of AI on customer service in 2025. Access this training in the Trusted Advisor Academy under “Training and Education” in Pathfinder!
Technology Insights Podcast
- Securing the Backbone: The Future of API Security: APIs are the backbone of modern digital communication, but their increasing adoption brings greater security risks. In this episode, Rick Mischka, Security Engineer at AVANT, sits down with Tony Lauro, Senior Director of Security Technology and Strategy at Akamai, to explore the growing importance of API security. They discuss how attackers exploit vulnerabilities, the need for a layered defense strategy, and AI’s role in strengthening API security. Tune in to learn how to protect your APIs and stay ahead of emerging threats.
Win Wire with Tom Croft
The Breakdown
- Technology Category: Cloud – CCaaS/CX/AI
- Solution: UCaaS/CCaaS/AI/CX/Kiosks
- Customer Type: UK public sector / local government
- Size and Scope: 80CC / 700 UC
- MRR: $36K MRR
- Winning provider: Zoom
- Competitors: The authority had reviewed every supplier in portfolio (and some out of portfolio) apart from Zoom, Talkdesk, and Dialpad
The Details
What were the drivers for the client?
The authority was unhappy with their current supplier, citing a lack of intuitiveness. They also recognized that the absence of AI and automation was “hurting them”. Additionally, natural staff reductions created a need to streamline processes and integrate AI to maintain efficiency.
How did the Trusted Advisor close the deal?
The Trusted Advisor garnered their relationship with the account to get an opportunity to help. The authority was already far along in the process, so time was critical. The Trusted Advisor and the AVANT Engineering team listened to their pain points and picked up on one vital use case: The client wanted to be “where the customer was” and their customers were in public buildings such as libraries and swimming pools. They identified this as a unique differentiator and used it as the key moment during read back and recommendations. This was a textbook display of how the Trusted Advisor and AVANT can succeed by working as a single team.
How did AVANT support the win?
AVANT had a key role in securing the opportunity. We recommended Zoom as the provider, given their new experience center in the heart of London, and paired it with an event the Trusted Advisor was hosting, allowing for 1:1 sessions with Zoom and access to our other suppliers in a vendor village so that all bases were covered. We coached Zoom and ensured they showcased a fully working and branded kiosk where a resident could press a button on a screen in a library and have a conversation with the contact center.
Trusted Advisor Testimonials
What are your peers saying about their experience working with AVANT Sales Engineers?
“White glove treatment, there is no chance I would move this deal forward without my AVANT team and their relationships with the providers.” – Steve Kaus, Clutch Solutions
“[They] speak the client’s language, compare apples to apples, follow the game plan, reassure the client, and clearly explain our added value. Thanks!” – Frederic Thibault, Dialogue Connect
“The team was very helpful and allowed us to provide excellent service to our client.” – Ethan Simmons, Pinnacle Technology Partners
Engineering Spotlight
This month, we’re spotlighting Eric Cooke, Senior Sales Engineer with a focus on Connectivity, SD-WAN/SASE, and Colo.
With 25 years in the industry, Eric specializes in Connectivity, Colo, SD-WAN, Voice, and UCaaS. He has previously served as Director of Technology at PlanetOne and supported AVANT partners in the West as an Inside Channel Manager. Now in the Senior Sales Engineer role, Eric leverages his technical and sales experience to provide Colocation, Connectivity, and SD-WAN support for Trusted Advisors.
Here’s a bit more about Eric, in his own words!
Tell us about something you do for AVANT that Trusted Advisors may not know.
Many TAs may not know the amount of weekly vendor trainings, collaborative sessions on IQAs and Dynamic Matrices, etc…. that our Sales Engineering team does to keep content and our knowledge relevant and up to date. A lot of “behind the scenes” time is happening to ensure we collectively can deliver for our TAs confidently and accurately.
Where are you located?
Orange County, CA
What’s your favorite way to spend a day off?
If there is a long weekend or summer trip, you will usually find me and my family in the mountains or deserts exploring and hiking.
What are you hoping to do or accomplish in 2025?
A family goal of ours is to visit as many national parks as we can together, so we are hoping to visit 4 or 5 in 2025.
Ready to level up your sales game with expert guidance? Our Engineers are available for you to bring them into your opportunities! Connect with them and get started by filling out an IQA on Pathfinder.