The August Sales Engineering Braintrust is here, featuring a massive $232K MRR deal breakdown, Special Forces Summit updates, a must-watch rapid-response webinar recording, and more!
Here’s what’s covered:
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Sales Engineering Updates
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Pathfinder Updates
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Win Wire
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Trusted Advisor Testimonials
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Engineering Spotlight
Sales Engineering Updates
Browse Breakout Sessions at Special Forces Summit 2025: 60+ breakout sessions are now available to explore! Led by AVANT Engineers and Channel Sales team, each session is strategically designed around leading solutions and sales strategies to give you a competitive edge and hands-on training across today’s most critical conversations. Explore the full session list and elevate your expertise—and if you haven’t already, make sure to register for the channel’s premier industry event today!
VMware Disruption Webinar Recording: Find the full recording of the VMware/Broadcom rapid-response webinar here or in Pathfinder under Trusted Advisor Academy to get up to speed on one of the biggest cloud disruptions happening right now. Discover how this shakeup is forcing thousands of workloads to migrate, and how YOU can step in to guide your customers through the chaos. With access to 9 of the 13 remaining U.S. providers through AVANT, this is your opportunity to lead with confidence.
Pathfinder Tools & Resources
- Updated POTs Replacement Matrix: Developed by Peter Callowhill, Eric Cooke, and Chip Hoisington, the updated POTS Replacement Matrix helps Trusted Advisors identify solution providers who can guide their clients in replacing traditional copper-based telephone lines with modern POTS Replacement solutions. These solutions support life and safety systems with built-in battery backup and LTE connectivity, ensuring reliable communication even during outages.
- Updated Security Matrix: Designed by Dane Menke and Rick Mischka, the updated Security Matrix helps Trusted Advisors identify the right solution providers to support their clients across a wide range of cybersecurity needs. From managed firewalls and IDPS to DDoS mitigation and SIEM, this matrix features over 60 providers offering the latest advancements in security solutions.
Win Wire with Peter Callowhill
The Breakdown
- Technology Category: Connectivity
- Customer Type: Global designer & manufacturer of propulsion and energy-management solutions
- Size and Scope: 142 sites
- Industry Type: Automotive
- MRR: $232K MRR
- Winning provider: GTT
- Competitors: Globalgig, Comcast Business, CommandLink, and Verizon
The Details
What were the drivers for the client?
The client wanted to explore alternative providers in the market as their contract with their current network provider was set to expire. They needed a provider that had a strong global presence and reputation for reliable internet service and support. Additionally, they required a seamless, secure, and scalable network infrastructure to support their operations and future growth.
How did the Trusted Advisor close the deal?
The Trusted Advisor worked closely with Peter Callowhill to identify providers that could meet the client’s requirements. After presenting the client’s current provider along with three alternative providers as options, the TA considered Peter’s recommendation of GTT, based on the company’s strengths, recent global wins, and the capabilities of their sales team. Ultimately, the TA and Peter’s shared understanding of the client’s need for a strong global carrier helped secure the deal.
How did AVANT support the win?
AVANT’s Partner Support Team partnered with Peter Callowhill to create a detailed pricing template that clearly outlined the client’s requirements for all providers. Throughout the project, the Partner Support team continuously refined the data, developed high-quality presentation materials, and delivered a clear visual summary of key costs and competitor comparisons, ultimately helping the TA guide the client and contributing to the deal’s success.
Check out the full Win Wire conversation with AVANT Partner Support, HighPoint, and GTT here.
Trusted Advisor Testimonials
What are your peers saying about their experience working with AVANT Sales Engineers?
“Very informed, quick response with enough detail to make me look smart in front of the client!” – William Santos, TenrecX, LLC
“Responsive and accurate recommendations! I booked client-facing meetings with most of the recommended suppliers.” – Mick Sawinski, Enterprise Visions
“The AVANT Engineering team is always quick to respond with expert guidance. Additionally, they don’t mind answering questions regarding their recommendations and explain pros and cons of positioning the providers as well as competitive intel!” – Samantha Brooks, Opkalla Inc
Engineering Spotlight
This month, we’re spotlighting Stephen Semmelroth, VP of Cyber Resilience.
Stephen is a Virtual Chief Information Security Officer (vCISO), Certified Information Systems Security Professional (CISSP), and former Army Ranger who led both cyber teams and infantry platoons in Afghanistan. After retiring from the Army, he founded and successfully sold a cybersecurity recruiting firm. At AVANT, Stephen helps Trusted Advisors guide companies to the right technology solutions in cloud, AI, disaster recovery, patching, and cybersecurity.
Here’s a bit more about Stephen, in his own words!
Tell us about something you do for AVANT that Trusted Advisors may not know.
Most people don’t know that Practice Leads like us are also responsible for vendor management, ensuring seamless collaboration between our Partners and solution providers!
Where are you located?
Chicago, IL
What sport would you compete in if you were in the Olympics??
I would compete in the 800M Run: It’s one of the most feared events in track and field. Sprinters say it’s too long. Distance runners say it’s too short. The event takes a bit of strategy, a touch of quick thinking, and a boatload of guts.
What was your dream job as a kid? Why did you want to do that?
Astronaut! It was part of the reason I went into both the military and electrical engineering.
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!