How can you become an Indispensable Trusted Advisor? It starts with examining all facets of the opportunity and not just finding a solution, but shaping a full story for your customer.
Check out a quick overview of the win below and keep reading for the full breakdown!
Deal Snapshot
Technology Category: Connectivity and SD-WAN
Customer Type: Home Improvement Retailer
Size and Scope: 50+ locations to start; scaling to 250
Potential Providers: Uniti (Windstream Enterprise), CommandLink, Spectrotel, Mosaic Networx
The Win Wire
What was the customer’s ask?
The customer operated a Multiprotocol Label Switching (MPLS) network with Uniti, alongside multiple standalone security tools. They initiated a review to replace the incumbent MPLS network and explore SASE as a potential path towards consolidation, simplification, and improved performance.
At face value, the request appeared to be a vendor replacement exercise. In reality, the organization was grappling with larger architectural and operational uncertainty.
How did the TA define the need?
Rather than jumping straight to product comparisons, the Trusted Advisor slowed the process down to ask sharper questions and understand the larger picture.
Working alongside AVANT Sales Engineer Sarah Arnstein and VP of Connectivity and Colocation Chip Hoisington, the TA facilitated a series of collaborative discussions, including a dedicated SASE workshop, to provide a stronger solution understanding for the customer. This allowed the TA to explore the customer’s current constraints, future growth plans, and internal stakeholders to architect a more strategic outcome.
This reframed the conversation from “Which provider should we choose?” to “What framework positions the business for what’s next?”
What was the solution?
With a clearer and more confident understanding of their strategic direction, the customer chose to expand their existing relationship with Uniti. Keeping the incumbent provider meant they could layer in new capabilities while minimizing disruption and operational confusion.
The decision was grounded in a well-defined architecture that aligned with both immediate needs and future growth.
How did the TA leverage AVANT?
Recognizing that credibility hinged on solution depth and expertise, the Trusted Advisor leaned on the AVANT Sales Engineering team to flex their knowledge!
They worked with Sarah to walk through different SASE architectures and solution providers on the market. They also had a general network design discussion with Chip to build an “ideal state” network solution that would also allow for agility, should the customer’s needs evolve.
In harnessing the SEs’ knowledge, they were able to build a solution that went beyond the customer’s question to address the broader complexity of their needs.
How did the Trusted Advisor close the deal?
The Trusted Advisor did more than sell a solution. They validated the decision for their customer.
By uncovering unspoken needs, delivering authoritative answers, and reinforcing the rationale behind the chosen direction, the TA instilled confidence across the customer’s stakeholder group.
That clarity accelerated alignment, sustained momentum, and ultimately secured the deal.
This is indispensability in action: a Trusted Advisor who shapes strategy, reduces uncertainty, and becomes the first call—not just at close, but long after.
MRR: $290K
Winning Provider: Uniti (Windstream Enterprise)
Ready to put our Sales Engineers to work and establish your indispensability with customers? Fill out an IQA on Pathfinder or connect with them here to get started!