2025’s first Sales Engineering Braintrust is loaded with exciting updates, here’s what’s included:
- CX LIFT Highlights
- Pathfinder Updates
- New podcast
- Latest Win Wire
- Trusted Advisor Testimonials
- Engineering Spotlight
CX LIFT Highlights
CX LIFT in Sundance, Utah was an unforgettable event! AVANT Sales Engineers played a key role as Sherpas, guiding small groups with expert insights and actionable strategies to supercharge Trusted Advisors’ sales processes and growth for 2025. Dive deeper and access the event decks now in the Trusted Advisor Academy on Pathfinder! Stay tuned for more recordings on keynotes and sponsor overviews from the event.
Pathfinder Updates
- The NEW Wireless and IoT IQA, developed by Chip Hoisington, Eric Cooke, Peter Callowhill, and Sarah Arnstein, will help Trusted Advisors pinpoint the perfect solutions for their customers’ unique needs. What is it? Wireless services, once used as backups, are now increasingly serving as primary connections, offering flexible options where landline access is limited, or a wireless-first approach is preferred. With IoT integration, these services also enable real-time monitoring and improved network resilience.
- The updated Colocation Matrix by Chip Hoisington, Dane Menke, David Bjerke, Niko O’Hara, & Peter Callowhill, now brings detail on each solution provider’s capabilities to support AI deployments, and expanded coverage on Cloud Connectivity options (AWS, Azure, Console Connect, GCP, Megaport, PacketFabric). What is it? Colocation lets customers lease space within a data center, providing a secure environment for IT infrastructure that can scale as required by business needs.
New Technology Insights Podcast
- Striking the Balance: Benefits of the Hybrid Cloud Comm Model: To cloud or not to cloud? In this episode of AVANT Technology Insights, John Paullin and Jeremy Wubs, COO of Sangoma, dive into the hybrid communication model—an innovative alternative to the cloud that better aligns with today’s business needs and risk tolerance. A must-listen for Trusted Advisors looking to deliver the best communication solutions to their customers.
Win Wire with Chip Hoisington
Win Wire with 
The Breakdown
- Technology Category: Colocation
- Customer Type: Data technology company serving various industries
- Industry: Technology
- Size and Scope: 2 Data Center Footprints
- MRR: $122K
- Winning provider: Centersquare
- Competitors: CoreSite, Digital Realty, EVOCATIVE, Rackspace
The Details
What were the drivers for the client?
The customer is facing a lease non-renewal with their East Coast colocation provider and must vacate by June 2025. Additionally, they need to expand in the Midwest to support their growing presence in the AI and machine learning market. Their power requirements have also doubled, increasing from 5 kW per cabinet to 10 kW per cabinet.
How did the Trusted Advisor close the deal?
The Trusted Advisor had a strong relationship with the client. The Sales Engineering team conducted a pre-call with the TA to walk them through AVANT’s ‘How to Win Every Colo Deal’ process, setting the stage for a smooth introduction. The TA quickly put Centersquare in front of the client, and during the discovery call, Centersquare demonstrated its tools, resources, and process, showcasing deliverable examples of what the client could expect. Impressed by the value and level of detail we could bring them, the client expanded the scope by adding a second footprint, which had not been initially considered.
How did AVANT support the win?
The Sales Engineer Chip Hoisington, along with Channel Manager Dan Cronin, played a key role as Subject Matter Experts, guiding the Trusted Advisor and providing critical insights. By strategically targeting the right providers who met all the customer’s requirements, they cornered the supply side of the market and positioned the Trusted Advisor for success. They created detailed requirements documents for each provider and delivered apples-to-apples comparisons in meetings with customer stakeholders. Following that, they organized Colo site visits for further evaluation. A special shout-out to Alyssa Wright for keeping everything running smoothly and efficiently throughout the process!
Trusted Advisor Testimonials
Trusted Advisor Testimonials What are your peers saying about their experience working with AVANT Sales Engineers?
“The engineering team has done an outstanding job each time I have engaged them. Great follow up!” – Jim McNeese, C2XCEL
“Quick customer service, great prices, knowledgeable staff who help push deals through” – Edmund Kirk, Convergent Technology Ltd
“Always a great extension to our team. Their insight and expertise are of great value to our customers and our TAs.” – Kendra Jedrychowski, Dialogue Connect
Engineering Spotlight
Engineering Spotlight 
This month, we’re spotlighting John Paullin, Field Sales Engineer with a focus on UCaaS,CCaaS, and CX AI.
John has been with AVANT for 8 years, serving as a principal Cloud UC & CC Subject Matter Expert. He is responsible for training Trusted Advisors on UCaaS/CCaaS technologies, vendors, and market trends. John collaborates with enterprise decision-makers to conduct in-depth discovery and recommend vendor solutions for future-state communication platforms. He also oversees UC/CC content creation, including dynamic matrices, quick assessment forms, and training presentations.
Here’s a bit more about John, in his own words!
Tell us about something you do for AVANT that Trusted Advisors may not know.
While I cannot take credit for creating the original versions (Niko O’Hara gets that distinction), I have ‘owned’ and managed all our UCaaS and CCaaS Dynamic Matrices since I started at AVANT in 2016. We began with two matrices (UCaaS and CCaaS) and now have 10 related to cloud communications, including our CX AI matrix, which is growing in size (by vendor count) every month. I am responsible for creating and editing the matrix templates, reviewing and validating vendor response entries, and updating vendor data on a weekly basis.
Where are you located?
Cleveland, OH (suburbs)
What are you hoping to accomplish in 2025?
Professionally, I aim to lead the implementation and deployment of AI within AVANT to enhance the SE team’s efficiency in helping our TAs and their customers obtain the information they need to make informed technology purchase decisions. Personally, I hope to build and move into my forever home in Northeast Ohio (where I grew up and returned to in 2024).
What is one of your favorite places you’ve traveled to? Why?
Peru. It was where I spent my honeymoon, and we saw so many diverse ecosystems in a relatively small country. There’s the ocean and the desert coast, the highlands of the Andes, and even parts of the Amazon rainforest. The food is excellent, being a fusion of native peoples’, Spanish, and even Chinese and Japanese cuisine. Finally, I’m a history nerd and there’s no shortage of that in a place like Peru.
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.