This month’s Braintrust is here to help you find everything you need—strategic insights, a recent Win Wire, powerful resources, and testimonials from peers who’ve experienced the full depth of support we bring to the table. Whether you’re looking to sharpen your edge or close the next big deal, this is your go-to.
Your June Sales Engineering Braintrust>
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Pathfinder Updates
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Win Wire
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New Vendors
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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 UCaaS Matrix: Developed by Amanda Bean, Dave Watson, Hunter Edmisten, and John Paullin, the updated UCaaS matrix provides expanded details on suppliers’ AI capabilities, native application integrations, security features, and industry specializations, giving Trusted Advisors a sharper tool to navigate today’s UCaaS landscape.
Win Wire with Rick Mischka
The Breakdown
- Technology Category: Security
- Customer Type: Privately held FinTech company
- Size and Scope: 15 large sites, 20 small sites, 10,000 employees globally
- MRR: $18K MRR
- Winning provider: BlueVoyant
- Competitors: incumbent, Ontinue, Crowdstrike
The Details
What were the drivers for the client?
Due to a sizable merger and acquisition, the client needed to prepare for the consolidation and third evolution of their global WAN infrastructure and cybersecurity posture. As part of this transformation, they were conducting a marketplace overview and requested the TA’s guidance and insights into current best practices and cost-saving measures to consolidate various areas of technology spend.
How did the Trusted Advisor close the deal?
The Trusted Advisor had worked with this customer on previous evolutions of their tech stack, establishing their credibility. Leveraging that relationship, their proven record for success, and the same solid consultative approach the TA had used in the past, they were able to close the deal. Plus, a bulletproof process was created to identify not only this specific security opportunity, but also future needs of the customer, leading to additional wins for everyone.
How did AVANT support the win?
AVANT Sales Engineers Sarah Arnstein and Rick Mischka were brought in to engage directly with the customer so they could uncover their current state. This sparked a strong dialogue that allowed the customer to clearly identify their future-state roadmap. The Sales Engineers discovered that the security initiative was being driven by upcoming contract end dates, along with a recent spike in their Microsoft license spend. They quickly assembled the right providers and presented them to the customer, with BlueVoyant emerging as the best fit for their goals. Additionally, there are likely 2–3 additional opportunities (Connectivity, Cloud, and Contact Center) that could come to fruition.
New Vendors
New Vendor: Gradient Cyber
Solution Type: Security
Geographic Coverage: United States
What Does Gradient Cyber Offer? Gradient Cyber offers an agile and responsive MXDR solution created to bridge the gap for mid-sized businesses. They deliver enterprise-grade security with the personalized service that these businesses deserve.
Key Differentiators:
- Comprehensive data integration
- 24/7 in-house Security Operations Centers (SOCs)
- Detailed, actionable reporting
- Flexible response options
- Focus on reducing detection and response times
What kind of client is best fit for this provider?
Mid-Market companies that struggle with any combination of the following challenges:
- Limited cybersecurity expertise
- Lack of dedicated cybersecurity personnel
- Small IT/cyber budgets
Learn more about Gradient Cyber here.
Explore our full vendor portfolio including their offerings and key differentiators by logging into Pathfinder today!
Upcoming Training Opportunities
Join AVANT for an exclusive training experience facilitated by our Sales Engineers and Sales team at our upcoming Elevates!
- Chicago Elevate – June 10, focused on Cloud/Colo/Connectivity solutions
- Salt Lake City Elevate – June 24, focused on Connectivity/SASE solutions
- Charlotte Elevate – June 26, focused on Security solutions
- Kansas City Elevate – July 9, focused on Security solutions
- SoCal Elevate – July 10, focused on Cloud/Colo solutions
- Cincinnati Elevate – July 15, focused on Cloud/Colo solutions
- NorCal Elevate – July 17, focused on Connectivity & Cloud 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?
“AVANT brings YEARS of engineering resources to every call. The AVANT Engineers have “seen it all” so to speak.” – Zack Krenshaw, Continuant
“AVANT provides the absolute best for each inquiry. They take the time to right-size each client.” – Todd Smith, Snider Technology
“AVANT enables me to win business that I would otherwise not be able to win.” – James Holden, Vi Technology Advisors, LLC
Sales Engineering Updates
Q2 Inside Track Vendor Webinar Recording: Catch the latest vendor insights in our quarterly Inside Track Vendor webinar recording, where we unpacked all things UCaaS and CCaaS. From a financial analysis of top UC/CC vendors to emerging trends across the CX marketplace, this webinar is loaded with insights to help you stay ahead of the curve. Watch the recording now in the Trusted Advisor Academy, located under “Education & Training” in Pathfinder.
Impact Week Recap: We just wrapped our first ever AVANT Impact Week, held May 5-9 in Dallas, TX. This exclusive event was built for Trusted Advisors ready to lead the future of CX, AI, and Cybersecurity. Our Sales Engineers guided attendees through the CX and Security Impacts, delivering latest insights, actionable strategies, collaborative workgroups, and personalized growth plans to drive real progress in the CX and Security landscape. Decks and keynote recordings from the Impact training sessions are now available. Log in to Pathfinder and access them today.
Engineering Spotlight
This month, we’re spotlighting Amanda Bean, Sales Engineer with a focus in CX AI, CCaaS, and UCaaS.
Amanda Bean brings over 15 years of industry experience, with leadership roles spanning Contact Center, Engineering, and IT. She’s worked in both retail environments and enterprise healthcare operations, giving her a well-rounded view of the entire CCaaS journey.
Here’s a bit more about Amanda, in her own words!
Tell us about something you do for AVANT that Trusted Advisors may not know.
Every single day, we are looking for ways to improve the matrices in Pathfinder. I make notes that drive deep discussions within our team on ways to bring improvement to these tools. On top of that, I generate results from the matrix throughout the day and audit the results to ensure accuracy.
Where are you located?
Virginia Beach, VA
What’s your favorite way to spend a day off?
Starting the day off in my beautiful yard sipping coffee, playing with the pups, and getting precious time to be with my family is everything. Spending time being spiritually connected in nature reignites my soul. Getting time to creatively write, embrace artwork in some form, read, or just getting to have a deep, thought-provoking conversation inspires me. I crave this level of engagement in my free time. Hitting up a museum, visiting a historical place, day trips to the OBX or the Eastern Shore, or just getting time by the water always brings me joy. Finishing the day off finding a local restaurant, hitting up a music venue, or getting to watch – or even better, attend – a baseball game would make the perfect day off for me.
What’s something new you’ve learned in the last three months?
I’ve learned that I have a bigger role to play in this world than I ever expected. I love hard, swing big, and I’m capable of more than what I have proven to myself so far in life. I have felt, and now know it’s a calling, kind of like I’m a superhero with an emerging superpower that I can’t ignore. I have always embraced whatever is expected, but it’s bigger than that. It’s unexpected. I understand now that the way I love and how I am able to comprehend what that means is a message that inspires me to pull more from within. I now get that the way I have always swung big but also understand when to lay down the bunt is why I’m able and have a bigger responsibility beyond myself. I’ve learned that my connection to the world and everything in it is a cry out for me to be a bigger part of it. I am capable, I hear it, and I am on a new level striving to make the world a better place through my work and in my personal passions. I have learned that I have a bigger purpose and that my heart is open to taking it on
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.