March Sales Engineering Braintrust

avant engineering

Check out our new Sales Engineering Braintrust! The March edition includes:

  • Win Wire: Dive into our latest BIG WIN, featuring a closed CCaaS deal with NICE CXOne totaling $136K MRR!
  • Engineering Spotlight: Meet Senior Sales Engineer Eric Cooke
  • Pathfinder Updates:
    • Dive into our newest matrix with your customers: Managed Public Cloud Matrices for AWS, Azure, and GCP are now live!
    • Just added – eSentire training modules are now available in our Featured Security Vendors course in the Trusted Advisor Academy in Pathfinder
  • AVANT Updates:
    • Get SASE with Sarah Arnstein! Her newest blog post breaks down important SASE features, including CASB and its value for users accessing cloud- and/or SaaS-based applications
    • TWO new AVANT Technology Insights podcasts on new AI developments, featuring SE John Paullin and, the UCaaS outlook for 2024, featuring SE Brent Wilford

Win Wire with Dave Watson

The Breakdown

  • Technology Category: CCaaS
  • Customer Type: County Health Authority
  • Industry: Low Income Health Insurance
  • Size and Scope: 450 Agents
  • MRC: $136K
  • Winning provider: Nice CXOne
  • Competitors: Other FedRAMP Certified CCaaS providers

The Details

What were the drivers for the client?
The customer issued an RFP for a new Contact Center and CX platform to replace their aging Avaya environment and its seven integrated third-party platforms with a single HIPAA and FedRAMP-compliant CCaaS platform. The customer required a full, modern, AI-driven Omnichannel experience, including social media, WFM, QM, and outbound dialing; all supported in seven languages. The Trusted Advisor entered the RFP representing Nice CXOne.

How did the Trusted Advisor close the deal?
The TA led the engagement with the customer while leaning into AVANT Engineering to facilitate multiple focused discovery sessions, curate the industry for providers who met and exceeded project requirements, and present findings to the customer’s project team both before issuing the RFP and after the process, ensuring they could make sense of the industry and data. The TA worked very efficiently with Nice in response to the RFP, leading the demo process, and post-RFP, taking the customer through an effective comparison of the two provider finalists. As a result, they closed a two-phase deal: Phase 1 of the customer deployment was for 450 CCaaS agents, totaling $136K MRR, and Phase 2 will consist of 200 CCaaS agents, totaling $60K MRR.

How did AVANT support the win?
The Dynamic CCaaS Matrix on Pathfinder, along with a “State of Modern Customer Experience” session by AVANT Engineer Dave Watson, collectively provided critical leadership that captured the customer’s imagination and trust early in the process. This led to opportunities for the Trusted Advisor to be chosen as the consulting partner for post-RFP debriefing, along with additional opportunities for Branded Caller ID and the running of a future UC project valued at an additional $150K MRR.

“Just as a Michelin star restaurant relies on a unique chef for its exceptional cuisine, achieving significant MRR demands the expertise and collaboration of the AVANT Engineering team.” – Winning Trusted Advisor

Engineering Spotlight

This month, we’re spotlighting Eric Cooke, Senior Sales Engineer, who focuses on Connectivity, SD-WAN/SASE, and Colocation.

Eric has 25 years of experience in the industry and 15 years supporting the channel. He has been with AVANT/PlanetOne and working with partners since 2014. He has held various roles in technical sales, provisioning, and project management, specializing in Connectivity, Colo, SD-WAN, and Voice.

Here’s a bit more about Eric, in his own words!

  • Where are you located? Orange County, CA
  • If you could have one superpower, what would it be and why? Living in Southern California, the ability to fly and move around without traffic would be incredible!
  • What sport would you compete in if you were in the Olympics? I grew up in a family of track and field runners, so it would definitely be the 200M and 400M – years ago, anyway!

You can connect with Eric on LinkedIn here!

Pathfinder Updates

  • NEW eSentire modules have been added to our Featured Security Vendors course, located in the Trusted Advisor Academy! Keep ahead of the pace of change with these vendor-specific modules, which highlight Security vendors in the AVANT portfolio. Learn more about eSentire’s products and services, Trusted Advisor wins with AVANT and eSentire, and how to engage them.
  • Updated versions of the Managed Public Cloud Matrices for AWS, Azure, and GCP are now LIVE on Pathfinder*! Customers often turn to managed service providers for help configuring and maintaining their public cloud environments, from security to backup to DevOps, and all things in between. Use these matrices, developed by Sales Engineers Dane Menke, David Bjerke, and Niko O’Hara, to identify the best solution for your customer’s use case. Featured solution providers on the Managed Public Cloud Matrices: CBTS, Dataprise, Effectual, Lumen Technologies, Lunavi, Managed Solution, Ntirety, Rackspace Technology, RapidScale, SADA, An Insight company, Thrive, TierPoint

 AVANT Updates

  • Discover why CASB is so important for users accessing cloud- and/or SaaS-based applications! AVANT Sales Engineer Sarah Arnstein breaks this down important in her latest Get SASE with Sarah blog post. This is the first in a series of posts that will dive deep into SASE features!
  • TWO new AVANT Technology Insights podcasts
    • Allergic to AI? Not So Fast – Listen in as experts from AVANT discuss what enterprise customers are really asking about regarding AI in the contact center, and how AI can impact not just a company’s customer experience, but also their own agents.
    • 2024 Outlook for UC – With an abundance of providers, determining the best fit for a business is complicated. Listen in to explore what IT decision-makers should keep in mind as they evaluate vendors, and the common conception that Microsoft Teams is a dominant player with the highest number of voice seats.

*You can check out all these tools and resources in Pathfinder 2.0. If you forgot your company’s custom P2 URL, click here to have it sent straight to your inbox.