This month’s Sales Engineering Braintrust delivers the latest technology updates, empowering Trusted Advisors to stay ahead of the curve!
Here’s what’s covered:
- New Resources
- Upcoming Elevates
- Pathfinder Updates
- Latest Win Wire
- Trusted Advisor Testimonials
- Engineering Spotlight
New Resources
- CX Vendor Roundtable Discussion: Catch AVANT experts Andy Bird and Andrew Pryfogle, as they sit down with leaders from top CX AI providers—Loris, Boost.ai, Dimension Labs, and Zenarate—to explore each of their unique solutions and capabilities. Together, they uncover how AI can unlock unstructured data, enhance customer insights, and elevate interactions. Watch the full roundtable and join the ongoing CX AI conversation to confidently guide your customers through their decision-making.
- Vendor Inside Track Webinar: Meet the newest vendors added to the AVANT portfolio in 2024 and explore the top trends and leading providers across each solution category. Plus, get a quick recap of key vendor updates from 2024 and see how our team evaluates potential providers while protecting your commission. Watch it now in the Trusted Advisor Academy under ‘Education & Training’ in Pathfinder.
Upcoming Elevates
Join AVANT for an exclusive firsthand training experience facilitated by our Sales Engineers at our upcoming Elevates!
- Dave Watson will lead the Denver Elevate, exploring the latest UC/CX/AI opportunities and trends.
- Join John Paullin at Philadelphia Elevate to dive into UC/CX/AI solutions.
- Hunter Edmisten will guide Trusted Advisors through UC/CX/AI solutions at Orlando Elevate.
- Get trained in Cloud/Colo solutions at DMV Elevate with Niko O’Hara.
Deepen your expertise, stay ahead of industry trends, and close deals with confidence. Register TODAY to level up your training!
Pathfinder Updates
- New Cloud AI Matrix, developed by Stephen Semmelroth and Niko O’Hara, offers customers the ability to leverage generative AI within the enterprise. This could involve building an AI model in-house, hosting one on cloud resources, or consuming a pre-packaged LLM to compete with the likes of OpenAI. Featured solution providers include Akamai Technologies, Data Canopy, Dataprise, Deft, Enzu, Equinix, Expedient, Lunavi, NETdepot, NexusTek, Ntirety, Ntiva, Online Business Systems, OTAVA, Performive, PhoenixNAP, Quest, Rackspace, RapidScale, TierPoint, and US Signal.
- Updated SASE Technologies Matrix, developed by Sarah Arnstein and Niko O’Hara, provides a detailed look at the major SD-WAN (Software-Defined Wide Area Network), SSE (Security Service Edge), and SASE (Secure Access Service Edge) platforms, and their technical specifications. Featured technologies include Akamai Technologies, Appgate, HPE Aruba Networking, Aryaka, Barracuda, Bigleaf Networks, Cato Networks, Cisco, Cloudflare, FatPipe Networks, Fortinet, Juniper Networks, Meter, Nord Security, Open Systems, VMware, Versa Networks, and Zscaler.
- Updated Wireless Matrix, developed by Peter Callowhill, Eric Cooke, and Chip Hoisington, categorizes provider capabilities across key areas, including wireless data/internet, intra-building and campus solutions, satellite internet, IoT connectivity/devices, mobile voice, mobility services, and wireless TEM. Featured solution providers include AT&T, BCN, China Mobile, ConectUS, Convergia, Cox Business, EPIC iO, Globalgig, Granite, GTT, Hyperion Partners, Meter, MetTel, Netrio, Semtech, Spectrotel, vMOX, and Vodafone.
Win Wire with Niko O’Hara
The Breakdown
- Technology Category: Cloud – IaaS / Licensing
- Solution: VMware VCF licensing
- Customer Type: Defense contractor
- Size and Scope: Over 3,000 cores of VMware licensing
- MRR: $75K
- Winning provider: Rackspace
- Competitors: Broadcom and a VMware Premier provider
The Details
What were the drivers for the client?
The customer had a large on-premises VMware environment approaching renewal. While they couldn’t transition away from VMware within Broadcom’s short timeframe, they sought a short-term contract to maintain flexibility for a future move. They turned to their Trusted Advisor, who had already supported them on several other IT projects, for guidance on new options within the new VMware situation
How did the Trusted Advisor close the deal?
The Trusted Advisor presented multiple options, including a VMware Pinnacle provider (Rackspace) and a Premier provider. They collaborated with the vendors to secure their most competitive pricing. In the end, Rackspace came in $40k lower, per month. Additionally, while Broadcom was offering a minimum term of 3 years, the Trusted Advisor was able to provide a 1.5-month term to help the customer avoid lock-in at the increased prices – one of the key elements they were looking for.
How did AVANT support the win?
AVANT SE Dane Menke took an initial call with the client. As the VMware situation continued to evolve, we identified two providers who could offer VMware licensing with no strings attached and no requirement for cloud hosting. AVANT SE Niko O’Hara collaborated with the Trusted Advisor to introduce both providers and gather apples-to-apples quotes for renewing the customer’s VMware licensing.
Trusted Advisor Testimonials
What are your peers saying about their experience working with AVANT Sales Engineers?
“The turnaround for the IQA was much quicker than anticipated, and there was a good back and forth via email to determine the three vendors that I presented to the prospect.” – John DiMatteo, Optimal Outcomes LLC
“I’ve been blown away by the depth of resources available, plus the experience that AVANT brings to bear.” – James Watson, Six 8 LLC
“The team responds quickly and always makes sure they have everything covered.” – Seamus Casey, Trace3
Engineering Spotlight
This month, we’re spotlighting Dave Watson, Field Sales Engineer with a focus on UCaaS and CCaaS, CX AI.
Dave Watson brings over 25 years of experience in the industry, specializing in the sales, installation, and maintenance of UC platforms and contact centers. Before joining the team, Dave was also a Trusted Advisor, providing him with a unique ability to view deals from multiple perspectives. Outside of his professional expertise, Dave is an avid sports enthusiast and a Gearbox Pickleball Athlete.
Here’s a bit more about Dave, in his own words!
Tell us about something you do for AVANT that Trusted Advisors may not know.
I am part of a team of four AVANT Engineers responsible for maintaining, designing, developing, and augmenting all UC/CC/CX AI-related Dynamic Matrices and IQAs. As a former TA, I have unique perspectives and input on the content needs and requirements that can enhance a TA’s sales opportunities when Pathfinder’s “Intellectual Property” is used properly and effectively. We meet weekly to discuss possible additions, changes, and new Matrices we believe are needed, while reviewing data from providers to edit existing matrices.
Where are you located?
Oceanside, CA
If you could pick up a new skill in an instant, what would it be?
I would really enjoy having the ability to play piano or guitar and to sing. I cannot do either, and I am a disaster at karaoke.
What sport would you compete in if you were in the Olympics?
Definitely not breakdancing after the 2024 Summer Olympics! In college, I would have answered racquetball, but today I’d say pickleball. However, since neither has ever nor is currently an Olympic event, my answer would be sailboat racing. In college, besides playing competitive racquetball, I was on a racing crew that raced open-ocean, large single-hull yachts.
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.