March Sales Engineering Braintrust

Check out our newest Sales Engineering Braintrust, which includes:

  • Win Wire: Discover how an AVANT Sales Engineer was instrumental in guiding provider selection, resulting in a deal worth more than $11K MRC!
  • Engineering Spotlight: Meet Chip Hoisington, Sr. Director of Connectivity, SD-WAN/SASE, Colocation, and Wireless
  • Pathfinder Updates: Explore new vendor updates from around the channel
  • AVANT Updates: Dive into AVANT resources, including our latest podcast and upcoming regional events near you

 Win Wire

The Breakdown

  • Technology Category: Email and Productivity
  • Industry: Healthcare
  • Size and scope: 1,200 users
  • Winning provider: RapidScale
  • MRC: $11,700

The Details

The customer, a dental service organization, experienced rapid growth. As a result, they needed a more robust platform that would allow them to centralize management of IT functions. While Google Workspace had worked well for them, they felt Office 365 with Azure Active Directory would allow IT to better manage devices across various regions. 

So, how did the Trusted Advisor secure the win? They began with an AVANT IQA, sharing important details of both the opportunity and the customer’s needs so that AVANT Sales Engineers had a good understanding to provide support throughout provider selection. 

Sales Engineer David Bjerke was able to dive into the deal and make appropriate provider recommendations to the Trusted Advisor. He also offered crucial education around the vendors that the Trusted Advisor hadn’t worked with previously, giving them the confidence to assure their customer they were bringing the right options to the table. 

The customer then had the chance to consider providers and experience the expertise that RapidScale demonstrated. RapidScale’s consultative approach, in-depth knowledge of Microsoft licensing, and willingness to allow for a phased migration is what ultimately led the customer to select them as their preferred provider. 

Our Sales Engineers could do the same for you and your business! If you think your current and potential opportunities could benefit from the support of AVANT SEs, fill out this quick form to get started!

Engineering Spotlight 

Chip brings more than 25 years of technology, engineering, and sales experience to the AVANT team. During his time at AVANT, he has contributed to countless Pathfinder resources including the Connectivity, TEM, and Mobility Matrices and IQAs. In 2020, Chip won the prestigious AVANT Employee of the Year award—an accolade voted on by all AVANT employees, showing the impact his work has not only on AVANT partners, but on our team members as well. If you run into Chip outside of work hours, he has some amazing stories to tell!

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

  • Where are you located? Arlington, VA
  • If you had your own late night talk show, who would be your first guest and why? I would have 2 guests—Socrates and Plato. Plato wrote The Last Days of Socrates, and he was a student of Socrates. When Socrates was sentenced to death for corrupting the minds of the young, he sat around with his students thinking of all of the questions he should bring into his next existence to hopefully find answers to. It got to the point where the students wanted to join him, so to speak, in order to find the answers to so many of their questions. Socrates told his students that their job was to develop a lifetime of questions before they check out. I would love to get their reaction to all of the cool technological advancements like light, transportation, internet and things like that. I think they would be blown away!
  • What are you currently watching? What do you like about it? Mindhunter. I have a daughter in high school who is very interested in Forensic Science and Criminology. It is a very accurate account of how the FBI’s Behavioral Analysis Unit was formed. Plus, one of my daughter’s teachers said it is the most accurate show about Crime Scene Investigation and what really goes on.


 Pathfinder Updates

Check out our latest Ninja Notes, developed by AVANT Sales Engineers as they train with vendors on new technology features and designed to keep you up to speed on the latest updates in IT decision-making

 AVANT Updates