The May Sales Engineering Braintrust is here with fresh insights, the latest technology updates, and all the tools you need to help you crush it this month! If you’re a Trusted Advisor looking to stay sharp and level-up, here’s what’s waiting for you:
Win Wire with Dave Watson
The Breakdown
- Technology Category: CCaaS/UCaaS
- Customer Type: Privately held logistics company
- Size and Scope: 90+ Sites
- MRR: $34K MRR
- Winning provider: Dialpad
- Competitors: 8×8, RingCentral, Vonage, Genesys, Five9
The Details
What were the drivers for the client?
The customer was looking to move from a prem-based ShoreTel/Mitel system to a cloud provider that could support both UCaaS and CCaaS. They wanted a single pane of glass solution to manage and streamline interactions across different users.
How did the Trusted Advisor close the deal?
The Trusted Advisor worked with the client to explain the value of evaluating various vendors. They engaged with AVANT Field Sales Engineer Dave Watson to assess potential suppliers that would align with the client’s evaluation criteria, followed by a joint presentation to the client. The client was very pleased with the insights and direction proposed by the Trusted Advisor and AVANT. Ultimately, Dialpad was chosen as the service provider based on their platform, AI capabilities, transcription features, and the seamless integration of both UCaaS and CCaaS seats.
How did AVANT support the win?
AVANT’s platform, Pathfinder, along with Dave’s expertise, proved incredibly valuable in demonstrating the options we could bring to the table and in securing the client’s trust from the start. Despite the long sales cycle, Dave remained instrumental in providing ongoing Q&A and support for the solution.
New Vendors
New Vendor: Meter
Solution Type: Connectivity
Geographic Coverage: United States
What Does Meter Offer? Meter provides internet infrastructure for businesses. Founded in 2015, the company delivers a unified network stack, providing the hardware, software, and operations needed for any enterprise to seamlessly run on a reliable and modern network.
Key Differentiators:
- Seamless end-to-end network deployment and management
- Full integration of enterprise hardware and cloud-based software
- Lifetime hardware and software upgrades at no additional cost
- Multi-site centralized management and support
- Single unified operating system for superior performance, security, and reliability
- 2-3x faster design, hardware provisioning, and installation than legacy vendors
- Zero upfront costs
Learn more about Meter 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!
- Chip Hoisington will guide the Atlanta Elevate, exploring the latest in Connectivity/SASE solutions
- Get trained in Cloud/Colo solutions at the DMV Elevate with Niko O’Hara
- Join Dave Watson at the Portland Elevate to dive into UC/CX/AI solutions
- Stephen Semmelroth and Niko O’Hara will lead Trusted Advisors through Cloud/Colo/Connectivity solutions at the Chicago Elevate
- Rick Mischka will lead attendees in exploring Security solutions at the Kansas City Elevate
- Sarah Arnstein will join attendees at the Salt Lake City Elevate to dive deeper into Connectivity/SASE solutions
- Unpack Security solutions with Rick Mischka at the Charlotte Elevate
- Join Niko O’Hara for Cloud/Colo training at the Cincinnati Elevate
Deepen your expertise, stay ahead of industry trends, and close deals with confidence. Register TODAY to level up your training!
Pathfinder Tools & Resources
- Updated IaaS Matrix: The Infrastructure as a Service (IaaS) Matrix features leading providers that deliver hosted cloud infrastructure, enabling clients to run business applications smoothly. Created by Dane Menke, David Bjerke, and Niko O’Hara, the matrix showcases solutions that offer virtual or physical servers on demand.
- Updated eFax Matrix: Developed by Eric Cooke and Sarah Arnstein, the updated eFax Matrix provides an overview of solution providers that sell Hosted Fax as a standalone solution. Hosted Fax is a digital fax system that allows organizations to send and receive fax documents over the internet, typically via a computer, smartphone, or tablet.
Technology Insights Podcast
New Podcast: AI & Compliance: Automating the Future of Regulatory Readiness: Tune in as AVANT’s Rick Mischka catches up with cybersecurity experts Rob Pollard and Matt Salyer from Fortra to discuss how Artificial Intelligence is transforming the compliance sector. Together, they unpack the game-changing benefits AI can bring to an organization’s compliance efforts by helping businesses:
- Cut costs
- Reduce risks
- Navigate new complexities with ease
Compliance today isn’t just about checking a box—it’s an ongoing challenge, especially with new regulations emerging every year. Check out the full conversation and get the insights you need to confidently navigate the evolving compliance landscape!
Engineering Spotlight
This month, we’re spotlighting Tom Croft, Direction of Solution Engineering for the EMEA region.
Tom Croft has 25 years of experience as an engineer, across UCaaS, CCaaS, CPaaS, and AI. As the Director of Solution Engineering for the EMEA region at AVANT, he has what he calls the best job in the world—supporting Trusted Advisors, VARs, and MSPs in sourcing cutting-edge tech solutions. Tom delivers thought leadership, educational content, and deep dives into emerging technologies to keep the industry sharp and honest.
Here’s a bit more about Tom, in his own words!
Tell us about something you do for AVANT that Trusted Advisors may not know.
I am the sole architect of the AVANT on-premise workshops that we currently run in EMEA. This is where the TA and myself uncover business challenges, interview key stakeholders, and generate a SaaS business change analysis report for that customer to digest. The idea is to lay the groundwork for building and executing transformational projects. Fun fact: this currently has a 100% success rate from engagement to deal conversion.
Where are you located?
Near London, United Kingdom
What’s your proudest professional or personal achievement?
My proudest achievement continues to be my 3 amazing children. I’m blessed with talented and funny offspring and they’re the reason I get up in the morning. With regards to my work life, I’m particularly proud of the “Conversation with” series of videos that we’ve tailored and released in EMEA. They’re on the AVANT website by the way 😉
What are you hoping to do or accomplish in 2025?
I intend on continuing to build our region. As the only global TSD, we have an opportunity to grow our business into different geographies, and as we do this, the intention is to bring more globalization to the partner ecosystem as well as the already impressive portfolio. From a personal standpoint, I’d like to knock a few more shots off my golf handicap but for some reason, recruiting Trusted Advisors that don’t even speak the same language seems more achievable!
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.