As we head into the final stretch of the year, November’s Sales Engineering Braintrust is packed with momentum, featuring a $100K Win Wire, new vendor highlights, insights from the SFS25 recap, and the latest Pathfinder resources.
Explore:
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Sales Engineering Updates
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Pathfinder Updates
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New Vendors
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Win Wire
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Trusted Advisor Testimonials
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Engineering Spotlight
Sales Engineering Updates
SFS25 Recap: This year at SFS25, our Sales Engineers came in charged and ready, leading hands-on sessions and deep technical dives that delivered incredible value and earned an exceptional attendee satisfaction score of 97.85%.
Top-rated breakout sessions:
- Top 5 Cyber Sales Plays to Grow Your Pipeline – Rick Mischka
- Picking Your Next Play: Outbound Prospecting with Cyber Resilience – Stephen Semmelroth
- AI Demo Lab: An Interactive Exploration – Andrew Pryfogle
- Breaking Down SASE Technologies & Features – Sarah Arnstein
Top-rated breakout solution categories:
- Security and Resilience
- CX AI
- Connectivity
Training doesn’t stop at Special Forces! Our Sales Engineers are here to help you and customers navigate complex technologies with confidence. Explore our upcoming training opportunities to see where they’re headed next to get expert guidance.
Pathfinder Updates
New Managed Mobility Services Matrix
Developed by Eric Cooke and Peter Callowhill, the Managed Mobility Services Matrix features providers that deliver a wide range of mobility services, from mobile voice plans (including data-run and cellular devices) to telecom expense management, MDM software, and mobile device services. This is a key resource for Trusted Advisors looking to identify the providers that best fit their clients’ mobility needs.
The Wireless Matrix highlights the capabilities of different providers across various wireless services such as wireless data/internet, wireless intra-building and campus solutions, satellite internet, IoT connectivity and devices, mobile voice, mobility services, and wireless TEM. Created by Eric Cooke and Peter Callowhill, the Matrix is designed to help TAs easily sort and identify providers based on their service features and geographical coverage.
New Vendors
New Vendors
EliteCX
Solution Type: CCaaS, CX AI, UCaaS
Geographic Coverage: United States
What Does EliteCX Offer? With over 13 years of experience working with top UCaaS and CCaaS providers, EliteCX’s services are designed to elevate your customers’ experience and guide them through every stage of their CX journey — from seamless implementation to ongoing support, all while aligning with their business goals to drive real results.
Key Differentiators:
- Offers personalized and tailored professional services
- Does not take any share of your customer spend
- Acts as an extension of your team, to deliver high impact outcomes at a lower cost
- Prepared to implement immediately, offering high availability and direct access to top tier engineers
What kind of client is best fit for this provider?
EliteCX specializes in implementing Genesys and Zoom solutions for both small businesses and large enterprises.
Learn more about EliteCX here.
Guide Star
Solution Type: Connectivity
Geographic Coverage: United States
What Does Guide Star Offer? Guide Star helps small-to mid-sized businesses navigate today’s rapidly changing digital landscape with enterprise-level IT and cybersecurity expertise. It delivers the tools, strategy, and support needed to protect your customers’ business, stay agile, and give them the confidence to focus on their growth.
Key Differentiators:
- Offers flat-rate recurring IT support services with no charge per call
- Provides Walk-in Takeover with rapid onboarding, visibility portal and 24/7 monitoring
- Provides long term support post Walk-in Takeover or hand-off to planned transition partner
- Always available 24/7 and able to remotely support customers nationwide
What kind of client is best fit for this provider?
Guide Star specializes in multi-location enterprises and mid-sized organizations in sectors like retail and hospitality that require managed IT, Wi-Fi, and VoIP solutions, seamless technology transitions, and 24/7 support.
Learn more about Guide Star here.
Explore our full vendor portfolio including their offerings and key differentiators by logging into Pathfinder today!
Win Wire with Amanda Bean
Win Wire with Amanda Bean
The Breakdown
- Technology Category: UCaaS and CCaaS
- Solution: UCaaS and CCaaS
- Customer Type: Grocery chain
- Industry Type: Food retail
- Size and Scope: 120 locations + 250 contact center agents
- MRR: $100K MRR
- Winning provider: Vonage
- Competitors: RingCentral and Cisco
The Details
What were the drivers for the client?
The client wanted a phased approach to improve communication and customer experience across all locations. The first phase focused on introducing a Payment Card Industry (PCI) compliance tool for their customers. Their main goal was to implement a unified UCaaS and CCaaS solution to streamline operations and bring everything under one platform.
How did the Trusted Advisor close the deal?
The Trusted Advisor was instrumental in securing the client’s confidence and ultimately winning the deal by guiding the process end-to-end. From the start, the TA conducted in-depth research into available technologies, coordinated evaluations, validated technical limitations, and verified integration capabilities to ensure each option is aligned with the client’s implementation strategy.
When the client required an immediate PCI compliance solution deployment that would remain functional before and after transitioning to a unified UCaaS/CCaaS platform, the TA stepped in to lead a collaborative effort. By partnering closely with AVANT engineers and leveraging AVANT’s vendor relationships, the TA defined and validated each phase of the project, ultimately delivering a solution that met compliance requirements while supporting the client’s long-term business objectives.
How did AVANT support the win?
AVANT Sales Engineer Amanda Bean stepped in to validate the customer’s requirements, explore strategic options, and confirm PCI tool compatibility with vendors across both legacy and future environments. She provided clear technical guidance, set expectations, and outlined capabilities so the client could make an informed decision that met immediate compliance needs while positioning them for future growth.
Trusted Advisor Testimonials
Trusted Advisor TestimonialsWhat are your peers saying about their experience working with AVANT Sales Engineers?
“Very diligent and quick turnaround – provided a detailed matrix as a reference point as well which was useful when evaluating potential suppliers. Much appreciated!” – Mick Sawinski, Enterprise Visions
“I always like to get the feedback that is provided by AVANT which not only recommends vendors but tells me why. It makes my life easier in the consulting process.” – Beau Green, OneTel Holdings, LLC
Engineering Spotlight
Engineering Spotlight 
This month, we’re spotlighting Landon Clark, the newest addition to the Engineering team as AVANT’s Cloud Field Sales Engineer, with a focus on Cloud, Cloud AI, Connectivity, and SASE. Landon brings his years of passion for technology to his role as a technologist and advisor. He joined AVANT last year as a Channel Director for the Central and National Strategic Partners, where he led strategic partner enablement and field execution across AVANT’s full ecosystem. In August, he transitioned to the Engineering team to support Cloud opportunities.
Here’s a bit more about Landon, in his own words!
Tell us about something you do for AVANT that Trusted Advisors may not know.
Most folks know me from Cloud and AI conversations, but a big part of my day-to-day is spent architecting outcomes with TAs, not just solutions. I lead technical discovery on customer calls, help map workloads across AI, VMware, and private/public Cloud, and pivot the stack to guide towards strategic, holistic solutions that solve more than just one pain point. Behind the scenes, I also work to validate and enhance Pathfinder Dynamic Matrices so our Trusted Advisors have trusted data to work with. The goal is always the same: make it easier for our partners to navigate complexity and win with confidence.
Where are you located?
Austin, Texas
What was your dream job as a kid? Why did you want to do that?
I wanted to be a pediatric cardiac surgeon. From an early age, I was drawn to science, precision, and the idea of doing meaningful work in service of others. The thought of being able to use skill, knowledge, and calm under pressure to help a child and their family through one of the hardest moments of their lives had a real pull for me. While my path ultimately shifted toward technology, that same mix of curiosity, service, and problem-solving under pressure still drives how I operate today.
What’s your favorite way to spend a day off?
My ideal day off starts early, on the trail. A good morning hike resets everything: fresh air, no screen, just movement and clarity. Lunch usually involves a glass (or two) of wine, ideally at a spot where I can sit outside, slow down, and appreciate the moment. I’ve spent over a decade studying wine, enough to know far too much about it for my own good, and I love sharing that with friends. Evenings are for cooking. Something thoughtful, usually paired with whatever bottle I opened at lunch. It’s a ritual that blends movement, craft, and connection… my version of balance.
Ready to level up your sales game with expert guidance? Our Engineers have your back and are available for you to bring them into your opportunities! Connect with them and get started by filling out an IQA on Pathfinder!