September Sales Engineering Braintrust

This month’s version of the SE Braintrust covers a roundup of key updates, including new sales tools, resources, and a spotlight of our NEW Field Sales Engineer:

• Pathfinder Updates: Engineers at Special Forces
  • NEW CX AI Interactive Quick Assessment
  • Updated Dynamic Matrices in Pathfinder – Connectivity and Managed Services
• New Resources: New podcast episode
  • Your Next Bet on AI
• Engineering Spotlight: Meet our newest Field Sales Engineer, Hunter Edmisten
• Win Wire: Dive into a recent $65K MRR Win Wire, supported by AVANT Sales Engineer Eric Cooke
• Trusted Advisor Testimonials: See how your peers leverage and WIN with AVANT Engineers

Pathfinder Updates

• Check out the new CX AI Interactive Quick Assessment on Pathfinder, which perfectly aligns with AVANT’s CX AI Dynamic Matrix! Built by our engineers, this is an AVANT sales tool that helps Trusted Advisors conduct an efficient discovery process to get deals started. Visit Pathfinder to start exploring the new IQA!
• Discover the latest Dynamic Matrices in Pathfinder!
  • An updated version of our Connectivity Matrix is now available. This update adds coverage of Satellite (both HEO & LEO) capabilities and expanded detail around Cloud Connectivity (Alibaba, AWS, Azure, GCP, IBM, & Oracle) options. Developed by Chip Hoisington, Eric Cooke, Niko O’Hara, Peter Callowhill, & Sarah Arnstein, the matrix breaks down 65+ solution providers’ offerings, so Trusted Advisors can help end customers select the best solution for their business needs.
  • We have also launched an updated version of our Managed Service Matrix on Pathfinder! This matrix, developed by Dane Menke, David Bjerke, and Niko O’Hara, details the capabilities of solution providers across five categories of Managed Services: Network, Infrastructure, Cloud, Voice, and Staffing
  • Log into Pathfinder to begin leveraging these tools with your customers.

New Resources: New Podcasts

• Your Next Bet on AI: Learn how new AI technologies can transform an organization and unlock the hidden potential in your business’s data – OR spell disaster for a business, when implemented incorrectly. Listen in now.
• The Disruptive Communication Future from an OG of UC: Hear from two telecom industry pioneers, Alex Danyluk, AVANT CSO, and Mike Tessler, former CEO of Broadsoft and current Managing Partner at True North Advisory. Together, they discuss past evolutions of the channel and how to take part in the current phase of disruption. Learn from the experts.

Engineering Spotlight

This month, we’re spotlighting our NEW Field Sales Engineer, Hunter Edmisten.

Hunter began his career as a Senior Network Engineer out of college, before spending four years working for Apple. He began work at ScanSource in 2013 in technical support for UCaaS hardware, before moving into a role supporting various UCaaS and CCaaS service providers.  In 2019, he moved into the company’s first Solution Architect role, serving both hardware and cloud designs. His most recent position was on the Corporate Strategy team, giving him a valuable background that draws on both his engineering and business development experience.

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

• What is the best vacation you have ever taken? Tell us why!We took a family cross country trip from South Carolina to New Mexico last year with our camper! It was incredible for the family to see the different landscapes of America, and the experiences were life changing. We are doing it again this year, but heading to Moab, UT as the destination.
• What sport would you compete in if you were in the Olympics? Mountain biking!

You can connect with Hunter on LinkedIn here!

Win Wire with Eric Cooke

The Breakdown

• Technology Category: Colocation
• Customer Type: Software/Cloud Company
• Industry: Wireless Networking
• Size and Scope: 44 cabinets
• MRR: $65,120
• Winning provider: Equinix
• Competitors: 10+ additional providers

The Details

What were the drivers for the client?
As a result of a recent acquisition and the client’s new growth strategy, they needed to move their on-premises infrastructure to a colocation facility to future proof their network so that they could meet their current and future needs.

How did the Trusted Advisor close the deal?
This deal closed as the result of perfect execution at every step in the pre-contract process. The Trusted Advisor delivered comprehensive quotes in a cohesive and efficient manner to their customers. This allowed them to provide coverage for all aspects of the project and all answers, when they were needed. The client, who was new to the TA, didn’t have to look anywhere for help once the Trusted Advisor was engaged in the opportunity.

How did AVANT support the win?
We followed our “Win Every Colo Deal” guide from top to bottom. AVANT Sales Engineer, Eric Cooke, researched and recommended all data center facilities within the customer’s geographic request. From there, our pricing team registered over 10+ providers. Once we received these details back, the pricing team and Eric created a line-by-line breakdown to compare each facility, apples to apples. This was the key in giving the Trusted Advisor the confidence to present to their customer.

Our Engineers are available and ready for you to bring them into your opportunities! Get started by filling out an IQA on Pathfinder.

Trusted Advisor Testimonials: SE Engage Edition

What are your peers saying about their experience working with AVANT Sales Engineers?

“Very easy to work with and responsive. High technical knowledge and customer acumen.” – Cameron Anderson, Trace3

“Quick responses and it was nice to get an idea of what would be the best provider for the client regarding multiple products/solutions. The client knows they can work with me and the AVANT SEs in the future as we continue our journey helping them.” – Laura Trybula, Global Telecom Supply, Inc.

“Great feedback and insight. I left my calling feeling I had more than adequate support and resources available to me. I am looking forward to working this project with the team once the opportunity comes through.” – Tyrone M. Robinson, Opportunities 2 Serve, LLC

Our Engineers are ready for you to put them in the game! Connect with the team to find out how to leverage their support with your open opportunities.