This deal wasn’t about replacing a security stack. The Trusted Advisor changed the question from “Who can sell us a new platform?” to “Who can make the CrowdStrike investment we already own work around the clock, across every subsidiary?”
The answer was a $1.5M, three-year managed security engagement that went from introduction to close in under 70 days.
Deal Snapshot
- Technology Category: Cybersecurity, Managed Detection & Response, 24×7 Managed SOC
- Customer Type: Publicly traded industrial manufacturing platform company, growing through acquisition
- Size and Scope: 17 subsidiaries across 78 locations in the U.S., Canada, Mexico, Europe and Asia
- Current Environment: 18 CrowdStrike tenants with Falcon Complete, different security stacks by subsidiary, and uneven internal security resources
- Potential Providers: A Big Four consulting firm, a global technology services organization, and Echelon Risk + Cyber
- Product(s): Echelon MDR Powered by CrowdStrike with SLA-backed 24×7 SOC, Next-Gen SIEM optimization, alert tuning and centralized policy management
- Compelling Event: Alerts outside Falcon Complete’s scope weren’t being reviewed consistently, especially after hours
- Deal Value: ~$40K MRR / $1.5M TCV, 3-year term
The Win Wire
What was the customer’s ask?
Every acquisition brought another security environment with it. The customer ended up with 18 CrowdStrike tenants, different tools across subsidiaries, and very different levels of in-house security talent. Alerts outside Falcon Complete’s scope weren’t being worked consistently, and nobody could say for sure who was watching at 3 a.m. Underneath that, they knew they weren’t getting full value from a CrowdStrike investment they’d already made.
How did the TA define the need?
Data-Tel Communications identified the cybersecurity need and kept the focus on coverage and confidence, not new tools. The client didn’t need to change its stack. It needed experts who could make sense of what it already owned, close the gaps between tenants and watch everything around the clock.
What was the solution?
Echelon MDR Powered by CrowdStrike: a three-year engagement that wraps SLA-backed 24×7 SOC coverage around the client’s existing investment. Echelon is centralizing and optimizing all 18 tenants, extending monitoring beyond Falcon Complete’s log sources, tuning Next-Gen SIEM and alerting, and streamlining policy management across subsidiaries.
The impact showed up early. During onboarding, Echelon found 1.8 million open detections from the previous 90 days outside Falcon Complete’s scope. Most could be resolved with better tuning, and Echelon now handles investigation and response on the rest, so the client’s internal teams can focus on bigger priorities.
How did the TA leverage AVANT?
Ryan Dengate, AVANT Field Sales Engineer – Cybersecurity, connected the opportunity to Echelon, a provider with deep CrowdStrike expertise. Echelon brought senior CrowdStrike and SOC experts in early and ran collaborative workshops to understand the environment before designing anything. The Trusted Advisor stayed involved through the full sales cycle and into onboarding.
How did the Trusted Advisor close the deal?
Competing bidders, including a Big Four consulting firm and a global technology services company with tens of thousands of employees, pitched standardized, rip-and-replace models. Echelon and the TA went the other way: keep what the client already owned, find where the gaps were, and build the managed service around their environment. That approach, plus clear CrowdStrike depth and the speed of the AVANT partnership, took the deal from introduction to a seven-figure, multi-year agreement in under 70 days.
By reframing a tool-sprawl problem as a coverage and value problem, the Trusted Advisor turned an introduction into a long-term managed security foundation, with an expansion project already in the works.
Winning Provider: Echelon Risk + Cyber
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