Can a single network deal become the doorway to much more? In this episode of Inside the Win, host Graeme Scott (VP of Network & Mobility at Telarus) welcomes back Mac McClenathan of 11:11 Systems to break down a real-world Network as a Service (NaaS) win—and the cross-sell opportunity it unlocked.
Mac shares how 11:11 has quietly become competitive in the network space over the last 18 months, especially on the managed edge side. This deal came together the way many great channel deals do: through trust, relationships, and a partner who recognized the right opportunity.
In this episode, you'll learn:
🏥 The Deal – A healthcare organization rightsizing from 11 sites to 7, battling aging firewall infrastructure, failed failovers, and configuration loss with their previous aggregator/MSP (running VeloCloud under the hood).
🔧 The Solution – A full network redesign built on managed Fortinet firewalls with built-in security, consolidating SD-WAN and firewall into a single appliance, refreshed switches, simplified failover, and single-vendor aggregation for one point of contact.
📈 The Cross-Sell Proof – How following the wire led to attaching a backup tool and uncovering a future infrastructure opportunity (~$5K/month) on top of the ~$8K/month network deal. Mac reveals his internal 6-month cross-sell tracker currently sitting at an impressive 44% attach rate.
This is land-and-expand in full display. If you're an advisor looking at network refreshes, renewals, or responding to a client incident, this episode shows exactly how strategic partnership with 11:11 can turn one opportunity into many.
Engage Mac and his team at 11:11 for your next network deal.
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