“We need DIA for our fourteen sites.”
Simple request. Standard quote. You price it out, submit it fast, and then … radio silence.
Three weeks later, you find out they went with someone else who “understood the bigger picture.”
Here’s what you might not have known: They were consolidating SD-WAN vendors, moving from fragmented point tools to a unified SSE approach built on secure web gateways (SWG) and trust-based access models like ZTNA—while also addressing remote user VPN frustrations. All of this was happening under board-level pressure to modernize access and tighten security.
That “simple DIA request” was one piece of a $1.5 million infrastructure overhaul.
The Hidden Problem: Network and Security Speak Different Languages
The security team has its own tools, vendors, and urgent priorities. The network team has another set entirely. Both are under pressure to “show progress,” but they rarely align.
Example: The IT team rolls out circuits to improve performance. Meanwhile, Security deploys an SWG that adds processing overhead. Users complain about lag, and the network gets blamed—even though the root cause was a security policy, not the circuit.
This kind of disconnect is only growing. Hybrid work, cloud migrations, network modernization, and Zero Trust projects are happening in parallel. Teams focus on their own goals, but, without coordination, they often just replace one set of problems with another.
Quoting what’s asked isn’t wrong. But stopping there can cost you the deal, the relationship, and the next six-figure opportunity.
What’s Happening: Ask vs. Need
Let’s look at two quick examples:
| Scenario One: “We need internet circuits for SD-WAN.” | Scenario Two: “We need to replace aging firewalls.” |
|---|---|
| What’s Going On: - They’re trying to modernize their network - They’re piecing together circuits, DIY SD-WAN, maybe security later - They haven’t considered how to integrate and manage it all | What's Going On: - They have too many point solutions trying to secure remote and office users - 60% of their workforce is hybrid. Core apps are in the cloud |
| What They Might Not Have Considered: - Who’s managing and updating policies across sites - How to maintain visibility and control across vendors and platforms - What happens when something breaks, whom they should call, and how long it will take - How bundled security (hello, SASE) could improve performance and security - Whether they have the time or expertise to manage it all long-term | What They Might Not Have Considered: - A new firewall won’t fix visibility or performance for remote users - Cloud apps still route through HQ, causing chokepoints - Policy sprawl is the bigger risk, and firewalls are only part of it - VPNs don’t scale well, and they cause latency - IT loses control once users leave the office - Security needs to follow users and data, not stay in the data center |
| Win for You: Expand the DIA quote into a managed SASE solution with built-in SD-WAN, centralized policy management, and full visibility—while removing operational burden from their team. | Win for You: Shift the conversation from hardware refresh to a managed SSE solution. Start with ZTNA, SWG, and CASB to deliver user-level security and cloud visibility that scales with how their teams work. You're helping them reduce VPN reliance and build toward full SASE architecture. Their people work. You're helping them modernize access, reduce VPN reliance, and lay the groundwork for a full SASE architecture. |
How to Spot What’s Going On
The difference between a $10K quote and a $100K deal? Spotting problems the customer hasn’t even thought about.
That requires curiosity. Start by asking:
- What’s driving this timeline—is it tied to a bigger initiative?
- What’s already in place, and who owns what systems?
- What recent changes have other teams made?
- What’s the real impact across the wider organization?
Take something as common as an internet circuit request. Most hear that, and think connectivity. But that request is often a symptom, not the root cause. It could be driven by new security tools, cloud migration, or performance issues reported by remote users.
The better question is: What’s pushing the need for more bandwidth right now?
I’ve seen cases where DIA isn’t the right fit, based on the overall goal and existing infrastructure. Even when SASE is a good match, most IT teams lack the time or resources to manage it effectively.
This is where you win. You make sure they’re solving the right problem, not just treating the symptoms. That curiosity? It’s what builds your reputation and your book of business.
Why You Don’t Need to Be the Expert
You don’t need to become a network or security architect or memorize every acronym. You just need to know when to pause and understand what’s driving the request.
The most successful agents work with technical partners who can decode what is really happening. We help you spot the patterns, translate between teams, and scope solutions that address the root problem, not just the symptoms they asked about.
We act as the technical extension of your team. You keep the relationship. We help you connect the dots, scope, and deliver a solution that fits the full picture.
Your Next Move
Every surface-level ask is hiding a bigger opportunity. The customers who seem to want “just a quote” are often the ones sitting on the most valuable projects. They may just not see how the pieces connect.
Let’s make that easier. Book a short signal-spotting session with your local Channel Manager. Bring a few current asks, no prep needed, and let’s walk through what might be hiding beneath the surface.
Because what seems like a “simple DIA request” could turn into your next six-figure opportunity.
Guest Author
Marc Cloutier — Director, Channel Sales (East Region & Canada)
Marc Cloutier brings years of telecom experience and a true partner-first mindset to his role as Director of Channel Sales at Globalgig. Focused on supporting East Region and Canadian partners, Marc is passionate about building strong relationships, helping trusted advisors grow their business, and delivering solutions that make an impact.
With a background that includes leadership roles at GTT, Verizon Business, XO Communications, and PAETEC, Marc has deep expertise in SD-WAN, network connectivity, and Managed Network Services. He combines this technical know-how with a hands-on, collaborative approach to partner engagement.
Marc studied Marketing and Business Management at Daniel Webster College, and he continues to bring that blend of strategy and hustle to every partner interaction. Whether he’s supporting a complex opportunity or helping partners navigate the evolving tech landscape, Marc is all about driving mutual success—together.