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AVI-SPL Expands Sales Leadership Team

December 10, 2012 | Telepresence Options


TAMPA, Fla.- December 7, 2012 - AVI-SPL, the world's leading video communications partner, today announced the expansion of its sales leadership team designed to significantly grow top-line revenue in 2013 and support its dramatic sales growth. The result of a detailed video communications market study, the AVI-SPL plan addresses key customer needs such as video collaboration solutions and robust managed services support by aligning sales development practices and sales support resources.

Across the board, the expanded sales leadership plan broadens the company's sales talent, training, development, sales enablement, and pre-sales support engineering process.

"This expanded sales leadership model brings an increased focus to front line sales management and coaching, which is key to AVI-SPL's continued growth that has empowered us to lead in our industry." said Don Mastro, executive vice president of sales.

The expanded structure includes two, new regional senior vice presidents of sales for North America, with Tom Bigliani joining AVI-SPL as the senior vice president of sales to manage the east region and Dale Bottcher promoted to senior vice president of sales for the west region.

Bigliani joins AVI-SPL after spending the last six years with BT Conferencing. As their regional vice president of northeast region video sales, Bigliani grew his sales team and implemented a solution-selling based sales strategy. Bigliani led the managed services sales team in the northeast prior to his latest role with BT Conferencing. Bigliani's experience also includes tenure with AVI-SPL's legacy company SPL from 2004 to 2007. There Bigliani served as the director of managed conferencing services sales and was the architect of the company's National Help Desk.

Bottcher joined AVI-SPL in 2003, also part of the legacy SPL team. As a key member of the sales force, Bottcher was an important factor in the Chicago office's fastest growth period. In recent years, Bottcher has been integral in leading the company's sales strategy with enterprise accounts and public sector clients, significantly growing large account business.

"Tom Bigliani and Dale Bottcher have excellent track records for developing solutions sales teams," said Mastro. "Both leaders help position AVI-SPL as a strategic partner for our customers."

Rhonda Wingate also joins AVI-SPL as the new senior vice president of enterprise and public sector accounts taking over Bottcher's previous role. Wingate will drive the company's unified communications and video strategy alongside Mike Brandofino, executive vice president of unified communications and video. In this leadership role, she will lead AVI-SPL's team of video solutions engineers and digital media specialists. Since 2001, Wingate has worked for BT Conferencing, most recently as Senior Vice President of the East Region. In this role, she was responsible for developing strategic sales and marketing initiatives to grow the company's unified collaboration.

AVI-SPL sales managers for each major metro market in U.S. and Canada will report to the new senior vice presidents of sales and will serve as the front line sales management for their respective offices. Sales managers are dually charged with coaching and developing local sales talent and with allocating pre-sales engineering support required for the complexity of today's video communications systems.

AVI-SPL has a sales force of nearly 200 in North America. This change enables the AVI-SPL sales account managers to focus solely on long-term customer relationship management, while a support team of video solutions engineers and managed services representatives develop the customized systems and service practice.

"2013 will be known as the year we raised the bar on video communications solutions and managed services, and widened the gap between AVI-SPL and other companies," said John Zettel, chief executive officer, AVI-SPL.

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As the world's leading video communications partner, AVI-SPL designs, builds and supports the systems and environments that enable communication and collaboration. AVI-SPL has highly-trained and certified system engineers throughout 34 offices across North America and an international network of solution providers in 30 countries. Please visit for more information or connect with AVI-SPL onTwitter, Facebook, LinkedIn and Pinterest.

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