Posts tagged Enterprise

Maryland Business Roundtable

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AVI-SPL Restructures Sales Support Team

AVI-SPL has restructured its Strategic Accounts division to create separate Enterprise and Public Sector Accounts groups. The restructuring will allow AVI-SPL to better support the engagement of large, key customer accounts.

The Enterprise Accounts team connects with clients at the strategic planning stage, identifying and qualifying new opportunities alongside AVI-SPL’s sales account managers. The team has been restructured to provide sales, engineering and program support for enterprise accounts in vertical markets from energy to technology.

The Public Sector Accounts team has been designed to specifically support the needs of our federal, healthcare, state, local and education clients. Under this new structure, AVI-SPL will be better positioned to handle the unique dynamics and challenges facing the public sector and be able to find new opportunities to grow this business segment.

“We made the changes to be more consistent with our vision and the direction of the industry.  AVI-SPL has had great success with this approach for years and with these changes we are continuing to lead the industry with our approach by uniquely addressing our clients’ needs,” said John Zettel, chief executive officer, AVI-SPL. “With our revised Enterprise and Public Sector Accounts teams, we can better link together our offerings to large enterprises and public sector clients.”

“Our Enterprise and Public Sector team allows us to uniquely focus on specific vertical markets.  We’re no longer treating every opportunity the same. For instance, Public Sector accounts, such as Federal Government, require different sales approaches, supporting mechanisms, contract vehicles, resources, certifications and clearances, than commercial accounts,” said Dale Bottcher, senior vice president of enterprise accounts, AVI-SPL.

This restructuring now more closely aligns AVI-SPL with how their partners segment and handle their business

“Panasonic has always valued the partnership with AVI-SPL and this vertical market approach will only serve to strengthen our relationship,” said Bill Brennan, senior director of Panasonic’s reseller channel. “After meeting with senior management at AVI-SPL it is apparent that together, our go-to-market strategy is completely in line. Panasonic has a team of sales professionals focused on creating demand within key vertical markets and fulfilling this demand through our channel partners. Through collaboration between Panasonic and AVI-SPL’s vertical sales groups, we will be able to provide customers with visual solutions that are designed specifically for their industry and needs. AVI-SPL also provides excellent installation, service, and support on every project and they provide Panasonic with confidence that our mutual customers will view us as a quality brand.”