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Practice Directors

Meet Televerde’s Practice Directors who can consult with you on the strategies and solutions that are best aligned with your opportunities.

Amy Akapo, Practice Director, Nurture Strategies & Solutions
Michelle Cirocco, Practice Director, Integrated Marketing Strategies & Solutions
Larry Fleischman, Practice Director, Branding and Go-to-Market Strategies & Solutions

Amy Akapo
Practice Director, Nurture Strategies & Solutions

Core Consulting Capabilities
Pipeline Acceleration	High-Tech Purchasing Behaviors
Marketing Automation	Integrated Marketing
Lead Scoring	Sales Optimization
Marketing Project Management	Opportunity & Results Analysis

Amy has more than 15 years of high-level experience in B2B marketing, including marketing automation, complex lead generation, pipeline acceleration and results analysis. She has been instrumental in championing the design and implementation of some of Televerde’s key service offerings, including Sales Optimization & Support, Win/Loss and Open Opportunity Analysis, and Nurture (Marketing Automation).

Her knowledge and skills have been developed through her experiences with Electronic Data Systems and currently with Televerde.

The arc of Amy’s career and her direct experiences with some of the high-tech sectors leading companies has provided her with a keen ability to address several relevant marketing challenges and opportunities.

"Today more than ever there sales is placing intense pressure on marketing to deliver more qualified leads faster and to better support the acceleration of current opportunities through the pipeline. Add to that the demands on marketing by CEOs and Finance to provide reliable ROI and to implement essential marketing functions with fewer resources. So the need to optimize sales and marketing investments and processes has never been greater. Sales and marketing must be better aligned, processes must be leaner, and analysis and insight is critical."

Amy holds a Bachelor’s degree from the Arizona State University. She has a certification in the Essentials of Project Management and a Masters Certification in Project Management from Villanova University.

Michelle Cirocco
Practice Director, Integrated Marketing Strategies & Solutions

Core Consulting Capabilities
Sales Policy Management	Sales Leadership & Account Management
Business Planning & Development	Integrated Marketing Strategies
Seizing Market Opportunity	Revenue & Profit Growth
Turnaround Solutions	Productivity & Performance Improvement

Michelle is a talented and accomplished sales executive who leads sales organizations through change and challenge to profitable growth. A strategic problem-solver who envisions and implements smart solutions throughout all levels of the organization, she is skilled in analyzing business needs and creating innovative programs, processes and strategies that consistently lead to sales revenue increases.

Michelle’s role at Televerde includes oversight of all aspects of the Sales Department while providing direction, training and leadership to 19 staff members, including sales executives, inside sales staff and the demand creation team. She has expertise in analyzing business needs, developing sales processes, forecasting, account planning, pricing analysis, sales reporting, and collaborating with Business Development Directors and Account Executives on the development of account strategies and client relationship management.

Her experience analyzing business needs and developing well-designed innovative and comprehensive strategic and tactical plans gives Michelle a unique ability to consult with Televerde’s clients on their demand creation needs.

"I’ve been involved in the design and implementation of hundreds of demand creation campaigns for our clients. While no two are ever exactly the same, there are some common threads that run through all of them, namely the critical need for clear definitions around qualified sales opportunities, careful market and data selection, and integrated marketing approaches. As fundamental as these needs are, they are sometimes overlooked, especially due to a desire to execute campaigns quickly in a rush for results. Sales and marketing executives need to remember that speed and quality are never in sync with each other. A well-thought-out demand creation plan that is carefully executed is essential to net new business acquisition success."

Michelle has a Bachelor’s of Science Degree in Business & Marketing from the Arizona State University and Master’s of Business Administration from Arizona State University’s W.P. Carey School of Business where she also was a member of the Student Advisory Board. She is a member of the American Marketing Association, Center for Services Leadership, is a Certified Auditor and Quality Coordinator for ISO 9001, and is a Certified Analyst for Predictive Index. Her training includes Miller Heimen’s Strategic Selling and Conceptual Selling, Spin Selling, Selling to VITO, and The Complex Sale. Michelle is also an active leader of several Televerde corporate social responsibility initiatives, including organizing the company’s team for the Nike Women’s Marathon, annual holiday charity programs for the local homeless community, and a mentoring program for disadvantaged women. She resides in Phoenix with her husband Chris and has two sons, Zachary and Samson.

Shawn Dyer
Practice Director, Data Strategies & Solutions

Core Consulting Capabilities
Campaign Data Selection	Data Remediation
Contact Data Maintenance Methodologies	Accurate B2B Data Acquisition Methodologies

Shawn has more than nine years of executive-level experience in B2B marketing, including campaign data management, data-driven demand generation, and database selection and utilization in the high-tech sector. Shawn has played a key role in designing and overseeing Televerde’s Exactus™ data product line that features an array of enriched demographic and firmographic offerings.

Prior to joining Televerde, Shawn co-founded Lead Intelligence, a data provider that provisioned custom-built lists of technology profiles for companies in the B2B marketplace. The data was designed to support complimentary and competitive takeaway campaigns. Shawn got his start working for an Oracle consulting firm where he eventually oversaw the business development and recruiting functions. He then moved on to various data consulting roles in the IT sector.

Shawn understands the critical role that data plays when trying to target the right audience at the right time in the right market. With this in mind, he has designed Televerde’s data products to ensure that our clients can target the right organizations with the right contacts in the right channels.

"With economic stresses accelerating the degradation rates of organizational and contact data and the growing need for highly segmented marketing campaigns, the issue of data integrity has become increasingly important. Exactus enables B2B marketers to protect their investments in their marketing databases and spend less time attending to data accuracy and more time on other critical matters."

Shawn resides in Dallas where he enjoys running, water skiing, and rooting for his beloved Cowboys and Longhorns.

Larry Fleischman
Practice Director, Branding and Go-to-Market Strategies & Solutions

Core Consulting Capabilities
Go-to-Market Strategies	Opportunity Nurturing
Customer Engagement	Sales Enablement
Web Enablement	Message & Content Relevancy
Reputation Management	Market Research

Larry has more than 20 years of executive-level experience in B2B marketing, including demand creation, reputation management, sales enablement and marketing communications. He has played a key role in designing and overseeing several important Televerde initiatives, including branding and reputation management, product development and pricing, launch of the company’s specialty marketing and market research units, and its foray into social media.

His knowledge and skills have been honed through engagements with several industry-leading companies, including AIG, SmithBucklin, WorldatWork and currently Televerde. Larry’s marketing acumen spans applications within marketing services, financial services, education services, publishing, and trade organizations.

Being able to speak to both the strategic and tactical applications of marketing is an important capability, and Larry does so within a framework of what he refers to as Reality-Based Marketing.

"There are so many marketing and branding opportunities today that it’s challenging to discover those that really can move the needle and that we actually can do given finite budgets, available talent, bandwidth and measurability requirements. So all marketers need to be diligent about staying focused on the things that matter and that can be accomplished within the realities of what we have to work with and what we need to prove."

A 35-year native of Chicago and always hopeful Cub fan, Larry left the cold and windy city in 2001 to make Arizona the new home for him and his sons where they optimize the long sunny days hiking, biking, camping and swimming. Larry is a subscriber of Sirius Decisions and Gartner. He is a graduate of Northern Illinois University.

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