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For the last 18 years, Massini Group has enabled Fortune 500 enterprise clients to penetrate the small and medium business market more effectively
through analytical process engineering and database marketing.
Massini Group has successfully increased sales and decreased cost-of-sales for best-in-class companies in the computer hardware, financial services, telecommunications,
deregulated energy, office automation, business travel, and enterprise software industries.
We are especially adept at optimizing large scale telemarketing and telesales environments via database development and performance analytics, resulting in leading
indicator metrics related to cost and performance.
Additionally, Massini Group builds, manages and hosts customer master, comprehensive marketing universe, marketing reference databases and web-enabled response
integration and management systems.
As consulting practices lead at Massini Group, Joe has led database marketing and telesales optimization initiatives at several of the world's most valuable B2B marketing brands.
Joe has spearheaded the application of process engineering disciplines to the challenge of driving incremental sales via direct marketing channels, with a specific focus on multi-channel and telephone channel efforts. Joe's 15 years of analytical research into the drivers of sales success impacted by integrated marketing form the foundation for the Dialogue StrategySM methodology that is core to the successes that Massini Group clients have enjoyed.
Prior to Massini Group, Joe built and operated direct marketing / database marketing and telesales and field sales operations on the client side for 8 years.
Joe's functional specialties include marketing universe development, advanced targeting analytics, predictive modeling of telesales performance, marketing reference database architecture and maintenance processes, third-party business reference data acquisition and application, telesales operations reporting and leading indicator metrics. Joe holds a Bachelor of Science in Computer/Electrical Engineering from the University of Pittsburgh.
Larry is a proven executive leader with 15 years of experience as an outsourced teleservices provider managing B2B inside sales, telemarketing and lead generation operations.
Larry's industry-leading programs reflect years of innovation in the science of lead generation and its successful application in marketing and telesales.
Prior to Massini, Larry was the Vice President and General Manager of the 400 agent Rainmaker Systems Lead Development Division.
At Rainmaker, he successfully integrated the telesales and telemarketing best practices of the two acquired organizations into
one cohesive business unit. Earlier, Larry was the President and COO of CAS Systems, an industry leading outbound telesales and
telemarketing organization. There he supervised the creation of process oriented, highly predictable demand generation services
that nearly doubled company revenue within two years. Prior to CAS Systems, Larry was President and COO of Sunset Direct — a best-of-breed
outsourced provider of lead generation, telesales and database marketing services whose revenue tripled during his tenure.
Larry also has 6 years of experience in the database marketing field. Larry’s functional specialties include telesales and
telemarketing operational and strategic organization, performance metric interpretation, business modeling of telephone-based
operations and telephone-based database marketing process optimization. Larry holds a Bachelor of Science degree in Business
Administration with an emphasis on Marketing from San Jose State University in San Jose, CA.
Greg Hessong, Vice President of Consulting Services, has more than 15 years marketing and sales experience.
While at Massini Group he has helped clients such as American Express OPEN, Dell Public, Hewlett-Packard IPGS and StorageTek
achieve major breakthroughs in campaign results and has optimized their program performance. Prior to Massini Group, Hessong was a sales executive
at Tactica Corp, a startup software company, where he also developed and managed an inside sales team as Director of Sales Operations. Before that,
he spent several years in sales and marketing at Sequent Computer Systems. Hessong holds a BS in Graphic Design from Portland State University.
Steve Harrington, Director of Client Services, has more than 15 years international business-to-business marketing experience.
Harrington is a proven leader with a passion for accuracy, efficiency, and results. Over the past eight years at Massini Group,
Steve has helped several of the world's most valuable B2B marketing brands like American Express EMEA, FedEx, AMD, and others
build best practices for database management and lead acquisition efforts. Major achievements include the reformation of a chaotic
multi-market lead acquisition environment into a structured aligned environment, detailed data regression and propensity modeling for
efficient targeting and mid-market telemarketing optimization implementation.
Prior to Massini Group, Harrington managed worldwide marketing for a transaction processing, media production,
and hard goods distributor. Harrington holds a BS in Marketing and Advertising from Portland State University’s School of Business.
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