In Broadcast September 2012 - 32


WWW.INBROADCAST.COM | ISSUE 12 - SEPTEMBER 2012

InREPLY
The VAR Network Limited, Owner and Managing Director, Phil Eade fields the InBroadcast questions…
Phil Eade, Owner and MD, The VAR Network

InBroadcast: What role does The VAR Network play in the broadcast industry? Phil Eade: We provide long-term marketing and regional sales services to suppliers to the broadcast and media sector. We become part of our clients’ teams and help them to grow their international business. Our engagements are typically one-year contracts for an agreed minimum number of professional services days per month. We are now into the fifth year with some of our clients, which hopefully speaks for itself about the consistently high quality of service that we provide. InB: How is your company changing to meet client demands? PE: Each of our supplier clients has a unique value proposition with the products and services that they offer to the broadcaster or media organisation. The goal of our marketing and regional sales services is to help communicate these with value-based marketing and win incremental business for our clients through a network of Value Added Resellers (VARs). To achieve this, our services need to change to meet the specific and ever changing needs of each client, including launching new products or entering new territories. Some smaller clients want us to provide all their company’s marketing and manage their global sales channel. Other larger clients just want specific marketing deliverables fed into their current marketing mix, and/

or specific sales territories covered that their current sales team do not address. Throughout our engagements we regularly review our deliverables and performance with each client, and agree the priorities and next activities. We are therefore continually changing our services to meet our client’s changing demands. InB: What criteria does the market use to make decisions for your services? PE: As with all investments the decision by a supplier whether to employ our services is a balance of cost, likely return on investment and risk. To maximise the likelihood of increasing international sales, a supplier needs suitably experienced and skilled sales and marketing professionals. To employ such personnel full-time is expensive and high risk, particularly in the current economic climate. Employing our services brings the needed experience and skills into a supplier’s team on a part-time basis for an agreed period. This is a lower cost approach (including all expenses associated with developing an international sales region shared with other suppliers), with a high chance of success (due to value based marketing and our established relationships with a wide network of VARs). InB: Which territories are showing particular activity? PE: When we travel our sales territory we typically meet with multiple local

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resellers on each country visit. It can sometimes be surprising to hear feedback from them on the state of the same local broadcast market. One reseller may have a strong vibrant sales pipeline and another no opportunities to discuss. This is not just down to the products that they are representing, nor the capabilities of the reseller. Experience has shown us that matching the right supplier with the right reseller is critical, as is how the relationship is managed. Any supplier can build-up a list of resellers to cover a territory, but are they achieving the sustainable sales growth needed? We are achieving sales for our clients across Europe where we are proactively managing good fit supplier-reseller relations. Making this match and providing the VARs with the right marketing tools is what we do. InB: Any innovations ahead that you can discuss? PE: Each of our clients are highly innovative, and we take pride in helping communicate their value proposition with our marketing services, and take the product to market with our regional sales services. If you want to talk innovations ahead, take a look at our current clients. The new BORNEO solution from Media Alliance which was previewed at IBC is leading the market for cloudbased media asset management. The OASYS Automated Playout software demonstrated at IBC continues to be generations ahead

of the competition. The Disk Archive Corporation with their ALTO Content Library archiving solution, proving that there is a more cost-effective method to archive broadcast media than tape libraries. Or Evoxe who demonstrated their NIS4 newsroom solution capability to operate simultaneously both rundown and story centric workflows to rapidly deliver news stories over television, radio, web and mobile. These companies continue to develop innovative solutions that really are leading the market in terms of workflow and functionality. InB: Give some examples of your services in action. PE: Our current and past client list includes Blue Lucy Media, Broadcast International, Digimetrics, Disk Archive Corporation, Evoxe, Media Alliance, OASYS Automated Playout, RT Software, S3 Satcom, Telemetrics and VidiGo. To these we have delivered marketing services for website design and text, electronic invitation design and distribution, corporate and solution brochures, exhibition booth signage design and text, animated online ads, concepts for printed ads, and case study interviews and preparation. For many of these, and for other clients, we have set-up reseller networks across Europe, and helped managed these to achieve incremental sales for our clients. InB: Thank you for taking time out to answer our questions. ■


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Table of Contents for the Digital Edition of In Broadcast September 2012

InNEWS Globosat Credits Tsl on Sportv Installation
BT Installs Snell Upgrade
InSOUND Merging Changes Gear With Horus
InSTUDIO Christie Presents Array of Projectors
InGEAR Multicam Systems Exhibit at Ibc
InGEAR Hitachi Ships 16-Bit 3g Sk-Hd1200 Camera
InGEAR Bosch Corner Silverstone With Electro-Voice
InREVIEW Exploring 3d: The New Grammar of Stereoscopic Filmmaking
InMEDIA Masstech: Mam for Leading Sports Channels
InMEDIA Scheduall Offers Full Interoperability
In Broadcast September 2012 - intro
In Broadcast September 2012 - Cover1
In Broadcast September 2012 - Cover2
In Broadcast September 2012 - 3
In Broadcast September 2012 - InNEWS Globosat Credits Tsl on Sportv Installation
In Broadcast September 2012 - 5
In Broadcast September 2012 - BT Installs Snell Upgrade
In Broadcast September 2012 - 7
In Broadcast September 2012 - 8
In Broadcast September 2012 - 9
In Broadcast September 2012 - 10
In Broadcast September 2012 - 11
In Broadcast September 2012 - 12
In Broadcast September 2012 - 13
In Broadcast September 2012 - 14
In Broadcast September 2012 - 15
In Broadcast September 2012 - 16
In Broadcast September 2012 - 17
In Broadcast September 2012 - 18
In Broadcast September 2012 - 19
In Broadcast September 2012 - 20
In Broadcast September 2012 - 21
In Broadcast September 2012 - 22
In Broadcast September 2012 - 23
In Broadcast September 2012 - 24
In Broadcast September 2012 - 25
In Broadcast September 2012 - 26
In Broadcast September 2012 - 27
In Broadcast September 2012 - 28
In Broadcast September 2012 - 29
In Broadcast September 2012 - 30
In Broadcast September 2012 - 31
In Broadcast September 2012 - 32
In Broadcast September 2012 - 33
In Broadcast September 2012 - 34
In Broadcast September 2012 - 35
In Broadcast September 2012 - 36
In Broadcast September 2012 - 37
In Broadcast September 2012 - InSOUND Merging Changes Gear With Horus
In Broadcast September 2012 - 39
In Broadcast September 2012 - 40
In Broadcast September 2012 - 41
In Broadcast September 2012 - 42
In Broadcast September 2012 - 43
In Broadcast September 2012 - 44
In Broadcast September 2012 - InSTUDIO Christie Presents Array of Projectors
In Broadcast September 2012 - 46
In Broadcast September 2012 - 47
In Broadcast September 2012 - 48
In Broadcast September 2012 - 49
In Broadcast September 2012 - 50
In Broadcast September 2012 - 51
In Broadcast September 2012 - 52
In Broadcast September 2012 - 53
In Broadcast September 2012 - 54
In Broadcast September 2012 - 55
In Broadcast September 2012 - InGEAR Multicam Systems Exhibit at Ibc
In Broadcast September 2012 - 57
In Broadcast September 2012 - InGEAR Hitachi Ships 16-Bit 3g Sk-Hd1200 Camera
In Broadcast September 2012 - 59
In Broadcast September 2012 - 60
In Broadcast September 2012 - 61
In Broadcast September 2012 - 62
In Broadcast September 2012 - InGEAR Bosch Corner Silverstone With Electro-Voice
In Broadcast September 2012 - 64
In Broadcast September 2012 - 65
In Broadcast September 2012 - 66
In Broadcast September 2012 - InREVIEW Exploring 3d: The New Grammar of Stereoscopic Filmmaking
In Broadcast September 2012 - 68
In Broadcast September 2012 - 69
In Broadcast September 2012 - InMEDIA Masstech: Mam for Leading Sports Channels
In Broadcast September 2012 - 71
In Broadcast September 2012 - InMEDIA Scheduall Offers Full Interoperability
In Broadcast September 2012 - 73
In Broadcast September 2012 - 74
In Broadcast September 2012 - 75
In Broadcast September 2012 - Cover4
In Broadcast September 2012 - S1
In Broadcast September 2012 - S2
In Broadcast September 2012 - S3
In Broadcast September 2012 - S4
In Broadcast September 2012 - S5
In Broadcast September 2012 - S6
http://europe.nxtbook.com/nxteu/lesommet/inbroadcast_201911
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http://europe.nxtbook.com/nxteu/lesommet/inbroadcast_NABSHOW2018
http://europe.nxtbook.com/nxteu/lesommet/inbroadcast_201803
http://europe.nxtbook.com/nxteu/lesommet/inbroadcast_201802
http://europe.nxtbook.com/nxteu/lesommet/inbroadcast_cabsat2018
http://europe.nxtbook.com/nxteu/lesommet/inbroadcast_201801
http://europe.nxtbook.com/nxteu/lesommet/inbroadcast_201712
http://europe.nxtbook.com/nxteu/lesommet/inbroadcast_201711
http://europe.nxtbook.com/nxteu/lesommet/inbroadcast_201710
http://europe.nxtbook.com/nxteu/lesommet/inbroadcast_NABSHOWNYexpo2017
http://europe.nxtbook.com/nxteu/lesommet/inbroadcast_201709
http://europe.nxtbook.com/nxteu/lesommet/inbroadcast_inshowguide2017
http://europe.nxtbook.com/nxteu/lesommet/inbroadcast_201708
http://europe.nxtbook.com/nxteu/lesommet/inbroadcast_201707
http://europe.nxtbook.com/nxteu/lesommet/inbroadcast_201705
http://europe.nxtbook.com/nxteu/lesommet/inbroadcast_NABSHOW2017
http://europe.nxtbook.com/nxteu/lesommet/inbroadcast_201704
http://europe.nxtbook.com/nxteu/lesommet/inbroadcast_cabsat2017
http://europe.nxtbook.com/nxteu/lesommet/inbroadcast_201703
http://europe.nxtbook.com/nxteu/lesommet/inbroadcast_201702
http://europe.nxtbook.com/nxteu/lesommet/inbroadcast_201701
http://europe.nxtbook.com/nxteu/lesommet/inbroadcast_INREVIEW2016
http://europe.nxtbook.com/nxteu/lesommet/inbroadcast_201612
http://www.nxtbook.com/nxteu/lesommet/inbroadcast_201611
http://www.nxtbook.com/nxteu/lesommet/inbroadcast_NABSHOWNYexpo
http://europe.nxtbook.com/nxteu/lesommet/inbroadcast_20110708_DEMO
http://www.nxtbook.com/nxteu/lesommet/inbroadcast_201610
http://europe.nxtbook.com/nxteu/lesommet/inbroadcast_inshowguide2016
http://europe.nxtbook.com/nxteu/lesommet/inbroadcast_201609
http://europe.nxtbook.com/nxteu/lesommet/inbroadcast_201608
http://europe.nxtbook.com/nxteu/lesommet/inbroadcast_201607
http://europe.nxtbook.com/nxteu/lesommet/inbroadcast_201606
http://europe.nxtbook.com/nxtbooks/lesommet/inbroadcast_APAC03
http://europe.nxtbook.com/nxteu/lesommet/inbroadcast_201605
http://europe.nxtbook.com/nxteu/lesommet/inbroadcast_NABSHOW2016
http://europe.nxtbook.com/nxteu/lesommet/inbroadcast_201604
http://europe.nxtbook.com/nxteu/lesommet/inbroadcast_201603
http://europe.nxtbook.com/nxteu/lesommet/inbroadcast_cabsat2016
http://www.nxtbook.com/nxteu/lesommet/inbroadcast_201602
http://europe.nxtbook.com/nxteu/lesommet/inbroadcast_201601
http://www.nxtbook.com/nxtbooks/lesommet/inbroadcast_APAC02
http://www.nxtbook.com/nxteu/lesommet/inbroadcast_201512
http://www.nxtbook.com/nxteu/lesommet/inbroadcast_201511
http://www.nxtbook.com/nxteu/lesommet/inbroadcast_CCW15expo
http://www.nxtbook.com/nxteu/lesommet/inbroadcast_201510
http://www.nxtbook.com/nxtbooks/lesommet/inbroadcast_APAC01
http://www.nxtbook.com/nxteu/lesommet/inbroadcast_201509
http://europe.nxtbook.com/nxteu/lesommet/inbroadcast_IBC2015
http://www.nxtbook.com/nxteu/lesommet/inbroadcast_201508
http://www.nxtbook.com/nxteu/lesommet/inbroadcast_201507
http://www.nxtbook.com/nxteu/lesommet/inbroadcast_201506
http://europe.nxtbook.com/nxteu/lesommet/inbroadcast_BROADCASTASIA2015
http://www.nxtbook.com/nxteu/lesommet/inbroadcast_201505
http://www.nxtbook.com/nxteu/lesommet/inbroadcast_201504
http://europe.nxtbook.com/nxteu/lesommet/inbroadcast_NABSHOW2015
http://www.nxtbook.com/nxteu/lesommet/inbroadcast_201503
http://www.nxtbook.com/nxteu/lesommet/inbroadcast_cabsat2015
http://www.nxtbook.com/nxteu/lesommet/inbroadcast_201502
http://www.nxtbook.com/nxteu/lesommet/inbroadcast_201501
http://www.nxtbook.com/nxteu/lesommet/inbroadcast_201412
http://www.nxtbook.com/nxteu/lesommet/inbroadcast_201411
http://europe.nxtbook.com/nxteu/lesommet/inbroadcast_201410
http://europe.nxtbook.com/nxteu/lesommet/inbroadcast_201409
http://europe.nxtbook.com/nxteu/lesommet/inbroadcastIBCPRINTEDGUIDE_201409
http://europe.nxtbook.com/nxteu/lesommet/inbroadcast_201408
http://europe.nxtbook.com/nxteu/lesommet/inbroadcast_201407
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