Newsletter: Viewpoint—May-June 2022
A MESSAGE FROM OUR VP OF NORTH AMERICAN SALES & MARKETING:
The last three years have represented a formative period in the evolution of ZeeVee’s sales and marketing organization.
Early on, we created our SIGNAL Partner program, a value-based program designed to support current and future channel partners with the technical enablement, business development and financial resources essential for success in the AV market.
At the same time, we took a very careful look at our distribution partners and moved forward with those that we felt had the best abilities to represent ZeeVee's AVoIP solutions and RF product portfolio. Those distributors have been helping us get the message out more effectively about the many benefits of our AVoIP offerings, as well as the availability of our ZyPer4K-XS, ZyPer4K-XR and ZyPerUHD encoders and decoders – still being shipped within weeks, not months – to our industry partners.
As a result, we are having some very robust conversations with integrators all over the United States and Canada. In fact, we have benefitted from being able to “flip” many projects – with our products replacing those that were originally spec’d with those of our competitors.
While we appreciate these “flip” opportunities, we and our distributor network are making it clear that ZeeVee is not just the integrators’ “fair weather friend” in challenging times; rather a dependable partner they can rely on for a mutually-beneficial long-term relationship.
We have seen it happen many times – once integrators are introduced to the depth and breadth of our product set, including 1Gb, 10Gb, streaming and RF models, and understand that ZeeVee is not focused on any one particular standard, we win them. This is because we enable them to focus on meeting customers’ specific AV applications and use cases in the best possible way.
The value ZeeVee offers doesn’t stop at our award-winning product lines. We take our responsibility to provide exceptional pre- and post-sale support very seriously. The products and the support are a very effective one-two punch that brings integrators to us for the long term.
We have been particularly successful in the corporate, higher education, government, healthcare, casino, museum, hospitality and retail markets. This wide gamut of vertical market success is particularly important in today’s environment where we are being brought in by integrators seeking the right products that are readily available for an opportunity they are working on NOW. For those tasked with specialized government projects, we hold a GSA schedule with our products TAA-compliant.
Another proof point of our commitment to integrators is our practice of keeping our documentation up to date. Whether it's our fully documented API or our general support documents – you will quickly find the reference materials you need for our must current products on our website. Anyone who has looked for this documentation in the middle of a job will tell you that access to this information from most manufacturers can be a frustrating challenge.
I am happy to report that this approach we have taken with our distribution partners has been paying off, as evidenced by the many fruitful meetings we had at ISE two weeks ago. There was great enthusiasm among our valued partners for our latest SDVoE AVoIP offerings—the ZyPer4K-XS and ZyPer4K-XR encoders and decoders. The show strengthened our belief that the AV industry continues to make a big comeback despite some lingering pandemic challenges. We look to replicate this success at InfoComm in June. If you are going to Las Vegas, please be sure to stop by and see us at booth W523.
Our sincere thanks to our distributor partners who are helping us build our presence in the market and supporting our sales success. The growing list of high profile organizations featuring our SDVoE products they helped us build over the years is impressive and includes Saudi Aramco, Westgate Resort & Casino, the Office of the Judge Advocate General, National Museum of the United States Army, Samsung Experience Center and the Quadram Institute. In future issues of our newsletter, we will shine the spotlight on them so you get to know them better in the hopes they can help you in your business as well.
All the best,
Vice President, North American Sales & Corporate Marketing