The Value of Partnerships: All Hands on Deck

The Accedo partnerships team is responsible for daily interaction with our wide network of partners. At Accedo activities with partners go way beyond the boundaries of the one team.

By Dovile Trepkeviciute, Partnerships Manager, Accedo

From sales and sales engineers, to Accedo One product managers and developers, UI/UX designers and Service Management teams – different Accedo’s teams work and interact daily with partners around the globe. 

Over the years, Accedo has built a wide network of over one hundred technology and service vendors. In our drive to innovate and re-invent the video experience, these partnerships play a crucial role and in many cases even help us to launch new market-specific solutions.

Having seen how valuable these partner engagements can be, we recently launched the Accedo Partner Program in January, to ensure our partners continue to see the benefits of a strong relationship with Accedo. Since launch, the Program has continued to grow, attracting more and more companies in the online video ecosystem.

Within the Partner Program, we have different types of partnership. This multi-tiered approach enables new and existing partners to move relationships with Accedo and customers to the next level by choosing the best collaboration model for them. This blog post shares the experience of our Specialist, Channel, Accedo One and Solution partners and the value they have gained by partnering with Accedo.

Specialists engage with Accedo’s experts

The partnership team engages actively with best in class vendors in the video ecosystem called Specialists. The team introduces the Specialist to the Accedo sales teams and enables partners to share their latest and greatest products and services. Knowledge sharing between us and partners helps address industry complexities, which means that together with partners we are able to meet customer needs quicker by knowing each other better. This was proven by working with our trusted and well known partner – CastLabs

“Being a specialist in the Accedo Partner Program means having a direct impact on the sales pipeline, especially in APAC and ANZ regions, by providing customers with best-of-breed solutions that are tested and known to work well together. Our partnership combines castLabs’ robust DRMtoday content security and PRESTOplay video player technology together with Accedo’s expertise in cloud based video solutions and user experience, resulting in reduced time to market through a simplified and efficient workflow.” Ronny Katz, Corporate Strategy & Business Development, at CastLabs. 

Channel partners accelerate sales globally 

Together with our channel partners, we join sales efforts to target existing and new customers. As an example, with Harmonic, we have established a long term global relationship which delivers video solutions in a high quality and timely manner. 

“The Accedo and Harmonic sales teams have been connected across the globe, looking at solving multiple video services challenges – from the first UHD HDR streaming channel, featuring NASA content, to the launch of the soccer world championship live channel for a leading telecom operator in Indonesia. Our partnership creates value for our customers by addressing complementary parts of the video playout workflow and by knowing how to best leverage our respective technologies,” said Tony Berthaud, Vice President of Sales and Video Services, APAC, at Harmonic.

Accedo One partners enjoys a faster integration

Accedo teamed up with Kaon Media a world-leading provider in Set-Top Box (STB) and Broadband Customer Premises Equipment (CPE) to power StarHub’s New Android TV Services. The Android TV STB service complements the popular StarHub Go OTT service and extends it to the living room.

“Accedo’s Studio Pay TV Android TV Launcher allowed UI customization and integration with the operator’s systems, allowing the team to be the first in the world to roll out an Operator Tier Android TV Oreo set top box. Partnership with Accedo and daily work with their teams were instrumental to deploy Custom Launcher to StarHub in time, in addition to meeting StarHub’s launch requirements. Knowledge gained working together on the successful customer project will allow us to deliver customized Android TV launchers with reduced time to market and premium quality for the next Android TV launcher projects.”Richard Kim, EVP and Head of Global Business Unit, at Kaon Media.

Solution partners benefits from conquering new market verticals 

Together with partners we combine efforts to build joint market offerings – solutions. In the Solution Partner model, both partners provide technical, business and marketing support to deliver faster scalable and seamless solutions which are more attractive for customers. The success of Brightcove OTT FLOW powered by Accedo proves that there is a market appetite for many more innovative and joint market offerings. 

“Brightcove is a solution partner of Accedo. Together, the companies built Brightcove OTT Flow, powered by Accedo to deploy live and on-demand video apps at a fraction of the time and costs. The joint solution allows us to explore and target new verticals in the media and entertainment industry, such as video solutions for training and learning purposes, as well as sports, live music and more. Recently, we have seen OTT Flow break through to other verticals where companies are going direct to consumer. We continue to be excited about the possibilities of OTT Flow and our partnership with Accedo.”Eric Wynalek, Director, Product Marketing, at Brightcove. 

Even though the partner program defines four engagement models, each partnership is unique and together with partners we gain more benefits than working on our own. For me partnerships are a continual process of building relationships and working jointly.

If you want to find out more about our partner program, come and talk to us at BroadcastAsia, Level 6, Booth 6L2-05. You can book a meeting with one of the team.

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