Podcasts about opengear

Selling a product to a single customer can be challenging, but what happens when they need to advocate for your product within their organization internally?Their internal selling efforts often fall short, causing deals to stall or fail. That's why I've brought in Todd Rychecky, General Manager and Head of Out-of-Band Management Solutions at Lantronix. In this episode, he'll share strategies for how sellers can empower their customers to effectively champion products to their teams, thereby keeping deals progressing through the pipeline.Meet Todd RycheckyAt Lantronix, Todd provides strategic leadership, financial management, operational oversight, cross-functional collaboration, and team development. Before Lantronix, he was VP Sales Americas for Opengear and was responsible for developing and executing sales strategies, business development initiatives, and hiring and developing an award-winning sales team. For 13 consecutive years, Rychecky and his Opengear sales teams experienced year-over-year sales growth. He has a wide range of experiences, including sales, marketing, channel development, strategic accounts, OEM partnerships, business development initiatives, and product management launch initiatives. Understanding Internal SellingWhile sellers typically focus on external sales and buyers handle internal advocacy within their organizations, sellers still have a crucial supporting role in helping their buyers convince their teams of the value proposition.Todd explains that internal selling is increasingly critical for success because it requires buy-in from internal stakeholders to support new ideas and initiatives within the company.If your own team isn't enthusiastic about a deal, it's unlikely your customers will be either. Consider implementing internal listening to understand the needs and desires of everyone on your team. This practice can significantly help build rapport, strengthen relationships, and foster trust.Todd shares how sellers should use the same effective tactics they employ in external selling when assisting their customers with internal selling. Ask questions to help discover internal objections and always lead with why the company should buy the product instead of the what. How Can Leaders Help Reps with Internal SellingIf you're concerned about your sales team's ability to support internal selling by their customers, Todd advises that a key strategy is to cultivate relationships with multiple contacts within the prospect organization.Selling to more than one individual and securing broader internal buy-in significantly increases the likelihood of successfully closing a deal. To facilitate this, sales leaders should coach their reps on identifying key internal stakeholders and developing tailored communication strategies for each.“Before you win outside the walls of your company, you've got to win inside them.” - Todd Rychecky.ResourcesConnect with Todd Rychecky on LinkedIn You can also reach him by email at trychecky@lantronix.com Sponsorship OffersThis episode is brought to you in part by Hubspot.With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.This episode is brought to...

In this episode, we welcome Darley Newman. Darley is an Emmy-Award winning producer and host of “Travels with Darley,” a travel show on PBS that's also streaming on platforms everywhere. In our chat, we hear about her Southern roots, early inspirations, and path to producing her own series. Darley also shares about her creative process, production workflows, and offers practical advice for creators today. “The Making Of” is presented by AJA:Uncover exciting new AJA tech for production and post workflows.From KONA IP25, AJA's new SMPTE ST 2110 I/O card, to OG-ColorBox, an openGear version of AJA's ColorBox color management and conversion device, AJA announced exciting developments at IBC 2024. Explore these tools, alongside new AJA Diskover Media Edition plug-ins and enhancements, a Virtual KONA technology preview, and more here.Explore OWC's Holiday Deals…Gear up this Black Friday at OWC with incredible deals tailored for film and production pros. Save up to 50% on cutting-edge storage solutions, high-performance docks, memory cards, and more this Wednesday, November 27th – Tuesday, December 3rd. Elevate your workflow with reliable tools trusted by creators worldwide. Don't miss this opportunity to upgrade your production arsenal at unbeatable prices. Explore the full range hereVimeo Austin Event:Dec. 2nd | AFS CinemaA night of inspiring Vimeo Staff Picks + live filmmaker commentary!Join Vimeo curator Meghan Oretsky as she screens recent Staff Picked films with live, unscripted commentary from some of the best creators on Vimeo.Founded in 2008, Vimeo Staff Picks has emerged as one of the preeminent channels for online video and one of the most coveted awards for young filmmakers, having helped launch the careers of many celebrated directors. Hear from the next generation of storytellers in a format that's sure to be eclectic and insightful.Free tickets hereFeatured Resource:Film ParliamentDo you have a script, but have no clue what to do next?Film Parliament offers a self-paced, step-by-step course that guides you through the process of scheduling and budgeting your feature film.Developed by Producer Blair Skinner, who shares her expertise on budgeting projects ranging from $250K indies to $20M studio projects. Explore hereFrom our Friends at Anton/Bauer…Today's episode is also powered by Anton/Bauer — batteries built with no compromise for filmmakers and creators. From blockbuster sets to solo projects, Anton/Bauer batteries deliver high-performance power with unmatched reliability so your story never misses a beat. Trusted by industry pros worldwide, Anton/Bauer keeps your gear ready when it matters most.Visit us at antonbauer.comNew Solutions from Videoguys…The Canon EOS C70 offers exceptional cinema capabilities in a compact package. Enjoy stunning images with a 4K Super 35mm DGO Sensor and all the built-in features you could ask for, including ND Filters, mini XLRs, direct touch rotatable LCD screen, Dual Pixel CMOS Autofocus, and excellent battery life. Making the EOS C70 even more powerful is compatibility with Canon's expanding line of high-performance RF Lenses.Learn more hereZEISS Introduces Supreme Zoom RadianceThe new ZEISS Supreme Zoom Radiance set includes three purpose-built T2.9 high-end cine zooms: 15-30mm, 28-80mm and 70-200mm. Featuring the same T* blue lens coating as the popular Supreme Prime Radiances, they offer a similar look with consistent flares and warmer color rendition.Visit herePodcast Rewind:Nov 2024 - Ep. 55…“The Making Of” is published by Michael Valinsky.Advertise your products or services to 100,000 film, TV, news, broadcast and live event production pros reading this newsletter. Simply email us at mvalinsky@me.com Get full access to The Making Of at themakingof.substack.com/subscribe

In this episode, we welcome Charlie Sarroff. Charlie is the cinematographer of the recent horror hit, Smile 2, as well as Night Swim, Relic, and the original Smile. In our conversation, we hear about his early days, path to learning filmmaking, and his approach to creating effective horror movies. In addition, Charlie shares about the various cameras, lights and lenses that he employs in his workflow — and offers recommendations for emerging filmmakers on how to carve out their own careers. “The Making Of” is presented by AJA:Uncover exciting new AJA tech for production and post workflows.From KONA IP25, AJA's new SMPTE ST 2110 I/O card, to OG-ColorBox, an openGear version of AJA's ColorBox color management and conversion device, AJA announced exciting developments at IBC 2024. Explore these tools, alongside new AJA Diskover Media Edition plug-ins and enhancements, a Virtual KONA technology preview, and more here.Vimeo Austin Event:Dec. 2nd | AFS Cinema A night of inspiring Vimeo Staff Picks + live filmmaker commentary!Join Vimeo curator Meghan Oretsky as she screens recent Staff Picked films with live, unscripted commentary from some of the best creators on Vimeo.Founded in 2008, Vimeo Staff Picks has emerged as one of the preeminent channels for online video and one of the most coveted awards for young filmmakers, having helped launch the careers of many celebrated directors. Hear from the next generation of storytellers in a format that's sure to be eclectic and insightful.Free tickets hereZEISS Introduces Supreme Zoom RadianceThe new ZEISS Supreme Zoom Radiance set includes three purpose-built T2.9 high-end cine zooms: 15-30mm, 28-80mm and 70-200mm. Featuring the same T* blue lens coating as the popular Supreme Prime Radiances, they offer a similar look with consistent flares and warmer color rendition.Learn more hereFrom our Friends at Anton/Bauer…Today's episode is also powered by Anton/Bauer — batteries built with no compromise for filmmakers and creators. From blockbuster sets to solo projects, Anton/Bauer batteries deliver high-performance power with unmatched reliability so your story never misses a beat. Trusted by industry pros worldwide, Anton/Bauer keeps your gear ready when it matters most.Visit us at antonbauer.comFeatured L.A. Event: One World Open House - Dec. 12thCome raise a glass to Band Pro's 40th year serving the film industry at our annual One World Open House on Thursday, December 12th from 1-8PM.Award-winning cinematographer Alice Brooks, ASC will be our Guest of Honor this year. Celebrated for her work on In the Heights and tick, tick… BOOM!, Alice will arrive fresh off the release of the film adaption of the Broadway hit, Wicked.30+ vendors will be on-site to showcase gear including: 16x9, AJA, Angénieux, Aputure, Blackmagic Design, Bright Tangerine, Canare, Canon, Cartoni, Chrosziel, Core SWX, Creative Solutions, DJI, DLL Finance, DZOFILM, FUJINON, Iodyne, LAOWA, Lindsey Optics, Litepanels, NiSi, Octamas Gear, Orca Bags, PEAC Solutions, Prêt À Tourner, Ronford-Baker, Sigma, Sony, Tiffen, Videndum, Western Equipment Finance, and ZEISS. Great food and drink provided throughout the day.Free RSVP hereTiffen Tech Night:Save the Date — Dec. 10thDon't miss the chance to tap right in and explore the Tiffen Technical Center in Burbank, CA. Get hands-on with a wide array of industry leading products and cutting-edge brand innovations. Engage in exciting demonstrations, fly & try the new Steadicam AXIS powered by Volt, and engage in thought-provoking discussions from keynote speakers. More details soon!Explore Tiffen hereNew Solutions from Videoguys…The Canon EOS C70 offers exceptional cinema capabilities in a compact package. Enjoy stunning images with a 4K Super 35mm DGO Sensor and all the built-in features you could ask for, including ND Filters, mini XLRs, direct touch rotatable LCD screen, Dual Pixel CMOS Autofocus, and excellent battery life. Making the EOS C70 even more powerful is compatibility with Canon's expanding line of high-performance RF Lenses.Browse hereOWC Atlas Ultra CFexpress Cards:Experience the unparalleled performance and reliability of Atlas Ultra CFexpress Type B 4.0 cards purpose-built for professional filmmakers and photographers to capture flawlessly and offload files quickly in the most demanding scenarios.Learn more herePodcast Rewind:Nov 2024 - Ep. 54…“The Making Of” is published by Michael Valinsky.Advertise your products or services to 100,000 film, TV, news, broadcast and live event production pros reading this newsletter. Simply email us at mvalinsky@me.com Get full access to The Making Of at themakingof.substack.com/subscribe

In this episode, we welcome cinematographer Don Burgess, ASC. Don has lensed a long list of revered films including Forrest Gump, Cast Away, Contact, What Lies Beneath, Spider-Man, The Polar Express, The Book of Eli, Flight, 42, The Conjuring 2, Allied, Wonder, Aquaman, and Here. In our chat, Don shares about his upbringing, early inspirations, education, and path to becoming a leading director of photography. He also takes us behind-the-scenes of making Here, his latest collaboration with director Robert Zemeckis — and offers real-world advice for filmmakers starting out today. “The Making Of” is presented by AJA:Uncover exciting new AJA tech for production and post workflows.From KONA IP25, AJA's new SMPTE ST 2110 I/O card, to OG-ColorBox, an openGear version of AJA's ColorBox color management and conversion device, AJA announced exciting developments at IBC 2024. Explore these tools, alongside new AJA Diskover Media Edition plug-ins and enhancements, a Virtual KONA technology preview, and more here.Vimeo Atlanta Event:Dec. 11th | Tara AtlantaA night of inspiring Vimeo Staff Picks + live filmmaker commentary!Join Vimeo curators Ina Pira and Beau Farrell as they screen recent Staff Picked films with live, unscripted commentary from some of the best creators on Vimeo.Founded in 2008, Vimeo Staff Picks has emerged as one of the preeminent channels for online video and one of the most coveted awards for young filmmakers, having helped launch the careers of many celebrated directors. Hear from the next generation of storytellers in a format that's sure to be eclectic and insightful.Free tickets hereFrom our Friends at Anton/Bauer…Today's episode is also powered by Anton/Bauer — batteries built with no compromise for filmmakers and creators. From blockbuster sets to solo projects, Anton/Bauer batteries deliver high-performance power with unmatched reliability so your story never misses a beat. Trusted by industry pros worldwide, Anton/Bauer keeps your gear ready when it matters most.Learn more at antonbauer.comOWC Atlas Ultra CFexpress CardsExperience the unparalleled performance and reliability of Atlas Ultra CFexpress Type B 4.0 cards purpose-built for professional filmmakers and photographers to capture flawlessly and offload files quickly in the most demanding scenarios.Browse hereFrom our Friends at Videoguys…The Canon EOS C70 offers exceptional cinema capabilities in a compact package. Enjoy stunning images with a 4K Super 35mm DGO Sensor and all the built-in features you could ask for, including ND Filters, mini XLRs, direct touch rotatable LCD screen, Dual Pixel CMOS Autofocus, and excellent battery life. Making the EOS C70 even more powerful is compatibility with Canon's expanding line of high-performance RF Lenses.Learn more hereZEISS Introduces Supreme Zoom RadianceThe new ZEISS Supreme Zoom Radiance set includes three purpose-built T2.9 high-end cine zooms: 15-30mm, 28-80mm and 70-200mm. Featuring the same T* blue lens coating as the popular Supreme Prime Radiances, they offer a similar look with consistent flares and warmer color rendition.Visit hereFeatured Book: Lessons from American Cinematographer: Sharing Nearly Three Decades of Tips & Techniques from the World's Top Cinematographers — A Shot Craft CompanionFor nearly three decades, Jay Holben has a been a contributor for American Cinematographer magazine and has had the opportunity to sit down one-on-one with the top cinematographers in the world. As a cinematographer himself, Holben used this extraordinary privilege to not only discuss the ins-and-outs of a particular movie being covered, but to "pick the brains" of the best cinematographers on the planet. This rather selfish approach to his journalism afforded Holben the chance to fill his creative toolbox with tips and techniques from the true masters of the art. These treasures of movie magic were printed in the pages of American Cinematographerover the past 27 years, but they have now all been collected into a single volume.Lessons From American Cinematographer brings the reader back to every interview and AC story highlighting those special tips and techniques that Holben learned. It's like opening a secret vault to a secret collection of tips and techniques handed down from the artisans of motion picture photography in your hands. A perfect companion to Holben's extremely popular Shot Craft series, Lessons From American Cinematographer provides the reader a lifetime of masterclasses in a single volume. Available herePodcast Rewind:Nov 2024 - Ep. 53…“The Making Of” is published by Michael Valinsky.Promote your products to 100,000 film, TV, documentary, video and broadcast pros reading this newsletter. Reach out to us at mvalinsky@me.com Get full access to The Making Of at themakingof.substack.com/subscribe

In this episode, we welcome Giovanni Ribisi. Giovanni is the cinematographer of a great new thriller called Strange Darling, as well as a lifelong actor starring in films such as Saving Private Ryan, Boiler Room, Avatar, Lost in Translation, Ted, Public Enemies, Selma, Horizon: An American Saga, and shows including “Sneaky Pete” and “The Offer.” In our chat, Giovanni shares his backstory, path to becoming a cinematographer, and dives deep into his approach to filmmaking. He also offers inspirational advice for other creators and thoughts about the industry today. “The Making Of” is presented by AJA:Uncover exciting new AJA tech for production and post workflows.From KONA IP25, AJA's new SMPTE ST 2110 I/O card, to OG-ColorBox, an openGear version of AJA's ColorBox color management and conversion device, AJA announced exciting developments at IBC 2024. Explore these tools, alongside new AJA Diskover Media Edition plug-ins and enhancements, a Virtual KONA technology preview, and more here.Vimeo Atlanta Event:Dec. 11th | Tara AtlantaA night of inspiring Vimeo Staff Picks + live filmmaker commentary!Join Vimeo curators Ina Pira and Beau Farrell as they screen recent Staff Picked films with live, unscripted commentary from some of the best creators on Vimeo.Founded in 2008, Vimeo Staff Picks has emerged as one of the preeminent channels for online video and one of the most coveted awards for young filmmakers, having helped launch the careers of many celebrated directors. Hear from the next generation of storytellers in a format that's sure to be eclectic and insightful.Free tickets hereFrom our Friends at Anton/Bauer…Today's episode is also powered by Anton/Bauer — batteries built with no compromise for filmmakers and creators. From blockbuster sets to solo projects, Anton/Bauer batteries deliver high-performance power with unmatched reliability so your story never misses a beat. Trusted by industry pros worldwide, Anton/Bauer keeps your gear ready when it matters most. Discover more at antonbauer.com.OWC Atlas Ultra CFexpress Cards:Experience the unparalleled performance and reliability of Atlas Ultra CFexpress Type B 4.0 cards purpose-built for professional filmmakers and photographers to capture flawlessly and offload files quickly in the most demanding scenarios.Check them out hereFrom our Friends at Videoguys…The Canon EOS C70 offers exceptional cinema capabilities in a compact package. Enjoy stunning images with a 4K Super 35mm DGO Sensor and all the built-in features you could ask for, including ND Filters, mini XLRs, direct touch rotatable LCD screen, Dual Pixel CMOS Autofocus, and excellent battery life. Making the EOS C70 even more powerful is compatibility with Canon's expanding line of high-performance RF Lenses.Learn more hereTalking Cinematography with Documentarian Jennifer CoxJennifer Cox is a director of photography, documentarian and owner of Moto Films LLC based in New York. Cox procured one of the first sets of ZEISS Nano Prime lenses and used them on three diverse documentary projects. She tested the unique traits across a Beatles Fan Fest feature film shoot, a short form promotion for non-profit Free Arts NYC and as part of the 2024 Courage Awards from PEN America.Podcast Rewind:Nov 2024 - Ep. 52…“The Making Of” is published by Michael Valinsky.Promote your products to over 100,000 film, TV, video and broadcast pros reading this newsletter. Email us at mvalinsky@me.com Get full access to The Making Of at themakingof.substack.com/subscribe

In this episode, we welcome cinematographer Steven Poster, ASC. Steven has shot films including Donnie Darko, Strange Brew, Someone to Watch Over Me, Opportunity Knocks, Big Top Pee-Wee, Amityville: The Awakening, Rocky V, and work on Close Encounters of the Third Kind, Blade Runner, Starman, and Unbreakable. He has served as president of the ASC, led the ICG for many years, and launched the Emerging Cinematographer Awards. In our chat, we hear all about Steven's roots, his creative beginnings, and journey making countless films across many genres. In addition, he shares invaluable advice for filmmakers and creative professionals working today.“The Making Of” is presented by AJA:Uncover exciting new AJA tech for production and post workflows.From KONA IP25, AJA's new SMPTE ST 2110 I/O card, to OG-ColorBox, an openGear version of AJA's ColorBox color management and conversion device, AJA announced exciting developments at IBC 2024. Explore these tools, alongside new AJA Diskover Media Edition plug-ins and enhancements, a Virtual KONA technology preview, and more here.From our Friends at Videoguys…The Canon EOS C70 offers exceptional cinema capabilities in a compact package. Enjoy stunning images with a 4K Super 35mm DGO Sensor and all the built-in features you could ask for, including ND Filters, mini XLRs, direct touch rotatable LCD screen, Dual Pixel CMOS Autofocus, and excellent battery life. Making the EOS C70 even more powerful is compatibility with Canon's expanding line of high-performance RF Lenses.Learn more hereGarrett Brown In Episode #1 of DCS Series on The Language of Camera MovementGarrett Brown, the legendary inventor of the Steadicam, does a deep dive into camera movement and how it should be informed by the processes of human vision.  In this interview with James Mathers, Garrett also gives a little background on his invention, the Steadicam. This is the first episode in a Digital Cinema Show series exploring the Language of Camera Movement and Support and how these critical aspects help filmmakers communicate their stories.Watch it hereOWC Atlas Ultra CFexpress CardsExperience the unparalleled performance and reliability of Atlas Ultra CFexpress Type B 4.0 cards purpose-built for professional filmmakers and photographers to capture flawlessly and offload files quickly in the most demanding scenarios.Check them out hereTalking Cinematography with Documentarian Jennifer CoxJennifer Cox is a director of photography, documentarian and owner of Moto Films LLC based in New York. Cox procured one of the first sets of ZEISS Nano Prime lenses and used them on three diverse documentary projects. She tested the unique traits across a Beatles Fan Fest feature film shoot, a short form promotion for non-profit Free Arts NYC and as part of the 2024 Courage Awards from PEN America.Podcast Rewind:Oct 2024 - Ep. 51…“The Making Of” is published by Michael Valinsky.Promote your brand and products to over 100,000 film, TV, video and broadcast professionals reading this newsletter. Email us at mvalinsky@me.com Get full access to The Making Of at themakingof.substack.com/subscribe

In this episode, we welcome Matthew Heineman. Matthew is an Oscar-nominated and Emmy-winning director of projects including American Symphony, Cartel Land, Retrograde, The First Wave, “The Trade,” “Tiger,” City of Ghosts, and A Private War. In our conversation, he shares all about the origins of his documentary career, his workflow, and experiences working in war zones, pandemic environments, and other hot spots. Matthew also talks about his influences, mentors, and other insights from a life creating some of the best non-fiction films in recent years. “The Making Of” is presented by AJA:Uncover exciting new AJA tech for production and post workflows.From KONA IP25, AJA's new SMPTE ST 2110 I/O card, to OG-ColorBox, an openGear version of AJA's ColorBox color management and conversion device, AJA announced exciting developments at IBC 2024. Explore these tools, alongside new AJA Diskover Media Edition plug-ins and enhancements, a Virtual KONA technology preview, and more here.Masters of Shadow: The Cinematography of HorrorJoin Band Pro and "The Making Of" for an evening of chilling insights into the dark side of filmmaking with Mark Irwin CSC, ASC, James Kniest, and Polly Morgan ASC, BSC. Moderated by Mike Valinsky, these three master cinematographers will share their creative approaches to horror filmmaking.Mark Irwin CSC, ASC is known for his work with director David Cronenberg on iconic horror films such as The Fly, Scanners, Videodrome, and The Dead Zone, as well as Wes Craven on Scream and New Nightmare. James Kniest has terrified theater and streaming audiences alike with Annabelle, "American Horror Stories,” "The Haunting of Bly Manor," and "The Midnight Club.” Polly Morgan ASC, BSC lensed the blockbuster hit A Quiet Place Part II, as well as The Woman King, Back to Black, and Where the Crawdads Sing.After the panel, Band Pro will host a Halloween-themed happy hour for filmmakers to mingle over food & drink, explore product demos, and a raffle loaded with filmmaking gear and horror memorabilia!Free passes hereFrom our Friends at Videoguys…The Canon EOS C70 offers exceptional cinema capabilities in a compact package. Enjoy stunning images with a 4K Super 35mm DGO Sensor and all the built-in features you could ask for, including ND Filters, mini XLRs, direct touch rotatable LCD screen, Dual Pixel CMOS Autofocus, and excellent battery life. Making the EOS C70 even more powerful is compatibility with Canon's expanding line of high-performance RF Lenses.Learn more hereFeatured Book:Lessons from American Cinematographer: Sharing Nearly Three Decades of Tips & Techniques from the World's Top Cinematographers — A Shot Craft CompanionFor nearly three decades, Jay Holben has a been a contributor for American Cinematographer magazine and has had the opportunity to sit down one-on-one with the top cinematographers in the world. As a cinematographer himself, Holben used this extraordinary privilege to not only discuss the ins-and-outs of a particular movie being covered, but to "pick the brains" of the best cinematographers on the planet. This rather selfish approach to his journalism afforded Holben the chance to fill his creative toolbox with tips and techniques from the true masters of the art. These treasures of movie magic were printed in the pages of American Cinematographer over the past 27 years, but they have now all been collected into a single volume. Lessons From American Cinematographer brings the reader back to every interview and AC story highlighting those special tips and techniques that Holben learned. It's like opening a secret vault to a secret collection of tips and techniques handed down from the artisans of motion picture photography in your hands. A perfect companion to Holben's extremely popular Shot Craft series, Lessons From American Cinematographer provides the reader a lifetime of masterclasses in a single volume.Pickup a copy hereVimeo NYC Event:October 23rd @ Angelika Film CenterA night of inspiring Vimeo Staff Picks + live filmmaker commentary!Join Vimeo curators Meghan Oretsky and Ina Pira as they screen recent Staff Picked films with live, unscripted commentary from some of the best creators on Vimeo.Founded in 2008, Vimeo Staff Picks has emerged as one of the preeminent channels for online video and one of the most coveted awards for young filmmakers, having helped launch the careers of many celebrated directors. Hear from the next generation of storytellers in a format that's sure to be eclectic and insightful.Free tickets hereOWC Atlas Ultra CFexpress CardsExperience the unparalleled performance and reliability of Atlas Ultra CFexpress Type B 4.0 cards purpose-built for professional filmmakers and photographers to capture flawlessly and offload files quickly in the most demanding scenarios.Check it out hereTalking Cinematography with Documentarian Jennifer CoxJennifer Cox is a director of photography, documentarian and owner of Moto Films LLC based in New York. Cox procured one of the first sets of ZEISS Nano Prime lenses and used them on three diverse documentary projects. She tested the unique traits across a Beatles Fan Fest feature film shoot, a short form promotion for non-profit Free Arts NYC and as part of the 2024 Courage Awards from PEN America.Podcast Rewind:Oct 2024 - Ep. 50…“The Making Of” is published by Michael Valinsky.Promote your company to 92,000 film, TV, video and broadcast professionals reading this newsletter. Send us an email to mvalinsky@me.com Get full access to The Making Of at themakingof.substack.com/subscribe

In this 50th episode, we spoke with Lawrence Sher, ASC about the making of Joker: Folie à Deux with a live audience at the ZEISS Showroom in Los Angeles. Larry shared about how he approached creating this sequel, the techniques and technologies used to shoot it, and about his longtime collaboration with director Todd Philips. He also talked about various inspirations that fed his approach to this story and about their post process. In addition, Larry shed light on his company, ShotDeck — and answered a variety of questions from the audience. Photo by Joel Lipton.“The Making Of” is presented by AJA:Uncover exciting new AJA tech for production and post workflows.From KONA IP25, AJA's new SMPTE ST 2110 I/O card, to OG-ColorBox, an openGear version of AJA's ColorBox color management and conversion device, AJA announced exciting developments at IBC 2024. Explore these tools, alongside new AJA Diskover Media Edition plug-ins and enhancements, a Virtual KONA technology preview, and more here.Masters of Shadow: The Cinematography of HorrorJoin Band Pro and "The Making Of" for an evening of chilling insights into the dark side of filmmaking with Mark Irwin CSC, ASC, James Kniest, and Polly Morgan ASC, BSC. Moderated by Mike Valinsky, these three master cinematographers will share their creative approaches to horror filmmaking.Mark Irwin CSC, ASC is known for his work with director David Cronenberg on iconic horror films such as The Fly, Scanners, Videodrome, and The Dead Zone, as well as Wes Craven on Scream and New Nightmare. James Kniest has terrified theater and streaming audiences alike with Annabelle, "American Horror Stories,” "The Haunting of Bly Manor," and "The Midnight Club.” Polly Morgan ASC, BSC lensed the blockbuster hit A Quiet Place Part II, as well as The Woman King, Back to Black, and Where the Crawdads Sing.After the panel, Band Pro will host a Halloween-themed happy hour for filmmakers to mingle over food & drink, explore product demos, and a raffle loaded with filmmaking gear and horror memorabilia!Free passes hereVimeo NYC Event:October 23rd @ Angelika Film CenterA night of inspiring Vimeo Staff Picks + live filmmaker commentary!Join Vimeo curators Meghan Oretsky and Ina Pira as they screen recent Staff Picked films with live, unscripted commentary from some of the best creators on Vimeo.Founded in 2008, Vimeo Staff Picks has emerged as one of the preeminent channels for online video and one of the most coveted awards for young filmmakers, having helped launch the careers of many celebrated directors. Hear from the next generation of storytellers in a format that's sure to be eclectic and insightful.Free tickets hereFeatured Book:On Set with John CarpenterJohn Carpenter's producing partner Debra Hill hired photographer Kim Gottlieb-Walker to be the unit photographer on Halloween, and Kim soon became part of Carpenter's filmmaking family, going on to shoot stills on the sets of some of his most iconic films: Halloween, The Fog, Escape from New York, Halloween II, Christine.Collected together here for the first time is the best of that on-set photography, with iconic, rare, and previously unseen images. All accompanied by exclusive commentary from those involved, including John Carpenter himself, and other key crew and cast. From production stills, to candids of the stars between takes, and the crew in action, alongside portrait shots of the actors who would eagerly pose for Kim, this book gives an unprecedented glimpse into the action on set with John Carpenter.Pickup a copy hereFrom our Friends at Videoguys…The Canon EOS C70 offers exceptional cinema capabilities in a compact package. Enjoy stunning images with a 4K Super 35mm DGO Sensor and all the built-in features you could ask for, including ND Filters, mini XLRs, direct touch rotatable LCD screen, Dual Pixel CMOS Autofocus, and excellent battery life. Making the EOS C70 even more powerful is compatibility with Canon's expanding line of high-performance RF Lenses.Learn more here Talking Cinematography with Documentarian Jennifer CoxJennifer Cox is a director of photography, documentarian and owner of Moto Films LLC based in New York. Cox procured one of the first sets of ZEISS Nano Prime lenses and used them on three diverse documentary projects. She tested the unique traits across a Beatles Fan Fest feature film shoot, a short form promotion for non-profit Free Arts NYC and as part of the 2024 Courage Awards from PEN America.OWC Atlas Ultra CFexpress Cards:Experience the unparalleled performance and reliability of Atlas Ultra CFexpress Type B 4.0 cards purpose-built for professional filmmakers and photographers to capture flawlessly and offload files quickly in the most demanding scenarios.Check it out herePodcast Rewind:Oct 2024 - Ep. 49…“The Making Of” is published by Michael Valinsky.Feature your company's products to 90,000 film, TV, video and broadcast pros reading this newsletter. Send us an email to mvalinsky@me.com Get full access to The Making Of at themakingof.substack.com/subscribe

In this episode, we welcome Craig Yanagi, National Product Manager at JVC Professional Video. In our chat, we learn about Craig's roots, education, and experiences working for Sony Electronics, as well as JVC for the last twenty years. He shares about a wide range of camera systems, including the DVCAM, where he helped usher in its pairing with Final Cut Pro's workflow. Craig also sheds light on other evolutions in digital cinematography — and about solutions he's involved with today.Pictured above: Craig Yanagi, Megan Cunningham, and Albert Maysles.“The Making Of” is presented by AJA:Uncover exciting new AJA tech for production and post workflows.From KONA IP25, AJA's new SMPTE ST 2110 I/O card, to OG-ColorBox, an openGear version of AJA's ColorBox color management and conversion device, AJA announced exciting developments at IBC 2024. Explore these tools, alongside new AJA Diskover Media Edition plug-ins and enhancements, a Virtual KONA technology preview, and more here.Masters of Shadow: The Cinematography of HorrorJoin Band Pro and "The Making Of" for an evening of chilling insights into the dark side of filmmaking with Mark Irwin CSC, ASC, James Kniest, and Polly Morgan ASC, BSC. Moderated by Mike Valinsky, these three master cinematographers will share their creative approaches to horror filmmaking.Mark Irwin CSC, ASC is known for his work with director David Cronenberg on iconic horror films such as The Fly, Scanners, Videodrome, and The Dead Zone, as well as Wes Craven on Scream and New Nightmare. James Kniest has terrified theater and streaming audiences alike with Annabelle, "American Horror Stories,” "The Haunting of Bly Manor," and "The Midnight Club.” Polly Morgan ASC, BSC lensed the blockbuster hit A Quiet Place Part II, as well as The Woman King, Back to Black, and Where the Crawdads Sing.After the panel, Band Pro will host a Halloween-themed happy hour for filmmakers to mingle over food & drink, explore product demos, and a raffle loaded with filmmaking gear and horror memorabilia! Get your free passes hereFrom our Friends at Broadfield…All-new pricing for RED KOMODO and KOMODO-X unlocks exceptional cinema quality, global shutter performance, and the power of RED to filmmakers at every level. The KOMODO is a compact cinema camera featuring RED's unparalleled image quality, color science, and groundbreaking global shutter sensor technology in a shockingly small and versatile form factor. The KOMODO-X is the next evolution with all-new sensor technology that multiplies frame rate and dynamic range performance within a new advanced platform.Inquire hereFeatured Film Book:KISS ME QUICK BEFORE I SHOOTThis film memoir is all about the magic of filmmaking and forging a cinematic personal life in Hollywood. It includes stories of a producer turning out to be the assassin of the Mafia boss who allowed The Godfather to film in NY; to shooting the pyramids of Egypt for Battlestar Galactica; to directing a grumbling Mr. T on The A-Team; to almost decapitating a young Drew Barrymore right after ET; and to unwittingly almost delaying James Cameron's early career! It is full of invaluable experiences and unique industry stories of a celebrated film/TV career, and should be required reading for every film lover.“Finally, a book for all who love the movies written by a filmmaker who has walked the walk in TV and film. A very entertaining journey of fascinating industry stories providing a true look behind the curtain of filmmaking.”JOE ALVES, Production Designer JAWS, British Academy Award for CLOSE ENCOUNTERS OF THE THIRD KINDPickup an instant copy at KISS ME QUICK BEFORE I SHOOT Kindle Ebook AmazonOWC Atlas Ultra CFexpress Cards:Experience the unparalleled performance and reliability of Atlas Ultra CFexpress Type B 4.0 cards purpose-built for professional filmmakers and photographers to capture flawlessly and offload files quickly in the most demanding scenarios.Check it out hereVimeo NYC Event:October 23rd @ Angelika Film Center A night of inspiring Vimeo Staff Picks + live filmmaker commentary!Join Vimeo curators Meghan Oretsky and Ina Pira as they screen recent Staff Picked films with live, unscripted commentary from some of the best creators on Vimeo.Founded in 2008, Vimeo Staff Picks has emerged as one of the preeminent channels for online video and one of the most coveted awards for young filmmakers, having helped launch the careers of many celebrated directors. Hear from the next generation of storytellers in a format that's sure to be eclectic and insightful.Free passes herePost|Production World New YorkJoin us at Post|Production World New York (P|PW NY), the premier training event for content creators, editors, producers, and motion graphics specialists. Featuring cutting-edge tracks in Creative AI, Cinematography, and more, this is your chance to learn from industry leaders at the Westin Times Square!Register hereTalking Cinematography with Documentarian Jennifer CoxJennifer Cox is a director of photography, documentarian and owner of Moto Films LLC based in New York. Cox procured one of the first sets of ZEISS Nano Prime lenses and used them on three diverse documentary projects. She tested the unique traits across a Beatles Fan Fest feature film shoot, a short form promotion for non-profit Free Arts NYC and as part of the 2024 Courage Awards from PEN America.Podcast Rewind:“The Making Of” is published by Michael Valinsky.Partner with us and feature your products to 85,000 film, TV, video and broadcast professionals reading this newsletter. Email us at mvalinsky@me.com Get full access to The Making Of at themakingof.substack.com/subscribe

Send us a Text Message.In this week's episode of WTR Small-Cap Spotlight, Tim Gerdeman, WTR's Vice-Chair, Co-Founder, and Chief Marketing Officer, hosts Patrick Quirk, Senior VP and General Manager of Opengear. They dive into Opengear's pivotal role in industrial IoT and network resilience, focusing on data center operations and cybersecurity. As well as, exploring how AI is revolutionizing data centers by enhancing efficiency and reducing power consumption. 

Douglas Wadkins, VP of Product Management & Strategy at Opengear, talks with us at Cisco Live 2024 about their smart out-of-band network management solutions being showcased at the event. Key among them are Opengear's Lighthouse Smart Management Fabric (SMF), Connected Resource Gateway (CRG) and Lighthouse Service Portal (LSP). Opengear keeps your network running smoothly with our Network Resilience Platform, enabling connectivity wherever you are. Leveraging our Smart Out of Band solution and automation capabilities, you gain unparalleled presence and proximity to your devices. This allows you to effortlessly deploy, manage, and remediate your networks—on the First Day, Worst Day, and Every Day. It's why 75%+ of Fortune 500 companies trust Opengear for their networks, whether on- or off-premises or in the cloud.  

Join us on this "Embracing Change" episode as we sit down with Analisa Dominic, CMO and VP of Marketing at OpenGear. Analisa is a tech industry powerhouse known for her strategic insight and innovative approach. She shares her journey from IBM to AT&T and now OpenGear, emphasizing the importance of being customer-obsessed and leveraging technology to enhance human connections. Analisa also offers valuable advice to women in the tech industry, encouraging authenticity and continuous learning. Tune in now! Subscribe now on your favorite podcast platform.

This episode features an interview with Analisa Dominic, CMO at Opengear, a company that delivers secure, resilient access and automation to critical IT infrastructure, even when the network is down. In this episode, Analisa shares with us how marketing and sales work as one team at Opengear, the importance of getting clear on your buying persona before setting strategy, and why she put Darth Vader in a photo booth. Analisa also shares her experience being a disruptor in the marketing space and how she enables her team and encourages new CMOs to be bold and different.Key Takeaways:Be bold. In order to stand out in the marketing landscape, you have to unabashedly embrace new and unique marketing methods to connect with your customers. Creativity is free.Get to a place where your customers love you. When your customers truly love you, they're your best advocates for quality referrals and so much more.Remember why you were hired in your marketing role. If you were hired to disrupt the space, then disrupt. Quote: “It's really being able to understand the buying persona then creating the strategy. Because if you think you understand the buying persona and you create a strategy, it doesn't matter how good the strategy is, if you're not speaking to them in the right way, in the right times and pulling all those levers, you're never gonna be successful. So, I think there, when you set strategy, it's also important to have that alignment with the sales organization. What's important to you? What are you trying to hit? What are your target customers? Who are gonna be making those decisions, et cetera, et cetera. So it's not just a marketing strategy, it's a business strategy.”Episode Timestamps: *(02:47) - The Trust Tree: Opengear is the silent ninja for all engineers*(14:46) - The Playbook: Darth Vader in a photo booth*(33:51) - The Dust Up: Bring all the stories you can*(37:09) - Quick Hits: Analisa's Quick HitsSponsor:Pipeline Visionaries is brought to you by Qualified.com, the #1 Conversational Marketing platform for companies that use Salesforce and the secret weapon for Demand Gen pros. The world's leading enterprise brands trust Qualified to instantly meet with buyers, right on their website, and maximize sales pipeline. Visit Qualified.com to learn more.Links:Connect with Ian on LinkedInConnect with Analisa on LinkedInLearn more about OpengearLearn more about Caspian Studios

On today's episode of The Route to Networking podcast, we are joined by Louis Parratt, Head of the RF team here at Hamilton Barnes, and our special guest, Alan Stewart-Brown, Vice President EMEA at Opengear.   During this episode, Alan shares what an average day looks like for him alongside some things that you could find useful to implement into your daily life.   They also discuss the most important thing Alan has learnt during his time in the Networking space.   Learn more from Alan:   https://www.linkedin.com/in/alanstewartbrown/   Want to stay up to date with new episodes? Follow our LinkedIn page for all the latest podcast updates!Head to: https://www.linkedin.com/company/the-route-to-networking-podcast/Interested in following a similar career path? Why don't you take a look at our jobs page, where you can find your next job opportunity? Head to: www.hamilton-barnes.com/jobs/

Remote operation of infrastructure has renewed importance in the era of remote working. Opengear offers secure, zero trust and segmented methods to reach serial & LAN ports plus GUI interfaces. You can add observability agents like Thousand Eyes into containers so that your worst day becomes just another day.

Remote operation of infrastructure has renewed importance in the era of remote working. Opengear offers secure, zero trust and segmented methods to reach serial & LAN ports plus GUI interfaces. You can add observability agents like Thousand Eyes into containers so that your worst day becomes just another day. The post Heavy Networking 685: Opengear With Zero Trust Approach in the Out of Band (sponsored) appeared first on Packet Pushers.

Remote operation of infrastructure has renewed importance in the era of remote working. Opengear offers secure, zero trust and segmented methods to reach serial & LAN ports plus GUI interfaces. You can add observability agents like Thousand Eyes into containers so that your worst day becomes just another day.

Remote operation of infrastructure has renewed importance in the era of remote working. Opengear offers secure, zero trust and segmented methods to reach serial & LAN ports plus GUI interfaces. You can add observability agents like Thousand Eyes into containers so that your worst day becomes just another day. The post Heavy Networking 685: Opengear With Zero Trust Approach in the Out of Band (sponsored) appeared first on Packet Pushers.

Remote operation of infrastructure has renewed importance in the era of remote working. Opengear offers secure, zero trust and segmented methods to reach serial & LAN ports plus GUI interfaces. You can add observability agents like Thousand Eyes into containers so that your worst day becomes just another day.

Remote operation of infrastructure has renewed importance in the era of remote working. Opengear offers secure, zero trust and segmented methods to reach serial & LAN ports plus GUI interfaces. You can add observability agents like Thousand Eyes into containers so that your worst day becomes just another day. The post Heavy Networking 685: Opengear With Zero Trust Approach in the Out of Band (sponsored) appeared first on Packet Pushers.

Brian Cobb, Creative Director at Opengear, shares his thoughts on how AI tools can streamline the creative process. We go beyond the social media “sound bites” about the evils of  ChatGPT and DALL-E (!) to talk about real world applications in marketing design.What are some ways that AI can be integrated into existing tools and processes that Creatives and Designers currently use? [04:45] How can we tap into the power of AI to optimize the higher-level thinking, and automate some of the repetitive tasks to free up more time for creativity? What does this mean for the concept of an Organizing Idea? [10:12]It looks as though Adobe are taking a thoughtful approach, releasing a beta version of Firefly and incorporating AI tools into the Cloud Experience Suite. They focus on “Creators First” – offering their tools as a “Creative Copilot” – and are being careful to consider copyright issues, and respecting their core audience of professional designers and creators. [15:18]Brian's varied career has taken him through a number of agency roles, and in-house or corporate marketing roles. He compares the skill sets and mindset needed for each, and talks about the constant need to be “selling” during the agency creative process. [23:52]And of course, Brian shares his favorite cocktail: a Dark and Stormy made the traditional way. [34:20]To connect with Brian, visit his website at BrianCobbCreative.com, or look him up on LinkedIn.Brian mentioned some websites and other resources for creative inspiration:https://www.commarts.comhttps://theinspirationgrid.comhttps://www.thisiscolossal.comhttps://www.ai-ap.comhttps://www.pentagram.comhttps://coolhunting.comhttps://www.luerzersarchive.comhttps://www.wired.comhttps://adage.comhttps://www.adweek.comhttps://www.mmm-online.com/homeThe Book of Gossage https://www.goodreads.com/en/book/show/1109060Ogilvy on Advertising https://www.goodreads.com/en/book/show/641601 Timestamps:0:02:19Brian describes his Professional journey post-military, with experience in multiple agencies and in-house roles  0:04:45Exploring the Impact of AI on Creative Roles0:08:33Discussing the Benefits of AI in Creative Processes0:15:42Adobe Creative Suite: Keeping the Core Audience in Mind0:19:14Discussion of Adobe's Content Authenticity Initiative and Its Impact on Creators0:24:25The Dynamics of Selling Creative Work in an Agency Setting0:31:06How Brian Stays Up-to-Date with Marketing Trends0:34:20Brian's drink of choice – the Dark and Stormy

Today on the Tech Bytes podcast we talk about how to use out-of-band management for daily networking tasks, not just when there's a problem or crisis. Our sponsor is Opengear and we're joined by Ramtin Rampour, Solutions Architect, to talk about use cases including zero touch provisioning, configuration, and more.

Today on the Tech Bytes podcast we talk about how to use out-of-band management for daily networking tasks, not just when there's a problem or crisis. Our sponsor is Opengear and we're joined by Ramtin Rampour, Solutions Architect, to talk about use cases including zero touch provisioning, configuration, and more. The post Tech Bytes: Using Opengear Every Day–For Disruptions And More (Sponsored) appeared first on Packet Pushers.

Today on the Tech Bytes podcast we talk about how to use out-of-band management for daily networking tasks, not just when there's a problem or crisis. Our sponsor is Opengear and we're joined by Ramtin Rampour, Solutions Architect, to talk about use cases including zero touch provisioning, configuration, and more.

Today on the Tech Bytes podcast we talk about how to use out-of-band management for daily networking tasks, not just when there's a problem or crisis. Our sponsor is Opengear and we're joined by Ramtin Rampour, Solutions Architect, to talk about use cases including zero touch provisioning, configuration, and more. The post Tech Bytes: Using Opengear Every Day–For Disruptions And More (Sponsored) appeared first on Packet Pushers.

Today on the Tech Bytes podcast we talk about how to use out-of-band management for daily networking tasks, not just when there's a problem or crisis. Our sponsor is Opengear and we're joined by Ramtin Rampour, Solutions Architect, to talk about use cases including zero touch provisioning, configuration, and more.

Today on the Tech Bytes podcast we talk about how to use out-of-band management for daily networking tasks, not just when there's a problem or crisis. Our sponsor is Opengear and we're joined by Ramtin Rampour, Solutions Architect, to talk about use cases including zero touch provisioning, configuration, and more. The post Tech Bytes: Using Opengear Every Day–For Disruptions And More (Sponsored) appeared first on Packet Pushers.

Bryan Keeper, Director of Channel Sales Americas at OpenGear, joins "The Holtz Story" to discuss Out-of-Band Management. Bryan helps partners become trusted advisors to their customers while driving channel programs and new business development.This podcast opens with Bryan describing Out-of-Band as an alternative access to devices. It allows IT managers to achieve remote access and remediate issues through an alternative path. The conversation evolves into channel relationships, with Bryan stating that Out-of-Band falls under network resiliency, making it a perfect complement to cybersecurity. This has led the company to develop relationships with vendors of some of the industry's top cybersecurity suites.  There is also a significant opportunity for MSPs to increase upfront fees while providing better support. OpenGear enables MSPs to charge for the device and a set-up fee while making it easier to achieve SLAs. Out-of-Band lowers MSP costs by eliminating the need to go out to the customer. Bryan states the biggest challenge with MSPs is awareness. This informative podcast provides an excellent overview of Out-of-Band Management and how OpenGear approaches the market. We hope you enjoy the show.  We hope you enjoy the show. Please share it with colleagues and remember to subscribe using your favorite podcast platform (I.e., iTunes, Stitcher, Spotify, Google Podcasts, etc.).

In this episode, sponsored by Opengear, we talk to Ramtin Rampour. Ramtin is currently a Solution Architect at Opengear, but he started there as a warehouse employee packing and shipping units. His career journey is certainly one you don’t want to miss. Then we talk about the importance of Out-of-Band Management, and the Opengear Difference.Continue reading "Ep 97 – Ramtin Rampour"

With uncertainty in the air about power outages across the country this year, it is becoming more important to reassess emergency procedures for your SMB, enterprise, and carrier operations. What do you do and how do you comeback online if you actually go down or close to it? Listen in as Bryan Keepers, Director, Channel Sales Americas of Opengear discusses the process with Don Witt of the Channel Daily News, a TR publication. One of the requirements is an out of band access to all of your network components no matter what kind of network is servicing them or where it is located. Bryan Keepers Opengear brings network resilience to IT organizations, ensuring business continuity through Smart Out-of-Band management solutions. Over their fifteen-year history, they have led the evolution from simple terminal servers to complex console servers with the development of centralized management software, embedded 4G-LTE cellular access and NetOps-ready appliances. As large amounts of compute power have moved from data centers to edge locations, the ability to securely manage critical network components from anywhere has become increasingly important. Your users expect the same level of service whether from a core compute location or a local POP; the cloud may be just a concept to them, but it's a reality for you. Opengear helps you to manage, monitor and remediate your network remotely, even when the primary network is down, or the production network is too congested to respond. their network resilience platform provides an independent management network, giving you secure access to provision, configure and troubleshoot critical IT infrastructure without sending someone to site – minimizing downtime, protecting SLAs, and saving you money. For more information, go to: https://opengear.com/

Is your company ready for the next outage? Because at this point, it's not a matter of IF your network goes down, it's a matter of WHEN it goes down. And when it does, will you be down for 10 minutes? 10 hours? 10 days? Imagine what 10 days offline could do to your bottom line. What do you need to do in order to ensure that your network is not only redundant, but resilient? On this episode of B2B Tech Talk, Bryan Keepers and Todd Rychecky from OpenGear talk all about: -Network redundancy vs. network resilience -The importance of network resilience -What network resilience means for your business, specifically channels sales -Their predictions of where technology is going in the next year To join the discussion, follow us on Twitter @IngramTechSol #B2BTechTalk. Listen to this episode and more like it by subscribing to B2B Tech Talk on Spotify, Apple Podcasts, or Stitcher. Or, tune in on our website.

This episode is sponsored by OpenGear, providing secure remote management of your critical network infrastructure. In this episode we talk to Dan Baxter, SE Manager, with OpenGear. We discuss Dan’s break into tech from Art Teacher to SE. We then answer the question “What is Out-Of-Band Management?” Then we touch on the OpenGear advantage! IfContinue reading "Ep 48 – Out-of-Band Management"

Having an always-on network is critical to running a successful business, but how do you know which solution your customers can trust? In this episode of the Stellr Vibe podcast, brought to you by SYNNEX, Stellr guide Leta Plank and guests Bryan Keepers and Dee Dee Strunk will discuss the many benefits of partnering with Opengear. Tune in to learn how Opengear can increase your margin and ensure always-on network access for your customers. Plus, we'll teach you how to spot opportunities among customers in different verticals.   To view Opengear resources, including deal registration, product sheets, and sales materials by verticals, visit our partner portal at partners.opengear.com. You can also view our Smart Out-of-Band video here.

Todd Rychecky, VP of sales in the Americas for network technology provider Opengear, joins the podcast to talk about election infrastructure security.

How To Partner With Resellers To Experienced Repeatable Sales Growth   Sales is not just about growing your customer base but also about partnerships with a variety of people. If you want repeatable sales growth, these partnerships include businesses, other salespeople, and resellers.     Todd Rychecky is the VP of Sales  Americas in Latin America and has been with the company for the past 12 and a half years. Todd got into sales in 1991, when he was studying was pre-med in college but didn't get in. As a result, he joined the sales force when he was 23 years old and made a huge move from Nebraska to Dallas where he worked for Whitmire Distribution, a drug wholesale company. Later on, the company was acquired by Cardinal Health and Todd continued to work for them, traveling by car, calling on hospital pharmacies, home infusion, retails stores, and retail chains.    Todd never imagined he'd be in sales but his college roommate was very passionate about becoming a salesman and Todd was intrigued by someone who knew they wanted to be in sales. When Todd started his career, he had the chance to work for a sales manager who he still says is one of the best salesmen he's ever seen. They traveled from hospital to hospital and Todd clearly remembers his sales manager's sense of urgency. In addition to that, he was also knowledgeable and credible and always conducted business with a big smile on his face.  With this complete package, Todd saw it was hard for anyone to say no.    Starting the sales journey  Once Todd was on his own, he made his first road trip in a new company car, a car phone that cost 75 cents a minute, and an AT&T calling card. Back then, you could cold call the pharmaceutical companies without setting up an appointment, especially true in rural areas. Fast forward to today and Todd is running the Sales for the Americas. What has contributed to his success is that working for OpenGear, a startup in Australia. They originally had five employees so initially,  Todd had to do everything himself, handling inbound calls and the online chat. He knew that the company needed to win new customers so he was able to practice a variety of styles and approaches in every task and through each customer.  People would often be impressed when they found out they were speaking to the VP of Sales. What they didn't know was it was just Todd.    Todd's focus is now on the sales team, the partner channels, executing the sales playbook, their selling strategies, and scaling new talents and resources.    Create your playbook The first thing you need in order to win is a playbook that you know how to execute. Todd loves to use basketball as an illustration. When you have the ball and there are four guys standing under the basket with their hands open wide, you need to pass the ball. Teammates are important to win the game and it's also important to stay in your lane. If your job is calling end-users then you call on the end-users. If your job is channel management, then manage the channel.    If everyone on the team can execute a playbook then you and the team will win regardless of what you're selling. Accountability is critical as well because if team members are not accountable, then nothing gets accomplished. Without accountability, it's difficult to count on one another.    Building the right culture  Everyone on the team should understand the culture and help to support it. Sales leaders must take the lead in building a good culture within the sales team. Other members will eventually see the benefits of having a good culture and follow from the sales leader setting an example. The goal of a sales leader is to create an environment that makes the team want to follow.    Communication is critical to building a good culture within a team.  Todd and his team are using phone calls, email, texting, and setting up Zoom meetings. Despite the pandemic, there really is no excuse for you not to be able to communicate with the rest of your team.    Buyer's journey Todd has noticed a change in the buyer's journey, especially from today's technology. Because of the internet, buyers are already 60% of the way to making their decision by the time they get to you. Open Gear is today's number one brand in its industry. That means they already have 50% of the market share. People who come to buy, already know their name, they know the company's good track record, and they've already checked the competition. Usually, their buyers have already made the decision and want to move on to the next step.   As the sales advisor,  meet your customer where they are. If they're already 60% of the way to buying then help them with the last 40% of the journey by tailoring presentations to where they are.  For example, if Todd sees the buyer is almost ready to buy, he asks about their budget so he knows the appropriate products to suggest.    There's no hit and run in sales A common mistake that salespeople make is they win a deal and cut loose. They move on to look for the next win too soon. If you're not getting new customers, you need to do what Todd calls WDH or go wider, deeper, higher with your customer base.   Other big businesses also apply this principle, including Volkswagen. They have several business units under their business units. It's a matter of widening your reach within your reach.  You can ask your existing clients who else could benefit from your products and services within their organization. You'll be surprised at how many people your client can introduce you to.   The idea of reselling Todd and his team promote the idea of reselling. They started with a few partners and they have grown to hundreds in numbers. They also have two large distributors in a variety of places including Greenville and these distributors now do the processing for them.  This has greatly streamlined the process. Resellers are critical in the business because it is one of the best ways to scale a company.   Todd believes that reselling works for any industry. Having more salespeople working for you extends your reach. You do need to build relationships through trust and that means being available.    Todd's final piece of advice is If you want people to work for you, you need to make them believe they can achieve anything that you ask them to do.    “How To Partner With Resellers To Experienced Repeatable Sales Growth” episode resources  Reach out to Todd Rychecky via his LinkedIn account.  If you are interested in more sales stories, you can talk to Donald directly. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns.  This episode is brought to you in part by Crmble, the easy-peasy CRM for Trello that helps you manage your contacts and leads without investing in complicated solutions, sync all your data, manage custom fields, and get powerful reporting on your sales. Try Crmble now for free at www.crmble.com/tse. This course is also brought to you in part by TSE Certified Sales Training Program. It's a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077.  We'd love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to.  You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial.  Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.