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60 Seconds with Rich Zabel of Riedel

Get to know Rich Zabel, vice president of sales for North America at Riedel.

What is your new position, and what does it entail?
As Riedel’s vice president of sales for North America, I will be focusing on aligning our sales efforts and helping the sales staff to maximize their opportunities and close business. We have had tremendous, unprecedented growth over the last three years, and I see exciting potential going forward, with double-digit growth for the foreseeable future. Building our team with the right sales professionals remains a top priority.

How has your background prepared you for your new role?
I have spent my entire career in the broadcast and media space, working for a variety of companies that went through significant growth both organically and through M&A. Working with these companies, some with different ownership models, has helped me understand what really works to drive business through growth. Explosive growth like the kind Riedel is experiencing is exciting to manage. Working with companies that range from nimble and entrepreneurial to global and process-driven has armed me with the necessary experience to guide this team toward achieving the goals we have set for ourselves.

Related: Eurovision Song Contest Runs on Riedel, June 6, 2019

What new marketing initiatives are we likely to see from the company?
We have enjoyed tremendous success with the Artist intercom ecosystem, and we will continue to drive Artist products while pivoting off the amazing successes that we’ve had with our Bolero wireless intercom system. This puts us in an ideal position to take our sales teams to the next level. One of our best-kept secrets is MediorNet, our distributed signal transport, processing and routing platform, and we expect to flood the market with messaging about that in the upcoming months. Channel strategy is the next growth opportunity in the United States. We are currently interviewing for a channel manager, with plans to introduce a world-class channel program later this year that will be a game-changer for our sales partners.

What are your short- and long-term goals?
For the short term, we are working to expand and build cohesion within the sales team while maintaining the growth trajectory that we are currently enjoying. For the long term, we seek to expand market penetration in the verticals outside of traditional broadcast including entertainment, houses of worship, theme parks, the cruise industry, corporate deployments and others to help us meet our stretch goals.

What is the greatest challenge you face?
Broadcasting is in the midst of a massive transformation as more and more clients head toward IP-based infrastructures. As such, there’s a lot of confusion out there right now! We have the trust of many customers, but reaching clients who are unsure of the technology roadmap or what their next steps should be is a top priority. We are confident in our ability to guide our customers through the decision-making process and help them achieve their goals. Bringing in the best sales talent is an exciting and huge challenge. We want to build a professional sales force that can meet our internal expectations and become the trusted advisers their customers need during this technology transformation.

Riedel •

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