NAGRA’s objective is to strengthen our indirect channels, expand our global reseller network and define new growth opportunities together. Today more than ever, our partnerships are critical to success. Working towards these goals, last year turned out to be much more challenging and quite different from what everyone expected due to the Covid-19 pandemic situation - yet together we achieved an amazing 20 percent increase in business compared to 2019!
New team members
To follow up this effort, last year we added new NAGRA members to the Channel Partner team. JK Lim in Singapore and Jimmy Hay Smith in Mexico joined to help us develop our channel partner network in Asia Pacific and Latin America, respectively. Last summer, Andrea Cassis joined the team to better serve our partners, by assisting and following up on all sales and marketing related activities and last, but not least to recruit several new channel partners worldwide. Willy Finstad based in Oslo also contributed to strengthening the team, by providing us with technical expertise and by managing product-oriented business development within our channel partner network.
Solutions offered through the program
NAGRA solutions offered through the program include the NAGRA Contego unified content protection platform, the NAGRA GO Live turnkey OTT solution as well as Conditional Access Modules (CAMs), smartcards, and end-to-end bundled solutions with technology partners. In 2020, we added the NAGRA NexGuard Pre-Release Watermarking solution to the Channel Partner Program, and we have already noticed a great interest for this solution from our partners. Our Channel Partner Program is also gaining traction from new partners. In addition to expanding our product portfolio, we have added over a dozen new partners in APAC, LATAM, Europe as well as in the Middle East.
Channel Partner Summit
Due to the pandemic, we unfortunately had to cancel our global Channel Partner Summit in Bangkok in March. Instead, we organized online trainings and webinars and we notice increased interest in attending these sessions. More sessions will come up, as we continue to onboard new channel partners and add new products and solutions to the Channel Partner Program. Raising the expertise level of our channel partners remains a key priority for NAGRA.
Marketing support
Amid the rise of OTT globally, our marketing team has made great efforts in promoting the NAGRA GO Live end-to-end solution as the OTT platform for small and medium sized operators looking to launch a new OTT service. All our channel partners have been invited to take part in this effort to propose free OTT demonstrations and trials.
Last year we started our business review process with key channel partners and NAGRA sales to review business potential, market feedback and needs, and to discuss key projects, new products and services needed. It has been a great success and contributed to strengthening our existing relationship. This process will be further strengthened in 2021.
Key wins
In 2020 we have seen several key wins thanks to our channel partners. To name a few, one of our new partners, Communication Video Engineering (CVE), has contributed to signing two new and exciting customers for NAGRA, including the top Italian broadcaster, RAI.
Video Progetti, a leader in distribution and integration of professional equipment for television in Italy signed a contract with La7, a Free-To-Air Italian operator, for the mDRM of Contego-as-a-Service to allow distribution of DRM-protected digital content via satellite and terrestrial network to consumer devices.
Grupo Express, one of Argentina’s leading cable and broadband providers, selected NAGRA to enable NOW Express, a new OTT streaming service to its customers on set-top boxes and portable devices. The integrated hybrid multiscreen solution is delivered in partnership with BOLD MSS, a NAGRA channel partner in Latin America.
For all the hard work and great results, I would like to thank you on behalf of NAGRA. I look forward to continuing to increase our joint business opportunities and revenues. Let’s make 2021 even better! Stay safe and hope to see you soon!
Best regards,
Francois Cavalade
Director Global Channels
NAGRA