Yair Lezer, Partner at Noteya Innovations, a rapidly expanding business acceleration consulting firm. Noteya helps technology vendors and end user organisations engage business and technology partners, manage large-scale projects and communicate success. Lezer outlines here how the company is developing business and sales for the channel ecosystem in the EMEA and Southeast Asia region.
Describe your current job role and the parts that are somewhat challenging?
Currently, I serve as a chief business development and sales officer on behalf of our clients. Our company – Noteya Innovations – offers technology vendors a set of business development, sales and marketing capabilities in selected markets where we have established a wide network of trusted distribution channels and have access to largescale projects.
Now that some of the travel restrictions have been eased, we are pleased to now be able to meet our business partners and their end customers in person. We managed reasonably well with Zoom, although nothing replaces face-to-face meetings to build relationships and move forward business and sales opportunities. We are currently trying to close the gaps after two and half long years.
Can you explain how your company works with channel partners?
In general, working with channel partners is a long-term investment based on professionalism, dedication and, most of all, loyalty. Our relationships with channel partners continually grow and develop over time based on trust and mutually beneficial success. Of course, meetings and other in-person interactions are a large part of how we work with channel partners.
Our company helps our technology vendor clients identify and engage the correct set of sales channel partners, such as value-added resellers (VARs), system integrators (SIs) and managed service providers (MSPs), in the specific regional markets we are targeting. We invest in building strong, lifelong relationships where loyalty and dedication are core values. This approach allows our clients to access higher profile sales opportunities that are otherwise well beyond their reach.
How do you ensure channel partners flourish in a highly competitive market?
Despite the events of the past two plus years connected to the pandemic and the backlash that will be with us for some time, markets have continued to be increasingly competitive. At the same time, technologies as well as the expectations of customers are continuing to change rapidly. With this in mind, we must remember that each regional market develops in its own direction and at its own pace.
With this understanding, we always endeavour to connect our technology vendor clients with the appropriate channel partners based on the specific needs of the regional markets we are targeting. Successfully connecting the two sides of this equation requires balancing between innovation and saleability as well as advanced capabilities and market requirements and so on.
What are the latest trends you see emerging across the channel?
Most channels around the world are gradually adjusting to providing their customers with service-based solutions running from the cloud with quicker delivery times. As an extension of this, we are also seeing that many channels are moving away from working with rigid products that are difficult to customise and expensive to maintain in favour of more flexible and cost-effective solutions.
What is your management philosophy?
Trust, commitment to long-term partnerships and sharing success are values I have always believed in throughout my career in business development and sales. We at Noteya avoid any type of micromanagement and instead focus on providing our team with the tools, support and freedom to succeed. We also apply this approach to our relationships with our channel partners.
When you look back at your career, what has been the most memorable achievement?
Most in channel management might answer this question by highlighting a first sale or a successful project. Looking back on my career from my current standpoint, I can highlight two major achievements that I am proud of. The first is my ongoing development as a business development and sales strategist, which is something that I very much enjoy. And the second is the ongoing personal relationships that I have developed and maintain with so many wonderful people around the world.
What made you think of a career in technology?
Here in Israel, there has always been a strong demand for professionals in many fields related to technology. Fortunately for me, I have been able to direct my personal skill set and understanding of technology into business development and sales, which I find both very interesting and a good outlet for expressing myself strategically.
What do you think will be the hot technology talking point of this year and beyond?
Technologies that are helping sales channels transition from box movers to service providers are also growing importance. This includes most any new technology or solution that runs from cloud as well as platforms and tools that allow codeless development of enterprise applications.
Many of the technologies related to the pandemic, such as work-from-home technologies, collaboration tools and cyber-protection products, are still relevant.
What are your personal interests and where do you like to spend most of your time after work?
For me relaxation is family, cooking, wine, traveling, reading and watching a nice thriller.