IBC Exhibitor Viewpoint: Marty Sacks, Telos Alliance

Continuing to participate in the IP revolution
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IBC2017 is approaching. Between now and then Radio World offers a series of short Q&As with manufacturers about their plans and offerings, to help you get the most out of the annual trade show. Marty Sacks is VP of sales, support and marketing for the Telos Alliance.

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Marty Sacks is VP of sales, support and marketing for the Telos Alliance

Radio World: How has business been for the company since last year’s IBC Show?
Marty Sacks: We’ve had an exciting year as broadcasters all over the world have moved forward with projects of all different sizes and complexities. Quite frankly, we continue to be amazed at the adoption of AoIP. Last year’s show had a lot of impact on the industry in this regard.

RW: What are you hearing from your customers about their business outlook this year? In what areas should we expect growth or the most interesting projects?
Sacks: Most of our customers are optimistic but realistic in their outlook. We’re seeing our customers focusing hard on innovation as a key to staying relevant to their audiences. AoIP seems to be a common thread at the root of the most interesting projects as it enables much more streamlined workflows, future flexibility and helps to accelerate project timelines.

RW: How are your European and other international operations and efforts faring?
Sacks: Our international business is quite healthy. An early goal of our founders was to serve broadcasters all over the world, and this has been a reality for many years now. A combination of great international representation and a large number of team members strategically located across the globe help the Telos Alliance continue to grow.

RW: Is the IBC Show a good investment?
Sacks: Absolutely! It’s a prime opportunity for us to meet with and deepen our relationships with a large group of the world's most successful broadcasters.

RW: What new goodies will your company be showing? Why should attendees visit your stand at 8.D47?
Sacks: We have so much good stuff making its international debut at IBC. On the processing side, we have Omnia Volt 1RU audio processor and the new OmniaSST audio processing software. During the show we’ll also be running a special that allows Omnia.11 users to upgrade to both G-Force and the Perfect Declipper — normally US$1,480 when purchased separately — for US$995 when purchased together. The sound of these two plug-ins together is something you can hear for yourself at IBC.

We’ll also be showing the slick Axia Fusion FlushMount, which takes the console out of the box, so to speak, along with Axia Pathfinder Core PRO routing appliance and its new Logic Flows events system. Not to mention our virtual radio initiative with the Axia IP-Tablet virtual radio software. Broadcasters are also invited to come see how they can save a ton on traditional phone service with the Telos Systems VX VoIP line of phones.

We’ve always had the business model of giving our customers the most from the products they own, rather than requiring them to buy new components, and with that in mind, we have major software updates for Omnia.9sg, Axia Fusion, and more. There is so much to talk about, some of which is still under the hood!

RW: Are there any particular products that sell better in Europe than in the U.S.?
Sacks: Not really. Our products are designed with the capabilities that our clients across the world tell us that they need. Some workflows are different from one broadcaster to another but overall, our gear adapts well.

RW: What’s the biggest problem or challenge facing equipment buyers right now?
Sacks: Perhaps the biggest issue is fully appreciating all that can be done with AoIP. Having all audio on one network is a huge story, but it’s really only the beginning because control and PAD are important parts of the story too. There is so much happening in the technologist’s day and so much noise that it can be hard to fully take in all the possibilities.

RW: What do you anticipate will be the most significant technology trend at the 2017 IBC Show?
Sacks: I believe that all things related to IP technology will continue to dominate the discussions. It’s faster, cheaper, and better, so it’s not a matter of why you’d update to IP, it’s a matter of when.

RW: You’re a show veteran, what’s your favorite thing about the IBC show?
Sacks: Meeting with our clients and hearing how they're doing. We love to share the work we’ve accomplished since we last visited. Going to shows over the years has allowed us to develop very deep friendships, so it's always a great time catching up.

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