DRM Solution Provider
The Client
Adept was approached directly by a leading provider of Digital Rights Management Solutions for Mobile; Broadcast and Digital Television after an initial meeting with our Consultants at Communicasia in Singapore. The clients aim is to allowing Billing from any source of content on any device.
The Adept Approach
An initial meeting between APAC Director of Business Development and US Director of Business Development and an Adept Consultant was held in our Central Tokyo Office where we discussed strategies and timelines for Market Entry with the greatest degree of Impact and maximizing ROI.
The decision was made to forge an alliance with a well known Broadcast Industry Reseller to create Channel Sales revenue from Japan whilst sourcing a Country Manager and Technical Director and incorporating a Japan Entity. This method proved successful with an initial sale in excess of $500,000USD which was able to be used by the region to support the organic growth and cover the costs of hiring and securing office space.
The Team
The role of the Country Manager and Technical Director was to work in tandem to secure new leads and generate business from the Digital Television and Broadcast markets; these market was identified as the least saturated and therefore most attractive in terms of short term revenue whilst the Mobile markets would be challenged over time.
The goals of the Client forged a complex profile for the ideal Country Manager candidate — this person would need a balance of Broadcast Industry experience (connections to decision makers with the major broadcasters and knowledge of the Japanese Political scene in this arena). Also Japan was unique in creating the ARIB standard for Broadcast which had, to date, all but eliminated any competition from non Domestic companies due to its complex structure. In addition to these points we were also seeking a Candidate who had proven leadership experience and a track record of closing Multi Million Dollar business.
The Technical Director was required to deliver Presales and Manage Post Sales and Implementations through. After detailed discussions with the Head of WW Services, It was decided that the DRM technology could be taught to a person with the right balance of Presales experience relating to traditional IP technologies with a limited understanding of Broadcast applications for IP.
The Solution
This search was one of the most lengthy in the experience of Adept Group and we feel one of our greatest successes. Taking over one and a half years from initial consultation to establishment of a Corporation and hiring of the Country Manager and Technical Director. Adept worked on a Contingency basis throughout this process and it evidence to the level of service provided that we were the exclusive recruitment company used throughout the process.
Adept Group composed a target list of competitive companies; however it was quickly concluded that due to ARIB the pool was very limited; regardless of this all major players at Country Manager level were approached and prescreened. It was determined that this initial batch of people did not have the right balance of skills, contacts and timing within their own career path to make the successful move so we expanded to different technology solution providers whom would have contact with the same end users as the Client.
After some time two finalist candidates were shortlisted for the role and the Primary candidate was offer the position; however the first offer was declined by the primary candidate as it presented a conflict with an upcoming Broadcast project.
Unfortunately, the backup candidate when approached to extend an offer to was no longer able to accept either due to an investment of Series B funding to his company that was contingent on him remaining in place as Country Manager.
Despite the setback of losing both Primary and Secondary Candidates Adept and the Client remained focus on the goal of Partnering together to source the right person for this role. And within one month of losing two preferred candidates had identified a person with a better mix of skills and experience whom subsequently joined the company and established the office in Tokyo.
The Technical Director role was being sourced side by side with this process and we closed both positions within weeks of one another — the Country Manager being the final interviewer in the process to hire.
Adept Client Manager Quote:
"We are very proud of the achievement here as it proved that even when a very well developed and proven process failed; by losing both Primary and Secondary candidates from our Pipeline — the role was closed due to determination and the excellent working relationship developed with the hiring managers involved."
-Keywords: DRM, Country Manager Japan, Broadcast, Mobile, Digital TV.
For more information please contact Matt Hague: matt@adept-grp.com