Meet Wagner Palmiere, the Senior Vice President of Solution Implementation and Delivery at FilmTrack. With his extensive experience and expertise in professional services, Wagner plays a pivotal role in ensuring the successful implementation of solutions for FilmTrack's clients. His responsibilities span from pre-sales engineering and contract negotiation to solution design, configuration, and post-implementation support. Wagner leads a team of 29 dedicated professionals, including full-time employees and contractors, to deliver top-notch solutions to FilmTrack's clients.

What responsibilities do you oversee and how do you contribute to the successful delivery of solutions for clients?

WAGNER: My role involves providing leadership, guidance, and support throughout the solution implementation and delivery process and encompasses a wide range of responsibilities. I oversee and lead the coordination, implementation, and delivery of solutions for our clients. This involves working closely with our pre-sales engineering team to understand client needs, guide them through the sales process, and set clear expectations for implementing our solutions. I manage a team of professionals who are responsible for designing and configuring the product based on the client's requirements. I also oversee the integration of FilmTrack with other systems such as SAP, Salesforce, or Oracle Suite and handle data migration from legacy systems. Once an implementation is complete, I ensure a smooth transition to the support team. 

Please share your background and how that led you to the entertainment industry?

WAGNER: My journey to the industry began in Brazil, where I worked for a professional search and consulting services company that was an IBM business partner. Through that role, I frequently traveled to the United States for projects with IBM. In 2005, during one of these trips, I was invited to join a company in the United States that also provided services to IBM. After discussing it with my wife, we decided to take a one-year opportunity to work in a new market and gain international experience. Little did we know that this plan would turn into a 16-year journey. 

Over the years, I gained valuable experience and made a career in the professional services industry, working in various business sectors. In 2021, FilmTrack contacted me with the prospect of joining them and entering the media and entertainment industry—the idea intrigued me. It was an opportunity to apply my professional services experience to a new vertical and work with a company with a strong market presence. 

What perspectives have you gained since working in the industry?

WAGNER: Working in the media and entertainment industry has given me unique perspectives and insights. One of the most significant aspects is the diversity and individuality of how each client manages their rights, finances, and negotiations. Unlike other industries where there may be more standardized practices, the media and entertainment industry exhibits a wide range of approaches and methodologies. This diversity is influenced by factors such as regional differences, language requirements, distribution channels, and specific content demands. Understanding and translating these individual client needs into tailored solutions is crucial for successful implementation.

I've also realized the importance of user adoption and experience in this industry. Even with a technically sound solution, end-users must embrace or perceive its value to yield the desired results. Therefore, focusing on adoption and ensuring a positive user experience has become a key consideration in FilmTrack's implementation strategies.

What does FilmTrack do really well?

WAGNER: FilmTrack excels in several areas, and its strengths have contributed to its success in the market. One notable aspect is the company's culture, which revolves around a genuine commitment to serving clients and understanding their unique needs. This culture stems from the founder, Jason Kassin, who has extensive industry knowledge and a deep understanding of client requirements. 

FilmTrack takes the time to understand each client's specific business requirements and intricacies. By deeply comprehending their unique needs, we can translate those requirements into comprehensive solutions that address their challenges effectively. This capability goes beyond merely offering software functionality; it encompasses a holistic approach to solution implementation and delivery.

A concrete example of FilmTrack's philosophy and approach is with replacing legacy systems. Many clients have been using these systems for decades, becoming deeply familiar with their functionalities and workflows. Transitioning from such established systems can be akin to breaking up a marriage.

Recognizing this sensitivity, FilmTrack approaches the implementation process with care and patience, which requires empathy from the FilmTrack team and unwavering support from leadership to foster a strong relationship with the end users. By setting clear expectations, addressing risks early on, and fostering open communication, FilmTrack establishes a strong and close partnership with its clients.

What are some accomplishments you've achieved while working at FilmTrack?

WAGNER: Drawing from my background in professional services, I have implemented methodologies and created a set of assets that enhance the implementation process. These assets, including artifacts and frameworks, help streamline implementation from design to delivery. 

By utilizing these resources, we can ensure a more efficient and consistent implementation process, saving time and resources for both our team and our clients. 

I have prioritized the growth and development of our team members by identifying opportunities for them to expand their knowledge and skills. By investing in their professional growth, we strengthen our capabilities as a team and foster a supportive culture within FilmTrack. 

WAGNER: Looking ahead, I am excited about the ongoing efforts to enhance our product and user interface, as well as the potential to expand our market presence. With a more mature product, we aim to serve a broader range of clients and solidify our position as a leading solution provider in contract execution, rights management, and participation management within the media and entertainment industry.

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