REALWEAR: REMOTE PARTNER VIDEO PRODUCTION PROGRAM
RealWear operated in an emerging market: industrial wearable technology for frontline workers. The category was unfamiliar to most buyers, and the sales cycle required proof that the solution worked in real operational environments with real enterprise customers. Generic product videos weren’t enough. What the market needed was authentic customer evidence, filmed on-site in industrial settings, featuring recognisable enterprise brands speaking credibly about real-world impact.
The challenge was doing this across a geographically distributed partner network spanning Turkey, Romania and other European markets, with no central production team, no local film crew infrastructure, and a budget model that required creative use of MDF funding to make production viable for partners who couldn’t absorb the cost independently.
Remote production management · MDF allocation and governance · Partner enablement · Messaging framework development · Quality assurance · Customer reference program · Brand campaign asset production
My Role: Remote Production Orchestration Across Eight Videos
I designed and ran a partner-enabled video production program that delivered eight customer reference videos over the course of my RealWear tenure, featuring enterprise customers including Mercedes-Benz, MAN Trucks, Volkswagen and Fugro, produced in partnership with channel and technology partners including Cisco, Tofnatech and OverIT.
Operating from Amsterdam, I closely managed the entire program except the physical filming itself, which was executed locally by partners on the ground.
Enabling Partners to Produce
Each video required a distinct enabling package before production could begin. I developed and delivered:
> Messaging frameworks: I defined the core narrative for each video, establishing the value proposition, key messages and customer story arc that needed to come through regardless of who was holding the camera. Partners and customers in Turkey or Romania couldn't be expected to independently articulate RealWear's positioning. I provided the strategic brief that made every video consistent with the broader brand story.
> MDF allocation and management: I funded productions through MDF, managing the allocation process from application through to approval and reconciliation. For partners operating in markets where local production budgets were limited, MDF was the mechanism that made participation possible.
> Production guidance and quality review: I provided partners with production requirements covering shot types, on-screen branding and technical standards, then reviewed cuts and provided feedback to ensure final outputs met the quality bar required for use in brand campaigns and enterprise sales conversations.
> Customer coordination support: I supported partners in managing the customer-facing elements of production, providing briefing materials and talking point guidance for customer contributors from Mercedes-Benz, MAN Trucks, Volkswagen, Fugro and others, ensuring their on-screen contributions reinforced the intended narrative.
Distribution and Impact
The videos were deployed across multiple channels: brand awareness campaigns, event activations, and sales enablement materials used by both RealWear's internal sales team and the partner. In an emerging category where enterprise buyers needed to see the technology working in environments they recognized, named customer references from brands like Mercedes-Benz and MAN Trucks carried significant weight in shortening sales cycles and building category credibility.
The program established a reusable production model: a briefing framework, MDF allocation process and quality review workflow that any regional partner could be onboarded into, enabling local production at scale without requiring central team presence on the ground.
Laura Farbo 