Istec has been steadily evolving from a local service provider and distributor to a manufacturer of advanced vibration and speed monitoring solutions. This transformation has fueled the expansion of its global distributor network, necessitating a dedicated role to support and strengthen these partnerships. Dennis van der Steen, who has been with Istec for nearly 12 years, recently transitioned from account manager to partner manager. We spoke with him about this shift and what it means for Istec and its growing network of distributors.
Transitioning to a partner-focused role
Dennis has spent over a decade as an account manager, serving as the first point of contact for customers in the South of the Netherlands and Belgium. “The growth of Istec and our product success have positioned us as a global player,” Dennis explains. “My experience helps me support new and existing distributors, as I understand the challenges they face.”
Dennis van der Steen, Partner Manager
With most partners joining in the past two years, Istec continues expanding its network. “Our partners need more than products; they need training, technical expertise, and ongoing support,” Dennis says. “Providing them with the right tools is essential for success.”
Building strong distributor relationships
Not every potential distributor is a good fit for Istec’s product line. The selection process focuses on companies that not only have sales capabilities but also possess the technical knowledge and service capacity to support Istec’s solutions. “The key strength of Istec is that we don’t just deliver products; we provide complete solutions, including service and support,” Dennis highlights. “New distributors must be able to install and maintain our products independently. For example, we can’t install an Istec overspeed protection system in China ourselves. Our partners must be able to handle that.” Dennis believes that a strong distributor relationship goes beyond just selling hardware.
Expanding distributor expertise and market reach
To equip distributors with the necessary expertise, Istec offers a range of tools and training initiatives. “We have a distributor portal that contains all the necessary information and documents to support our partners. And we also have the Istec Academy, which provides extensive knowledge resources,” Dennis notes. “In addition, we organize webinars, online training sessions, and collaboration with the marketing team to support distributors in their local markets.”
Ensuring proactive engagement is also a key aspect Dennis Says: “If we expect distributors to drive sales, we must actively support them. Regular discussions about opportunities and active leads help guide them toward success.”
Istec remains committed to equipping distributors with the tools and confidence needed to succeed, reinforcing its reputation as a trusted industry leader. Through continued expansion, Istec ensures its solutions reach markets worldwide with the highest level of service and expertise.
