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Quickly developing opportunities for high-tech and telecom products and services in high-growth markets. We will be your in-country office with an experienced, very well connected local staff, fully operational from day one.



Founded in 1994, LOTIER specializes in developing business opportunities for high-tech and telecommunications products and services in high-growth emerging markets.

With offices in Brazil, Argentina and Lisbon – Lotier serves its clients with highly knowledgeable specialized local teams throughout Latin America and Iberia.

Lotier developed a successful market entry and business development methodology, whose practical application resulted in the positioning of its clients as local market leaders in their respective segments. Apart from implementing market entry strategies, it has also generated almost US$ 1 Billion in new business sales opportunities for its clients.

Its  Value Proposition  is based on acting as local business operation for clients, providing them with immediate presence and market recognition, as well as leveraging an extensive web of contacts and relationships to aggressively accelerate time-to-market.

Our highly qualified staff will efficiently position our clients’ services and solutions directly to telecom operators, broadcasters, MSOs, etc. as well as distribution partners, and other target accounts, and then manage the complete sales cycle to bring opportunities to fruition.

Lotier’s work methodology has proven to be a lot more efficient and cost-effective than other alternatives such as trying to perform business development remotely from headquarters, hiring local staff or consultants or trying to establish distribution and reselling partnerships before developing the actual opportunities.

In summary:  We act as your office in country, with an experienced, competent, and very well connected local team, fully operational from day one”. As a result, “you hit the ground running, and, in fact, running fast.

About Us



Anwar Nassar


  • ​Business development executive with global expertise in broadband, telecommunications, new-media, broadcast and high technology sectors.

  • Extensive experience in high tech marketing and sales across Latam and Iberia 

  • Proven record of accomplishment in supplying technology and new-media solutions and services to the world’s largest telecom operators, MSOs, and broadcasters across multiple markets.

  • Established Lotier as a market leader for business development and sales services, equally respected by its current and previous clients and local operators and media players alike.

  • Holds a Master of Science degree in RE Development from Columbia University in NYC


Martin Eckschmiedt

VP of Media and Data Solutions

  • More than 20 years managing technology and business development in digital entertainment, broadcast and telecommunications industries.

  • Experienced the deployment of disrupting IP technologies in digital video and advertising among leading broadcasters and operators in the region.

  • Pioneered the deployment of leading Video on Demand operations in Brazil, ranking today amongst the most successful in Latin America.

  • Responsible for business development and sales for new media global companies like Akamai, Tivo, Gracenote, Verimatrix, Seachange and others.

  • Proven track record of bringing business for fast growing Lotier’s customers portfolio

  • Trusted advisor and evangelist in effective use of technology among customers and seminars.

  • Computer Science Degree and System Analysis extension by Sao Francisco University


Orlando Stachuk Jr

Director of Access and Network Solutions

  • Business Development executive with 20+ years of experience in Telecom and PayTv industries with experiences of deployment services, technical management and sales.

  • Sales and marketing services in Brazil and the South American Cone, engaging in technical discussions acting as local technical support when required.

  • Most recently, act as independent consultant with focus in open market opportunities in the region for companies like: Hitron Technologies-Taiwan; Inverto Technologies-Luxemburg; TelcoSystems-Israel. Targeting main regional economic Groups in Telecom sector: America Movil, DirecTV, Telefonica, Tigo/Millicom, Cablevision, Telecentro, OI, Liberty, Izzy Telecom.

  • Sales Manager for Motorola Responsible for sales activities in cable operators and service providers for telecom and pay-tv solutions; business development, account strategy, forecast control and booking management. Main accounts covered Claro, TIM and Algar.

  • At Arris performed pre-sales activities providing technical training, trade show demonstrations, technical seminars, customer product trials, product beta trials, RFx responses, customer presentations. Providing technical expertise on overall system and network architectures.

  • At Promon Logicalis was responsible for leverage Cisco products for cable operators, and service providers, prospect opportunities with America Movil and Telefonica group; implementing trials, deploying projects, replaying RFQs and new technologies prospection

  • Field coordination of Telecom and HFC networks at Siemens in several projects in Brazil; including one year deploying HFC networks in United Arab Emirates (UAE), leading the field activation and commissioning team, remaining as after sales support after end of acceptance.

  • Holds Graduation in Information Technology University Catholic –Campinas SP, After Degree in Strategic Management of Technology and System Information’s at University Catholic – Campinas-SP


Marcelo Rebouças

Video Solutions Sales Manager

  • Close to 30 years experience in technology business development and sales. 

  • Extended track record in entertainment, broadcast and high end tech industries.

  • International experience in Asia and Latin America

  • Recent activity include business development and sales for cutting edge new media technologies targeting telcos and OTT operators  

  • MBA – Project Management (PMI) at USP.

  • MBA – Innovation, Knowledge and Technology at USP.

  • Telecommunication Solution Designer at Thunderbird International University of Arizona.

  • Systems Management Specialist at Berkeley University of California.


Karem Lamorte

Content Services Manager

Karem manages content related sales and business development activities in the Brazilian territories.

With 20 years of Pay TV experience, Karem has a solid know how of the Latam Market, notably in : 

  • Linear and  Ondemand Content licensing negotiations with leading international and local content suppliers. 

  • VOD product development

  • VOD operations including: Inventory control, media traffic, Video Platform ingest and publishing; Promotional campaigns; Content QC for PPV and VOD

  • EPG metadata management 

Prior to joining Lotier, Karem occupied the positions of VOD manager at Telefonica Brazil from Mar/12 to Ago/16 and Content manager at TVA Brazil from Jan/04 to Mar/12.

Karem holds a Social Communications - Radio/TV degree from FCS  University.


Gislaine Cerezani

Administrative Manager

Gislaine is responsible for administrative account management activities, including accounts payable, accounts receivable, bank conciliation, cash flow, results reports, invoicing.

Her attributions include notably liaising with clients accounting and legal departments as well as managing contracts and partnerships.

Prior to joining Lotier, Gislaine was a retail entrepreneur. 

Gislaine holds a degree in Business Administration and a Masters degree in Marketing Research from ESPM University


Harry Cohn

General Manager

Harry Cohn oversees Lotier operations, accounting, finance and human resources. Harry has over 35 years of Telecommunications experience.


He started his career at Ericsson in Brazil as an engineer and worked there from 1970 until 2003. During this time he had the opportunity to take responsibilities in Engineering, Product Development and Product Marketing, marketing and finally Sales. After his tenure retirement at Ericsson he joined Lotier in 2004 where he started working as a business developer and consultant.


Guilherme Michelini

Iberia Region Manager

Guilherme manages sales and business development activities in the
 Iberian territorie


With more than 10 years of Pay TV experience, Guilherme has a solid background and key competencies in:

  • Product strategy, marketing and licensing negotiations with leading global media players   

  • VOD product development,

  • EPG metadata management

  • New business and strategic partnerships


Prior to joining Lotier, Guilherme occupied the positions of VOD manager at Claro 
Brazil from 2014 to 2016, Account Manager at Vubiquity from 2013 to 2014, Product Marketing Specialist at GVT/Telefonica from 2011 to 2012 and Product Analyst at NET from 2007 to 2011.


Guilherme holds a bachelor degree in Communication from Anhembi Morumbi São Paulo university and Masters degree in Marketing Management from IPAM Porto.


Freddy Van Laer

Access and Network Solutions Manager

  • Business development executive with global expertise in broadband, IP/Datacom and telecommunications

  • Acting for more than 35 years in the Telecommunication and Datacom industry, having notably occupied several positions  at Ericsson Brazil including product development, system integrator, product management, pre-sales push team leader, introduction of innovative technologies and new solution director to Senior Consultant.

  • Extensive knowledge of marketing and sales of high tech solutions Brazil and other Latin American markets.

  • Proven record of accomplishment in introducing / selling technology and commercial available products to the world’s largest telecom operators, MSOs, Broadcasters and ISPs on the Brazilian market.

  • Experience in performing product management activities, including closely interacting with engineering and technical departments of prospects and clients to steer standards, specifications, and RFQs (bids) to the benefit of our customer.

  • Assistance and management of local product certification for our customers (including at regulatory bodies such as ANATEL)

  • Holds a Masters in Electrical Engineering  from the ENGEETH University in Toulouse France,  a MBA from the ESPM University in São Paulo.


Pablo Infantino

Southern Cone Content Manager

  • Over 20 years of experience in business development and account management in the telecoms and media sectors of Spanish-speaking South America.

  • Headed up the Lotier office in Buenos Aires since its creation in 2005.

  • Held the effective account management responsibility for Telefonica companies in the region on behalf of ADB, a leading supplier of set-top box equipment.

  • Developed new accounts in the region for ADB and other major players in the digital media space including Widevine, SeaChange, On-Demand Group, Alticast, and TiVo, helping them to develop and implement their marketing and sales strategies towards accounts such as Cablevision (Argentina), VTR (Chile), and UNE (Colombia), among others.

  • Prior to joining Lotier, worked as an independent consultant providing advisory services to European high-technology start-ups in the process of planning their entry into Latam markets.

  • Previously, also held various marketing and business development management positions during a 10-year tenure with Ericsson, mainly in Argentina but also in Sweden, with responsibilities including Director, Business Development for multi-service networks in Argentina,  as well as Solution Marketing Manager, and presales support to new and global operator accounts around the world.

  • Majored in Electronic Engineering at the University of Buenos Aires.

  • Native Spanish speaker, fluent in English.

Our Customers

Our Customers

• ADB Global • Adtran (Bluesocket) • Akamai (Verivue) • Akamai Mobile • Ambeent • Aoptix • BATM • Bebanjo • Beam Reach Newtorks • Benefon • Bird Step • Brocade • Caton • Centerity • Ciena • Cisco (Extend Media) • Comcast • Comium • Concurrent • Conviva • Corero • Coherent Logix • Cryptography Research • Cubiware • Digitalsmiths • Dune HD • Edgeware • Edgio • Empirix • Ericsson • Expway • Friend MTS • Funke Digital • Google (Widevine)  • Grabyo • Gupta Technologies (Warp Solutions)  • IfeelSmart • Irdeto • I Surf TV • IDT • Ineoquest • Infoblox  • Intelsat • (Netcordia) • Irdeto • Lantiq • LogMeIn • Lotaris • MediaMelon • Mediarithmics • Meraki • Motorola (Terayon) • Nielsen • Pace (2Wire) • Penthera • Redge • Seachange • Sequans • Six Bell • Telebras • Tellabs • ThinkAnalytics • This Tech • Tivo • TouchStream • UPC  • Live (Chello) • Vewd • Vobile • Zhone (Optophone) • Zhone (Premisys) • Zodiac

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