Case Study: download | print | e-mail | AddThis Social Bookmark Button

How to Capitalize on Changes in Customer Value Drivers

pg.4

By Doug Lawson

Tactics
The corporate strategy combined with a successful joint development project, a successful first installation, and agreement by the industry that factory automation was required for large wafer sizes allowed the company to raise funds through an IPO. With funds in place we were able to hire senior local sales executives in the high growth regions. Engineering teams were strengthened to develop factory automation products with more flexibility than our competitors. Flexibility was a key element of the augmented product. We then were able to begin to acquire key technologies and products externally to complete the augmented product. This included significant software offerings and additional robotic technology and products. The whole product was completed by significantly improving our service offerings which included project management, 24/7 maintenance, local spares, 24/7 software support and software upgrades.