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How to Segment the Japan Market


By Davis Huang

Lessons Learned
An unexpected benefit of the licensing relationship with the Keiretsu semiconductor group was the experience gained by the cross-functional team our Company assembled to co-design with our Japanese partner.  Unlike the case with standard memory products, it was valuable to our Company for our engineering group to participate with our sales team, and interact directly with customers as part of our initiative to win the battle in Japan.  This success helped establish engineering commitment buy-in into the process of gaining customer point-of-view as part of envisioning a technical solution. Finally, the goal of meeting the business expectations of a critically important first customer kept everyone focused on execution to schedule.