Standard of Excellence: Building Intelligent Supply Chain Ecosystems Before Your Competitors Do
SMT Perspectives & Prospects: The Architecture of Winston Churchill’s Leadership
Global Sourcing Spotlight: Making Global Sourcing Simple Again
Vijay: Correct. Then, obviously, to make sure that it's doing what we say. It is evaluating.
Matties: Compatible with their process. Because every process is slightly different.
Vijay: Exactly. Then we also collaborate with them on both processes as well as reliability requirements.
Matties: If a customer is interested in becoming a customer, what's the typical cycle time for them just to knock on your door and then ultimately become a customer?
Vijay: Again, I think it depends on the vertical. If you are looking at automotive, PCBA, and power modules, they've got a very structured approach to qualifications. They've got design validation, production validation, and then start of production. But even before the DV, all the nitty gritty, which is not only the material, but the material has got to tie in with every other component where you've got the conformal coating, the plastics, and then the overall reliability rather than just volt level reliability. When you factor all of this to get qualified, it could take anywhere between 12 and 18 months. Then your volume runs on DV, PV, and then SOP.
Matties: So to win over a customer, it seems to me that they must be having some problem first because why else would they change?
Vijay: From a technology standpoint, yes.
Matties: Because if they have a proven reliable process, that's got to be a difficult challenge for you in the selling process, yes?
Vijay: Perhaps, but it might not necessarily be a problem they're facing today versus what the environment outside is dictating in terms of the future challenges for which they've got to start getting ready today, because their qualification could take another 24 months. The current material might not be giving them actual problems for their products today, but they know that the same product has got to be rated for more reliability.
Matties: But having a crystal ball that looks out two years is…
Vijay: Not in automotive.
Matties: Really?
Vijay: For instance, they are looking at surface temperatures for plus 150°C today, and they have started qualifications knowing full well that they're going to hit a wall in the next two to three years. Because they've got to get the other aspects of their material sets, but they've got so many other variables also.
Matties: You're a wealth of knowledge, and I could talk to you for much longer. Do you have any other thoughts that you'd like to share with the industry?
Vijay: Thank you, and you’re right. I’m sure we could keep talking, but let’s save that for another time.
Matties: Good. Well, thank you very much.
Page 4 of 4
