Course objective

Provide the attendee with concepts and tools to improve their ability to place profitable components or subsystems into designs of industrial B2B customers.
Gain an understanding of what customers need and why.
Low-yield methods and how to avoid them will also be reviewed.

Who will benefit from this course

• Account managers, salespeople, product marketing managers and product managers needing to improve design adoption and OEM market share.
• Quality managers and account managers dealing with historical forces impacting current sales.
• Product managers needing better sales in competitive and demanding markets.

Course syllabus

• What is a “print” and what does it really mean to get print position.
• The difference between product features (such as size or voltage) and supplier features (such as service & support).
• Making it easy for customers to select your component.
• Making it easy for customers to buy your component.
• Making the customer still love your less-than-perfect component.
• Keeping the component at the customer – avoiding returns.
• Getting your components in the next designs.
• Getting more profit from your component.
• Low-yield methods to get print position.