About the Author
Kiran Bulusu is a Strategic Account Management professional in Electronics Design Automation (EDA)/Semiconductor Industry.
He has experience in Product Positioning,Revenue Generation, building customer relationships and converting them into strategic accounts. His strategies and technical competence helped win many aggressive pre-sales campaigns in EDA and Semiconductor industry.
His technical experience is primarily starting from logic synthesis to GDSII including DFT/Formal Verification/Hierarchical Floorplanning on various process all the way from 0.13u to 32nm . He has worked ASIC designs implementation on couple of high performance processors from ARM (Cortex A9/15)/MIPS (74K,1004K,1024K) /Sun (OpenSparc T2 ) and Graphics Cores (SGX) from Imagination Technologies , UK .
His other interests include Management Consulting,Marketing and Entrepreneurship. He is currently employed at Cadence Design Systems.
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Monthly Archives: July 2010
Partnerships ,Product eco systems and True solution offerings..
You would need to develop a complete eco system to fully and truly offer a product/solution especially if you are entering into newer market segments or you are redefining the way you approach and solve the problem. If you don’t have a good eco system , it doesn’t matter to most customers even if you happen to offer a cutting edge product or cheaper solution. Lets consider entirely different industries: Smart phones and mobile apps and Design automation industry.
If you have a smart phone with latest and greatest HW/SW,but don’t have a apps/other services built around your product either by you or your partners, most likely it will passed by even if you offer for hard to say no prices. On the other hand, if you have decent or not so great product , but you have entire eco system developed around, it will still sell big time. Readers can easily think of Apple Iphone vs Android vs Nokia Symbian ;
Same concepts applies to most of the industries/segments like Electronics Design Automation (EDA) which is key driver for Semiconductor industry. If you have a compelling synthesis solution or a complete implementation solution and you say you don’t have DFT solution, unless you partner with some DFT companies, most semi companies will not even look at you even if you offer compelling soln; You are creating and adding value to the customer not by just your product alone , but by offering the product ecosystem
Build a good community around your product..
Just a quick tip to startups and other companies who are introducing new product into the market. Build a community around your product . Its the quick way to get noticed, build good reputation for your product and company. One way is to evangelize. Make community building part of your product team. Explain the technology for newbie (sort of 101) ..then explain how your technology differentiates…Comment about the upcoming technologies etc..sort of a blog if you will..talk about how each of the features of your product applies to target users and how they can use/utilize and increase their productivity etc..if you cant find enough to explain , then you don’t need to have that feature..I will be posting more tips in future posts, but if they are any tips readers would like to add/share, please let me know and I will add it here…
