Verigy - Employee Profiles

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Business Development - Employee Profile

Name:	Franner
Year Hired:	2003
Location:	Taiwan
Position:	Senior Business Development Engineer
Languages:	Chinese, English
Interests:	Movies, Bicycling
Hometown:	Taipei, Taiwan
Experience:	Sales and Business Creation
Education:	Bachelors degree in Business Administration, MBA in Operation Management, National Taiwan University

Q: How would you describe yourself, and what motivates and energizes you in your professional life?

A: I'm accountable and committed to my job. I was in the sales function and now am in a business creation team, but no matter what, I always do my best to support my customers. People can count on me for what I promised to accomplish.

The ATE industry is a challenging and dynamic industry. It makes me excited because we often deal with different business requirements. As time goes by, customer's behaviors change and so do their requirements. We need to understand customer dynamics and have different proposals to support their technical requirements and business objectives. It motivates me to keep learning finance, technology and competitor information to know how to support my customers better.

Q: What do you love about your job or what do you find the most rewarding?

A: Working with talented people is the most rewarding part of my job. There are many smart and creative people in Verigy and I enjoy working with them to make ideas come true. In HP or Agilent time we were working under a big company brand name and the name represents its credibility. Now in Verigy we're a new and small company and we need to focus even more on customer needs and respond quickly to build up our own brand name.

It’s great that so many talented people are here and contribute their expertise to work things out together. Starting from idea generation to implementation, I experience how people work together to achieve our commitment to customers with limited resource. In the end, customers recognize our responsiveness and are willing to have a closer business partnership with Verigy.

I believe the talented people in Verigy are our biggest asset and we'll create a brand name just as good as HP & Agilent. And working and learning from these talented people is the best part of my job.

Q: What is most challenging about your job?

A: The most challenging part of my job is to co-work with people in different functions. Since I'm in a sales support team, my key objective is to help Field Engineers (FE's) achieve their sales goals. The goals might be to close an order or have a promotion program in place. Take the pass-thru program for example, I worked with the supply chain manager to understand the business objectives and the program positioning to customers. I also worked closely with finance team and legal team to make sure that the terms and conditions protected our company and there would be no revenue recognition or auditing issue caused by this new program.

People in different groups may have different mindsets. Communication and organization skills are very important to help people focus on the issue to be resolved and to have constructive discussion. Most of the time I'm the coordinator of the projects and it's a challenging and exciting task to me.

Q: What cool projects have you worked on?

A: A project involving the Service & Support contract was one of the most interesting and coolest projects I've worked on. When I was a FE, my customer didn't sign a S&S contract because they thought contract price was too high and it was not worth it. I worked with account AE to review everything, starting with daily support, to understand their pain and to provide suggestions to help their production improvement. Also, I learned from customer's sales team about their expectation of production team to achieve their sales goal, which is to have least system down time and smooth production.

At the end we found that production team kept many failed parts on hand to reduce cost, but it impacted system up time. We did a proposal to help customer reduce overall repair cost with a guaranteed response time from Verigy. At the beginning, the production site was still hesitant to process our proposal because it costs money and they'd rather keep their old ways to reduce cost. We explained to not only the production team but also the sales team how this helps them increase system available hours, and got their support to sign the contract.

It's a special selling experience because normally it's the production team's decision to sign the contract or not but we got customer sales team's support to close the deal at the end.