My First Watkins-Johnson Project

1
MyFirst Watkins-Johnson Project
2
Introduction

• My First Two Months at W-J
• Microwave Tubes were 150 of company profit
• Founders wanted to invest in solid state products
• Employees did not all buy into that strategy

3
Microwave Tube Sales

• 95 of Company Revenue
• Microwave Amplifiers (TWTs for receivers)
• Microwave Oscillators (BWOs for oscillators,
  spectrum analyzers)
• Bands
• 1 2 GHz
• 2 4 GHz
• 4 8 GHz
• 8 12.4 GHz
• 12.4 18GHz

4
Solid State Division

• YIG Filters were 70 of Sales
• 1 - 2 GHz
• 2 - 4 GHz
• 4 8 GHz
• 8 12.4 GHz
• 12.4 18 GHz
• 1-2 GHz Amplifiers were 20 of Sales
• 1-2 GHz Oscillators were 10 of Sales
• Silicon Transistors did not go above 2 GHz

5
Solid State Competitor

• Avantek
• Made their own transistors
• Claimed that they were about to introduce
  transistors above 2 GHz
• Would not sell to W-J

6
Solid State Management Pitch to Founders

• Upgrade small RD facility
• Capital Equipment
• R D funds
• Goal was to manufacture our own Silicon
  transistors

7
Founders Response

• Let me think about it
• Meet at 9 am the following day

8
Founders Answer

• Dont want to invest in a me too operation
• T.I. And NEC were already making Silicon
  Transistors for above 2 GHz
• Consider proposing something that would provide
  an unique product

9
Employee Response

• Three Engineers leave
• Manager of R D leaves
• Manager of Solid State Amplifiers leaves
• Division Manager Resigns

10
Keith Kennedys Response

• Propose GaAs oscillators to replace BWOs
• Claim that can produce units to cover
• 4 8 GHz
• 8 12.4 GHz
• 12.4 18 GHz

11
Results

• In 6 months supplied sample oscillators to
• H-P
• Wiltron
• Narda
• Kruse
• Production orders in 12 months
• Product removed from Keith Kennedys control

12
Keiths Directions

• Go invent another product
• We have people who can productize and produce
  it
• I was very upset for about 2 months
• I then headed another product development and
  this time spun it off before management decided
  to take it away

13
Results

• In 18 months supplied 60 of oscillators for
• H-P
• Wiltron
• Narda
• Kruse
• 10 years later developed GaAs Field Effect
  Transistors (FET)
• Spun off Companys revenue in 2002 was 75 due to
  sales of FETs

14
Suggestions

• Learn to listen to No
• How a manager says no is important
• Bay Area culture permits failure