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MyFirst Watkins-Johnson Project

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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

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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

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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

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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

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Solid State Management Pitch to Founders Upgrade small R&D facility Capital Equipment R & D funds Goal was to manufacture our own

Silicon transistors

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Founder’s Response

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

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Founder’s Answer

Don’t 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

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Employee Response

Three Engineers leave Manager of R & D leaves Manager of Solid State Amplifiers

leaves Division Manager Resigns

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Keith Kennedy’s 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

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Results

In 6 months supplied sample oscillators to: H-P Wiltron Narda Kruse

Production orders in 12 months Product removed from Keith

Kennedy’s control

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Keith’s 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

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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 Company’s revenue in 2002 was 75% due to sales of FETs

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Suggestions

Learn to listen to No How a manager says no is

important Bay Area culture permits failure