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Standard of Excellence: Engineering Collaboration Has Become the New Sales Strategy

09/30/2026 | Anaya Vardya -- Column: Standard of Excellence
Engineering collaboration has become the industry's most powerful sales strategy. It’s no longer only about price, lead time, and shipping. Today’s most successful companies are helping customers build better products before a purchase order is ever issued. OEM’s seem to be facing unprecedented design complexity. Products are smaller, faster, lighter, and more sophisticated while reliability expectations rise. At the same time, component availability, material selection, manufacturability, regulatory compliance, and supply chain uncertainty have made successful product development more challenging than ever.

It’s Only Common Sense: Make Your ‘Account’ the Whole Organization

09/28/2026 | Dan Beaulieu -- Column: It's Only Common Sense
Too many salespeople confuse personal familiarity with account penetration, but one contact does not make an account. Maybe that person likes you. She buys you lunch, answers your calls, and sends you RFQs. But what happens when she leaves or gets promoted? Then what do you have?  Nothing. Your account is the whole organization, which contains people with different responsibilities, pressures, priorities, and definitions of value. Professional salespeople understand that winning an account means building credibility throughout that organization.

When the World Becomes Your Design Team

09/24/2026 | Stephen V. Chavez, Siemens EDA and PCEA
More than a decade ago, I stood in front of an IPC APEX EXPO Design Forum audience and talked about something that was becoming more important in electronics design: successful communication with an international engineering team. I had been working with a global PCB design organization that included a talented team in Bangalore, India. However, I was based in Arizona, where there was a 12-hour time difference separating us. With different work schedules, cultures, languages, and communication styles, there were plenty of reasons that could have made collaboration difficult.

Panasonic Factory Solutions Consolidates Core Operations in Eastern Europe

09/23/2026 | Panasonic Factory Solutions
Panasonic Factory Solutions is strengthening its presence in Central and Eastern Europe by centralising its customer support, engineering, service and development activities in Budapest, Hungary.

GSME, Teradyne Announce Strategic Partnership

09/23/2026 | PRNewswire
GS Microelectronics U.S., Inc., a fast-growing semiconductor solutions provider, and Teradyne, Inc., a leading provider of automated test equipment and advanced robotics, today announced a multi‑year strategic partnership to establish a state‑of‑the‑art semiconductor test and evaluation center designed to accelerate customer time‑to‑market.
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