Latchman Venkatesh
Latchman Venkatesh
added customer customers growing heard known last nine quarter services silicon valley
We have a growing customer base. Last quarter we added nine customers and we hadn't approached them. They heard about us. We are well known in Silicon Valley for services flexibility. When customers say 'jump,' we say 'how high?' That's how we win business.
customers rely
We have to rely on distribution to give our customers the flexibility that they need.
bring material pay remains talking until
What I do with distribution is I bring material into our stock. It remains as consigned. We don't pay for it until we use it. That's the flexibility I'm talking about.
buy changes component customer directly schedule ship
If I buy directly from a component manufacturer, they'll ship the part when I schedule it. But if my customer changes his schedule, I don't have the same flexibility with the component manufacturer that I have with distribution.