Tailored Solutions for Complex Needs: How Collaborative Engineering Secured a Strategic Win

Project overview  

When a customer specialising in software needed a system to house 3U VPX boards, they initially approached one of our largest competitors. The competitor offered to build a system to the customer’s specifications, but there was a catch—the customer wasn't entirely sure what they needed. Lacking expertise in this area, they were stuck. That's when they turned to us for help. Understanding their challenges, we took the time to work closely with them, diving deep into their requirements to figure out the best solution. Our collaborative approach and dedication to understanding their needs were key factors that won us the business. 

The challenge 

The customer required a system that could accommodate 3U VPX boards, but with specific constraints—it needed to fit into an existing space within their infrastructure. The customer’s lack of expertise in system design made it difficult for them to define exact specifications. This presented a challenge: they needed a solution tailored to their needs without knowing precisely what that solution should be. 

Our solution 

Rather than asking the customer to specify their needs, we worked alongside them to identify the optimal solution. We spent time at their offices, getting to know their team and the project better, which helped us build a strong working relationship. Together, we developed a prototype system that met all their requirements. The system we created is a 2RU 19” rackmount design incorporating 3U VPX and XMC cards. By using our own VPX and XMC cards from our Commercial Off-The-Shelf (COTS) catalog, we ensured the system aligned with open industry standards. This alignment protected the customer’s investment by enabling easy upgrades in the future, allowing them to swap out boards for newer versions as needed. 

 Outcomes and Impact 

The customer was thrilled with the prototype we delivered, which led them to place a full order with us. The system not only met their specific spatial requirements but also provided them with a future-proof solution thanks to the use of industry-standard components. Our ability to understand their needs, build a solution tailored to those needs, and foster a strong working relationship was instrumental in securing their business. 

Key takeaways 

• Collaborative Approach: Our willingness to work closely with the customer, investing time to understand their needs, was crucial in delivering the right solution. 

• Expertise in Action: We leveraged our decades of engineering expertise to guide the customer through the process, helping them determine what they truly needed. 

• Future-Proof Design: By using open industry standards, we ensured the customer’s system could easily accommodate future upgrades, protecting their investment over the long term. 

• Building Relationships: Our hands-on approach and commitment to relationship-building not only solved the customer’s immediate challenge but also laid the foundation for a strong, ongoing partnership. 

Conclusion 

This case study underscores our commitment to working closely with our customers, using our engineering expertise to help them find the best solution for their needs. By building strong relationships and providing tailored, future-proof systems, we ensure our customers can confidently achieve their goals, both now and in the future.