What is in this article?:
- Interview: Greg Maury, President, Maury Microwave
- Catering To The Customer
Catering To The Customer
NF: What services do you offer for a company in need of test-and-measurement system integration? And what do you do if that company is tied to one particular test-and-measurement equipment manufacturer and theirs is not the optimum solution?
GM: Our company identity is built around being our customers’ calibration, measurement, and modeling solutions partner. We offer services and turnkey solutions surrounding all three aspects: calibration, measurement, and modeling. With regard to system integration, we have standardized cutting-edge technology into repeatable turnkey solutions based on the most advanced Maury and partner-supplied IP. System integrations can include on-wafer, millimeter-wave S-parameter; load-pull and noise-parameter measurements; pulsed-bias, multi-harmonic hybrid-active load pull; or integrating our automated impedance tuners into customers’ ATE solutions. The idea behind our integration service is to offer our customers, who are really our partners, a finished guaranteed product that works right the first time.
On one hand, our final responsibility is to the customer—to listen to his needs and respond in kind. On the other hand, Maury is the ideal partner, as we are always open and honest. We will promote the solution that best meets our customers’ needs, but we will also work within the guidelines outlined by the customer—whether that includes nonpartner equipment or not.
NF: Maury has relationships with some leading test-and-measurement companies. Can you detail those relationships and explain how they came about—as well as the unique solutions that have grown out of these relationships?
GM: Maury has always been a company that has listened to its customers. Our customers’ requests (sometimes demands) have driven the direction of our development and partnerships in order to offer these unique solutions. In the 1980s, Maury developed a strong relationship with Hewlett-Packard (now Agilent Technologies - Components Test Division) as a primary source for calibration kits for its vector-network-analyzer (VNA) families, including the popular 8510. In the late ’90s and early 2000s, customers began requesting a more integrated solution with responsibilities from a single provider. This demand drove the evolution of our long-term relationship with Agilent Technologies, which enabled us to offer the most advanced turnkey solutions available.
In the early 2000s, customers started asking for more integrated measurement and modeling solutions—something that could take measurements, generate models, validate models, and help in the amplifier design and validation process. This led to the strong partnership between Maury and AMCAD Engineering, a world leader in advanced modeling and measurement techniques. Similarly, customer demands for wideband modulated impedance control for realistic signals, such as IEEE 802.11ac and Long Term Evolution (LTE), drove us to a collaboration and partnership with Anteverta-mw.
NF: Can other (competing) test-and-measurement companies work with you the same way?
GM: Yes. We actively promote partner-based solutions. If we stick with the principle that these other opportunities are customer-driven and we are authentic (honest and appropriate) in our communication with our partners, we will maintain strong relationships with them.
NF: Earlier this month, Rusty Myers chaired one of the oral sessions at the 81st ARFTG meeting in Seattle. Maury has apparently had a long relationship with ARFTG. Can you talk a little bit about how this started and how the relationship has developed over time—as well as the value of ARFTG to the industry?
GM: Maury has been involved in ARFTG from its early days. One of Maury’s founders (Mario Maury Jr.) presented many papers and served on ARFTG’s EXCOM during the ’80s, helping to develop the relationship between ARFTG and MTT ADCOM. Maury has consistently exhibited at ARFTG conferences. Over the years, many other Maury members also have presented papers at ARFTG conferences. During the ’90s, Gary Simpson was elected to ARFTG’s EXCOM and served for 16 years. Today, Rusty Myers is serving on ARFTG’s EXCOM.
ARFTG is centered on advances in measurement technologies and uncertainties. Many new measurement concepts are first introduced through ARFTG papers and, as such, many of the attendees to ARFTG conferences are leaders in their fields of technology with members from worldwide standards organizations. Every ARFTG conference invariably has papers related to VNA calibration, nonlinear measurements, load pull, noise parameter measurements, and NVNA. All of these topics are core to Maury’s business.
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NF: Do you have any advice for people leading family firms, who want to make sure their company continues to serve the microwave industry in future generations?
GM: Yes. Run! Run off and join the circus as fast as you can! On a serious note, whether your company is new or entrenched, you must clearly understand your vision, mission, objectives, values, and—most importantly—your exit strategy. “Begin with the end in mind.” Surround yourself with a strong CFO, marketing team, and good advisors. Expect from other family members objectivity, complete support, and clearly defined roles. If none of this works, then invest in a very large striped tent or a car wash!