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Marketing for B2B Technologies

Market Development: Radio Frequency Calibration


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In 2001, Fluke Calibration was considering entry into the RF calibration marketplace. Martin Technical Research was hired to:
  • Understand what issues and trends were affecting the existing environment for RF calibrations.
  • Identify market drivers that would shape the future needs of RF calibration labs.
Using my own industry contact lists, I interviewed a mix of:
  • Dedicated third-party RF calibration labs.
  • Original equipment manufacturers (OEMs) who performed their own RF calibrations.
  • OEMs who shipped their equipment to outside sources for RF cals.

OEMs that were interviewed included Fairchild Semiconductor, Belden Communications, Lucent Technologies, Hamilton Sundstrand, Siemens-Stromberg Carlson,  Dictaphone, 3Com, Xircom,  Baldwin Contract Electronics, Honeywell, Raytheon, Lockheed Martin, Novatel, Motorola, Verizon, Storage Tek and Singular Wireless.

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Results:
  The final report identified the two most frequently RF-calibrated items – spectrum analyzers and signal generators.  Additionally, 57% of respondents to an open-ended question said that development of automated software test procedures would be the single greatest improvement to their RF capabilities.

And anecdotal comments from end-users, including this comment from a communications engineer describing his RF application as it related to the Patriot Missile defense system, brought valuable insight to the RF design team….

Application quotes from end-user :   “We're testing radio equipment, mostly.  Also for field testing, to see if there’s a jammer out there.  Typically we set up a spectrum analyzer to see if anyone’s jamming us.  (We) measure RF frequencies where we are.  We’re trying to find out who’s out there.”

Bandwidth :  1350 Mhz to 1850 Mhz.

Key Measurements:  “Harmonics, attenuation, measuring cables, attenuation cables, spurious responses, noise figures.”


This study was the first step in Fluke’s path toward rapidly becoming the marketplace leader in RF calibrations.
​http://us.flukecal.com/products/rf-calibration

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​Martin Technical Research
5701 North Waterbury Road
Des Moines, IA 50312
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  • Home
  • Case Studies
    • Lead Generation >
      • Digital Oscilloscopes
      • EMC/EMI Marketplace
      • Food/Beverage & Chemicals
      • Fiberglass Grating
    • Market Development >
      • DNA/RNA Analysis
      • Semiconductor Programming
      • Pharma/Biotech Cleanrooms
      • RF Calibration
    • Product Development >
      • Fire Inspection Devices
      • Underground Pipe Locators
      • 6 1/2 Digit Bench DMMs
      • Current Clamp Meters
      • Food Irradiators
      • Circuit Breaker Diagnostics
      • Moisture Analyzers
    • Marketing Communications >
      • Technical Writing
      • Public Relations >
        • AATI
        • Kistler Morse
        • Liberty Labs
        • Ryan Instruments
        • Midcon Cables
        • Chemgrate
        • Western Display Fireworks
        • Fluke Networks
      • Sales Tools >
        • AATI
        • Kistler-Morse
        • Ryan Instruments
      • Print Ads >
        • AATI
        • Arizona Instrument
        • Ryan Instruments
      • Business Articles
  • Technologies
    • Analyzers & Instruments
    • Test & Measurement Equip
    • Refrigeration & HVAC
    • General Industrial
    • Optics
    • Nuclear-Related
    • Software and Related
    • Components
    • Computer Hardware
    • Systems
    • Medical
  • Research Snapshots
    • Fire Fighting
    • Ultrasonic Level Detection
    • Facility Lighting Systems
    • Aircraft Repair
    • Underground Pipe Locators
    • Drug Moisture Analysis
    • ESD Guns
    • Semicon Programming
    • Calorimeters
    • Installing Fiber Optics
    • Clamp Meter Displays
  • About