Joined in 2017
Originally from Taiwan, I started my career in sales for a hardware manufacturer after graduating from university, working as an ODM route salesperson, managing projects from performance evaluation to mass production at the factory. At my most recent company, I participated in the launch of the face recognition software business and was involved in the business strategy, including the formulation of the business model and annual budget, while negotiating the license agreement myself as an overseas salesperson. I like to develop new customers, and I once approached a certain major company in Japan about 300 times using various channels to develop a business relationship with them. I was selected by Morpho when I was in Japan to prepare for my move.
I was aware that the company possessed advanced image processing technology, so I wasn't worried about its product capabilities. I just wondered if a company that was skilled in this kind of technology would not have a strong sales presence. To be honest, I was a little bit concerned. However, when I actually joined the company, I was overturned by the kindness of everyone. If you don't understand something, you can ask anyone and they will teach you properly. The company I was at in the past had a detailed job description, so I couldn't easily do anything other than what was described in the description, and it was hard to see what other people were doing.
Now I'm in charge of sales in Greater China. Before COVID-19, I used to go overseas about once a month. In China, it is difficult to develop new customers without an introduction from someone, so phone calls and direct mail are not very useful. For this reason, I often use various routes, such as through friends and acquaintances. Product development cycles for mobile manufacturers are getting shorter every year, from a one-year cycle in 2014 or 2015 to about a six-month cycle now. It's like having our software embedded in a customer's next device prototype for testing, and then signing a contract if it is selected in a competition. I happen to have worked in sales in a similar industry to the one I worked in before, so I'm able to make use of my past experience. However, when I first joined the company, I was at a loss as to where to start learning about the many products available. However, our engineers gave me a lecture about our main products, and I was able to learn while working.
As a salesperson, it is important to ask "Why does the customer want this function?” It's about catching the right information, including the background, about This will help you when you ask your in-house engineers to develop it. Also, as mentioned above, smartphones are evolving every year. We have to keep up with changes in chipsets, market trends, camera hardware design, etc. But you also need to get ahead of what customers are going to do next. There is also the possibility that what worked well in the prototype will fail in the mass production environment. Responding appropriately to these various changes and unexpected events is the key to gaining the trust of customers. If you have such an orientation, you will be able to play an active role in Morpho.