We could never have made it in this new market if my colleague (and subsequent WILTRON president) Duane Dunwoodie had not learned the market, first technically, then marketing-wise, and finally politically. In the beginning I had to convince Duane of the new system approach that was required in the telecommunications market; once convinced, he made it work for us, with the help of literally hundreds of other WILTRON engineering employees, all with their special expertise.

On the flip side, once you pass all the hurdles, and you get your product built into the telephone office, you can be in for good. The telephone company can’t do without you. So you wind up with a proprietary edge.

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