Solder Materials
Case study examples• LOCTITE GC 18 – Multi-market and Telecom
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Example 1
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LOCTITE GC 18Case Study: Telecom market approval12 months relationship building to qualification
March 20, 2020
CHALLENGE (1 customer, but 2 EMS)• No customer intimacy• Previous attempt failed due to high QFN voiding and
insufficient value proposition• Feedback key: need technical input for material
selection/evaluation and key customer sponsor
SOLUTION (focus on development center)• Develop both technical and account intimacy• Assessing and understanding the key
metrics/weighting
• Develop key account relationship (both technical and
process)
RESULTS (HQ approval)• Material evaluated and benchmarked vs industry (+7)• 12 metrics evaluated
• Chosen solution based on weight average and key
customer metrics
• Roll out developed next generation opportunity
FOCUS• Know your sponsor; create multiple!
• Know your metrics
• Ensure technical intimacy created
4March 20, 2020
Stage 1: Challenge Stage 2: Solution Stage 3:Results
• Create Business Development Team
• Create Customer Interaction Team
• Visit Customer to engage intimacy teams
• Understand customer metrics and
previous trials (TAM and CTQ’s)
• Self learning and empathetic to
challenges
• Confirm Customer
project sponsors
• Confirm review cycle
• Confirm
innovation
support
• Based on CTQ’s metrics, and previous results
(QFN void, printing, slump, coalescence and
SIR), GC 18 was submitted
• Material submitted was part of a
global evaluation at customer.
• Technical team present at part of
trial to ensure knowledge shared
• Evaluation done with 4
competitors (8
products) in blind test.
• No
challenges
noted
• Customer shares detailed report of
performance, highlighting all materials
evaluated.
• Confirm GC 18 has met all the
attributes noted from CTQ and is
ranked top and approved.
• Competitor materials ROL1
• Part # given for new
programs
• Team roll out solution
• Improved
process
knowledge
LOCTITE GC 18Case Study: Telecom market approval12 months relationship building to qualification
GC 18 “Shows good and even
performance in this evaluation”
– Customer report
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CHALLENGE (1 customer, 13 markets, 260 OEMs)• Open for a trial
• Customer: Which product do you want to offer?
• Customer: 8 competitor products to be assessed in same evaluation and you won't be at trial!!
• Customer: Product need both customer global and EMS roll out
• Customer: Be clear on operating and handling instructions
• HENKEL: Understand opportunity
LOCTITE GC 18Case Study: Telecom market approval12 months relationship building to qualification
Technical Intimacy Development• HENKEL: Review previous trial data
• HENKEL: Create technical team to weight determine key
metrics in the requirements. Product CTQ’s confirmed:
• Low process Cpk – can we improve?
• Mitigate higher moisture/temperature conditions
– can we offer improved SIR?
• Can we reduce HiP?
• Sustainability: improve utilization and avoid
nitrogen – can we offer a halogen free solution
(ROL0) and not use nitrogen and improve yield
over ROL1 incumbent?
• HDI: do we have solutions for small large
components in near proximity?
Previous Trial:• QFN solderability and voiding crucial in
technical discussion
• Improve high temperature slump
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LOCTITE GC 18Case Study: Telecom market approval12 months relationship building to qualification
SOLUTION (1 customer, 13 markets, 260 OEMs)• Open for a trial• Customer: Do you have technical data package to review?
• Customer: Do you have benchmark data to justify performance?
• Customer: Is this material commercially available?
• Customer: Is it compatible to solder paste jetting solution and encapsulants?
Technical Intimacy Development• Technical presentation(s) with value proposition presented
• Addressed previous results, with benchmarking showing
improvements have been made
• HENKEL: Process data using statistically
justification for improvements for the CTQ’s noted
using a recognized test vehicle
• HENKEL: Technical presentation on the formation
of voiding (with videos) showing knowledge on
how mitigate in process builds
• Customer: Potential benefits must be
demonstrated on live boards to show real
performance attributes
Trial:• 8 products in evaluation (+ incumbent)
• 4 competitors
• 1 incumbent
• Document opportunity and
understand risk management program
on TAM v SAM and timelines for new
programs
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LOCTITE GC 18Case Study: Telecom market approval12 months relationship building to qualification
RESULTS (HQ approval)• Open for a trial
• Customer: 8 months after paste submission
• Results didn’t match the high performance prepared in disclosure prior to the trial
• Reason: Optimal performance settings not possible as customer wants to standardize parameters
• Implication: GC 18 has consistent attributes without process optimization
Technical Results• Customer:
• LOCTITE GC 18: “Shows good and even performance in this
evaluation with only lower result than most competitors in
the hot slumping test”.
• “GC 18 ranked as approved and recommended”
Customer Commentary:• Material is approved and robust
• Further optimization is welcomed
• HENKEL: Value proposition confirmed
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Example 2
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LOCTITE GC 18Case Study: Multi-market (13) approval48 months relationship building to qualification
March 20, 2020
CHALLENGE (1 customer, 13 markets, 260 OEMs)• No customer intimacy and historical reputation• 20 functional attributes to pass
• Customer emphasis: data from specific test vehicle• Confirm with customer key criteria and sponsors• Approval: need global vendor part # and site approvals
SOLUTION (1 customer, 36 operation sites)• Develop both technical and account intimacy• Formulation development with consistent technical
updates (and sampling if needed)
• Develop account plan network connections
• Ensure evaluation would still happen
RESULTS (HQ approval)• Creating Value Proposition with TCO and ROI• Fast track material testing to approval
• Develop path of material to application approval using
market network plan
• Emphasis on sustainability metrics
FOCUS• Know your sponsor; create multiple!
• Know your metrics
• Ensure technical intimacy created
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LOCTITE GC 18Case Study: Multi-market (13) approval48 months relationship building to qualification
Stage 1: Challenge Stage 2: Solution Stage 3:Results
• Create Business Development Team
• Create Customer Interaction Team
• Visit Customer to engage intimacy teams
• Understand customer metrics and
previous trials (TAM and CTQ’s)
• Self learning and empathetic to
challenges
• Confirm Customer
project sponsors
• Confirm review cycle
• Confirm
innovation
support
• Create and confirm customer test vehicle
• Capability of developing statistically
significant data in DOE formulation
• Benchmarking with test vehicle to
confirm previous technology
weaknesses to confirm metrics
needed for improvement
• Update status with
sponsors frequently to
maintain engagement
• Confirm
value
proposition
• Engage with HQ and customer operations to
ensure TCO and ROI package is shared.
• Align supply chain requirements
• Customer confirms timeline for
their validation program
• Technical support essential for
Prototype, Mass Production trials
• Determine OEM
programs, volume and
confirm pricing
• Part # on
their SAP:
roll out
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CHALLENGE (1 customer, 13 markets, 260 OEMs)• Open for a trial
• Customer: Which product do you want to offer?
• Customer: Send us a sample
• Customer: Test sample and responsiveness immediately
based on the technical aspects.
Technical Intimacy Development• HENKEL: Review previous field results data
• HENKEL: Create technical team to weight determine key
metrics in the requirements. Product CTQ’s confirmed:
• < 25% void requirements for ALL QFNs• Maintain all other attributes
Previous Trial:• QFN solderability and voiding crucial in technical discussion
• Improve high temperature slump
LOCTITE GC 18Case Study: Multi-market (13) approval48 months relationship building to qualification
1st RESULTS (1 customer, 13 markets, 260 OEMs)• Customer Initial trials - #1 in ranking in 10 paste evaluation.
• BUT last phase a curve ball – all NPI programs (80%) will
contain large bottom terminated components
• QFN new component at heart of requirements
• Specifically QFN’s
• Voiding in excess of 40%
2nd RESULTS (1 customer, 13 markets, 260 OEMs)• Customer: Benchmarking: trials – against trial 1
• HENKEL data shows voids around 25%
• Material properties all pass, but
• Voiding in excess of 25%
24months
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SOLUTION (1 customer, 13 markets, 260 OEMs)• Open for a trial• Customer: Last time trial before moving on to next generation materials
• HENKEL: Request components, and test vehicle as data package not delivering solution
• Customer: Come back when you are confident, but justify your claims
Technical Intimacy Development• HENKEL: Create a test vehicle that can be used to evaluate
all the customer OEM requirements
• Ensure material evaluation internally matches the data
from previous evaluations so improvements can be
measured
• HENKEL: formulation plan and lab results showing metrics
that match customer market requirements.
• HENKEL: technical team (globally) test material to create
data that includes variants of test vehicle, components,
surface finish and reflow process to gauge product/process
robustness
• HENKEL: create technical presentation showing how
formulation impacts void levels recorded
Trial:• HENKEL: Determine opportunities of
off-line examination
• HQ make approvals, but sales intimacy
development showcases some
decisions are made at local level
without HQ approval.
• HENKEL: Determine a friendly site
evaluation to validate internal package
LOCTITE GC 18Case Study: Multi-market (13) approval48 months relationship building to qualification
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LOCTITE GC 18Case Study: Multi-market (13) approval48 months relationship building to qualification
RESULTS (HQ approval)• Open for a trial
• HENKEL: Value proposition confirmed from friendly location prior to HQ submission
• HENKEL: with new test vehicle and thoroughness of data package, customer approves trial opportunity
• Customer: Six months after paste submission (delay due to customer HQ restructuring)
• Account manager constant engagement with contact team and sponsors
• Deliver technical update and sustainability metrics
Technical Results• Customer:
• “GC 18 did not shine in any particular category but did well
across the board.”
• Printing: GC 18 AR down to 0.5, Cpk >1.5
• QFN voiding: GC 18 ranked as “the best” for voiding
• Specifically, QFN voiding <15% across all reflow profiles
• All other metrics satisfied CTQs
Customer Commentary:• Material is approved and robust
• Material is approved for evaluation
and for application
• HENKEL: Value proposition confirmed
Thank you!