The Hyperscaler Procurement Playbook, Reverse-Engineered from Public Filings
I get asked a version of this question several times a year. "How do the hyperscalers actually buy optical modules — what are they doing that we should be doing?
I get asked a version of this question several times a year. "How do the hyperscalers actually buy optical modules — what are they doing that we should be doing?
When a module vendor sends you their roadmap slide for the next eighteen months, they're telling you what they want you to plan around. When the same vendor
I have signed quotes in my procurement file from the same module vendor, for the same SKU, dated the same quarter, that are 38 percent apart. Different buyers. Different volume
Six coherent DSP houses competed in 2018. Three remain. That's not really three options. It's one option, one second-source, and a negotiating chip. Procurement teams who
The MSA — Multi-Source Agreement — is a document. It is a good document. It defines the mechanical envelope, the pinout, the power envelope, and the management interface for a class of