A quick snapshot of the program you want automated

• How would you summarize the assembly line or product program you want automated, including target annual volume and number of variants?
• What is your target day-one cycle time per unit? Options: <5s, 5-15s, 15-60s, 1-5 min, >5 min, Unsure
• Who on your team will make the final go/no-go decision for capital projects at this scale? Options: Plant manager, VP operations, Capital planning / finance, Director of engineering, Cross-functional committee, Other
• When do you need production-ready output on the line, and what drives that deadline? Options: Within 4 weeks, Within 2-3 months, 3-6 months, 6-12 months, Unsure
• Describe the product variant changeover you expect, including how often variants change, acceptable changeover time, and what a successful changeover looks like.

Where the current line falls short

• If your line delivered the promised cycle time but failed to hit 98% first-pass yield, what would break next in assembly, test, or shipping?
• Tell me about the last time a production ramp missed expected throughput—what caused it and who scrambled to fix it?
• Which stations or operations do you suspect are highest risk for yield loss on day one? Options: Fastening / torque, Vision inspection, Adhesive dispense, Press-fit / interference fit, Functional test, Operator handoffs, Other
• How often do unplanned changeovers or product swaps occur today, and what is the typical duration? Options: Multiple times per shift, Once per shift, Daily, Weekly, Monthly, Rarely
• What are the top three recurring quality defects you see after previous new-equipment installs, and how do they typically surface?

Hidden costs and staffing realities

• Who currently maintains your automation and PLC logic, and what happens when those people are unavailable? Options: Dedicated in-house automation team, Plant electricians with vendor backup, Third-party contractor, No dedicated resource, Other
• When an automated cell goes down today, what is the typical mean time to repair with your current resources? Options: <2 hours, 2-8 hours, 8-24 hours, 1-3 days, >3 days, Unsure
• Could your technicians load and change robot programs and PLC recipes without vendor support, or would you rely on external help? Options: Fully in-house, Mostly in-house with occasional vendor support, Vendor dependent, Unsure
• Where are your technicians currently trained on camera/vision tuning and sensor calibration, and how often is that training refreshed? Options: Internal training program, Vendor training only, Third-party training partner, No formal training, Other
• Estimate the internal hours per week available to support commissioning, tuning, and post-launch debugging. Options: <10 hours, 10-40 hours, 40-80 hours, >80 hours, No dedicated hours

Top roadblocks that pause projects

• Which single project constraint would make you cancel or delay this project immediately? Options: No capital approval, Site utilities missing, No maintenance resource, Integration blockers with MES/ERP, Other
• Are there approvals, capital blocks, or executive reviews that must clear before any purchase order is placed? Options: Yes, capital approval required, Yes, safety or engineering review required, Yes, both capital and safety reviews, No, Unsure
• In the past two years, have similar automation projects been delayed by site utilities, floor access, or safety approvals? If so, give an example. Options: Frequently, Sometimes, Rarely, Never
• List any regulatory, product safety, or cleanroom constraints that could shape installation, tooling, or test methods.
• If a critical integration point like MES or ERP does not expose the data you need, what is your fallback plan? Options: Local data collection and sync, Manual entry, Delay integration until later phase, Request API access from IT, Other

The other options you are weighing

• Tell me which alternatives you are actively evaluating right now, including internal build, the incumbent, or other integrators. Options: Incumbent integrator, Custom in-house build, Another systems integrator, OEM line supplier, No alternatives, Other
• Would you stay with your current approach if it required no additional capital, and what would have to be true for that to happen? Options: Yes, if yield meets targets, Yes, if uptime meets targets, No, we are seeking broader change, Unsure
• Where does your incumbent system meet expectations, and where does it fall short compared to your stated goals?
• Are internal teams proposing to build this capability themselves rather than buying it from a vendor? Options: Yes, fully in-house, Yes, with external partner support, No, not currently proposed, Unsure
• Share any recent demos, benchmarks, or FAT results from other vendors or internal pilots that set your bar for acceptance.

Site and systems readiness that must be true

• Confirm which site utilities are guaranteed at installation start—power capacity, compressed air, network endpoints, and floor loading—and who owns each. Options: All guaranteed with named owners, Some guaranteed with owners, No guarantees yet, Unsure
• Where will the system physically sit on your floor, is the layout fixed, and do you control the space for installation windows? Options: Layout fixed and controlled by us, Layout flexible with approvals needed, Shared space with complex access, Unsure
• Do you have a dedicated IT owner for network endpoints, VPNs, and segmentation of plant-floor equipment? Options: Yes, named owner, Yes, but shared across sites, No, Unsure
• Is a product traceability data schema defined and available for mapping to our data collection and OEE tools? Options: Yes, documented and accessible, Partially defined, No, Unsure
• Estimate how long procurement, safety review, and installation permits typically take at your site. Options: <4 weeks, 4-8 weeks, 2-3 months, 3-6 months, >6 months

What success must look like on day one and at month six

• Why would you sign acceptance at go-live—are there one or two metrics that, if met, would make you accept immediately? Options: Cycle time and throughput, First-pass yield, Uptime and availability, Maintenance handover, Other
• Describe the specific maintenance handover, spares list, and training you expect when we complete commissioning.
• Would you require a warranty that guarantees first-pass yield and cycle time, and if so what period would be acceptable? Options: Yes, 6 months, Yes, 12 months, No warranty beyond standard, Unsure
• Rate how critical immediate in-person vendor support is for the first two weeks after go-live. Options: Critical - on-site required, Important - remote with occasional site visits, Nice to have, Not necessary
• Name the internal signatories required for final acceptance and their roles.

Next steps, and the single answers that speed or stop a deal

• Could you commit to a pilot acceptance window and, if successful, issue a purchase order within your stated deadline? Options: Yes, can commit, Yes, need executive approval, No, not without more validation, Unsure
• In your ideal timeline, what are the three milestones that must be hit to keep this project on schedule?
• Share the budget band approved for this project or the approval threshold we should target. Options: < $250k, $250k-$1M, $1M-$5M, > $5M, Undisclosed
• Why would you accelerate to sign if the pilot proves cycle time and yield—what internal pressure or benefit propels that decision?
• List any additional decision gates, committees, or audits that must review this project before awarding work.

• Solution Experience Session

• Confirm the current state and its cost
• Customer confirms the demonstrated workflow achieves the stated day-one cycle time for the sampled production scenario.
• Deliver a detailed FAT and site acceptance test plan that maps each test to cycle time, first-pass yield, and uptime criteria within five business days.
• Customer confirms the FAT and site acceptance tests map directly to their decision criteria and will be sufficient for sign-off.
• Align decision criteria and acceptance metrics
• Provide sample parts, current failure-mode data, and the per-operation cycle time targets for the planned production run.
• Walkthrough of the proposed assembly workflow proving day-one cycle time
• Provide floor layout, utility access constraints, and preferred FAT dates to confirm installation and FAT logistics.
• Customer confirms the maintainability and changeover procedures meet in-house technician capability and handover expectations.
• Schedule the FAT window and a follow-up technical validation call within two weeks of the FAT plan delivery.
• Map FAT and site acceptance tests to outcomes
• Agreement on the remaining evidence and the scheduled FAT window needed before commercial mutual commit.
• Demonstrate maintainability and changeover procedures
• Review commissioning risks and contingency plan
• Forced validation, confirm this maps to your need
• Agree next steps and evidence required for decision

• Solution Experience Session
• Solution Experience Deck
• Solution Brief

• meeting
• slides
• document

• Build multi-station assembly line
• Integrate robotic assembly cell
• Integrate vision inspection system
• Install automated fastening and joining stations
• Install adhesive and sealant dispensing stations
• Install press-fit and interference-fit stations
• Install leak and functional test stations
• Provide PLC, HMI, and recipe management
• Deploy statistical data collection and OEE tracking
• Conduct factory acceptance testing (FAT)
• On-site installation and commissioning
• Six-month post-launch production support
• Technician training and maintenance documentation
• Supply spare parts and tooling kit
• Capital financing and incentive qualification

Build multi-station assembly line

• Which total line throughput target do you require (express as seconds per part or parts per minute)? Options: <10 s/part (<6 ppm), 10-30 s/part (2-6 ppm), 30-60 s/part (1-2 ppm), >60 s/part (<1 ppm), Custom - specify
• How many discrete assembly stations must the line include at start of production? Options: 1-5, 6-10, 11-20, 20+
• Specify the required changeover time between product variants (minutes) and whether quick-change fixtures are required.
• List plant floor constraints that affect footprint and layout drawing (aisle width mm, ceiling height m, floor load kg/m², rollover points).
• Who will authorize and sign the final single-line layout drawing (SLD) and any layout deviations? Options: Plant manager, Manufacturing engineer, Safety officer, Capital planning, Other

Integrate robotic assembly cell

• Which robot payload and reach class is required for the primary assembly tasks (specify kg and mm)?
• Do you require collaborative robot operation or safety-fenced robot cells, and which lockout/tagout (LOTO) procedures apply? Options: Safety fencing with interlocks, Collaborative robot with monitored stop, Collaborative with power/force limiting, Unsure - need recommendation
• List required end-of-arm-tool (EOAT) functions (gripping, force-sense, tool changer, screw-driving) and torque ranges in Nm.
• Who will provide the robot controller network endpoint and PLC integration details (IP addressing, EtherNet/IP vs OPC UA preference)? Options: Your IT team, Your controls team, We coordinate, Other
• Confirm the target cycle-time contribution of this cell in seconds per part to meet the overall line throughput. Options: <2 s, 2-5 s, 5-10 s, >10 s, Specify

Integrate vision inspection system

• Which inspection tasks must the vision system perform and on which part features (presence/absence, OCR, dimensional measurement, surface defect)? Options: Presence / absence, OCR / code read, Dimensional measurement, Surface defect detection, Color verification
• What pass/fail thresholds or first-pass yield target (%) must the vision station meet for each inspection type? Options: >98%, 95-98%, 90-95%, Custom - specify
• Specify the smallest feature size (mm) or camera resolution and field of view required to resolve your critical features.
• How will vision results be handed to PLC/HMI/MES (discrete pass/fail tags, numeric measurements, image archive) and which format is required? Options: Discrete tags only, Tags + numeric values, Tags + images, Full image archive to MES, Other
• Are there environmental constraints for cameras such as IP rating for washdown, ambient light limits, or high vibration? Options: Washdown / IP65+, Low-light / strobe required, High-vibration area, Standard protected interior, Other

Install automated fastening and joining stations

• Which fastening types apply and what torque or clamp-force specs must be met (e.g., torque Nm, clamp N)? Options: Torque-controlled screwdriving, Rivet / clinch, Self-tapping screws, Hydraulic clamp, Other
• Do you require per-cycle torque traceability and audit logs for each fastening operation for quality records? Options: Yes, per cycle with CSV logs, Yes, batch summary only, No
• Specify expected cycle time per fastening and whether parallel multi-spindle tooling is required to meet line rate.
• Who defines acceptable torque tolerances and the sampling plan for torque verification (manufacturing engineer, quality, third-party)? Options: Manufacturing engineer, Quality, Third-party test lab, Other
• List required joint validation methods (torque-to-yield test, pull-test, visual inspection) and sample sizes.

Install adhesive and sealant dispensing stations

• Which adhesive families and cure methods will be used (two-part epoxy, UV cure, silicone) and are safety data sheets available? Options: Two-part epoxy, UV cure, Silicone RTV, Hot-melt, Other
• Specify bead geometry tolerances, dispense rate (mm/s), and cure time constraints that the dispenser must support.
• Do you require dispense verification per part (flow check, weight check, vision inspection) and if so at what frequency? Options: Per part, Per lot, Batch sampling, No verification required
• Are special material handling needs required such as heated reservoirs, nitrogen blanketing, or hazardous-material disposal? Options: Heated reservoirs, Nitrogen purge, Special disposal, None
• Who will provide or qualify adhesive samples for development runs and material compatibility tests? Options: Your materials team, We handle sourcing, Third-party supplier, Other

Install press-fit and interference-fit stations

• What insertion force profile (N) and displacement limits (mm) are required for press-fit operations and what maximum part deflection is acceptable?
• Do you require tonnage/position monitoring with programmable limits and data logging for each press cycle? Options: Yes, with logging, Yes, with alarms only, No
• Specify tooling life expectation in cycles for press dies and recommended replacement intervals. Options: <100k cycles, 100k-500k, >500k, Custom - specify
• Are foundation or NVH mitigation requirements needed (reinforced base, isolation pads) at the station location? Options: Reinforced foundation required, Isolation pads required, Standard mounting is acceptable, Unsure
• Who will validate press-fit insertion force curves during commissioning and sign the validation report? Options: Quality engineer, Manufacturing engineer, Third-party lab, Other

Install leak and functional test stations

• Which leak test method do you require (pressure decay, helium, bubble) and what maximum leak rate is acceptable (Pa·m^3/s or sccm)? Options: Pressure decay, Helium mass spectrometer, Bubble / visual, Other
• Specify functional test vectors and pass thresholds for electrical or pneumatic subsystems (continuity Ohms, pressure hold kPa, actuation time ms).
• Do you require automated per-unit test certificates with serial-number traceability and archival storage? Options: Yes, per unit, Yes, per lot, No
• How many test cycles per hour must the station sustain to keep up with the line throughput? Options: <50, 50-200, 200-500, >500
• Are environmental test conditions required during testing (temperature chamber, humidity range) and what ranges apply?

Provide PLC, HMI, and recipe management

• Which PLC communication protocols must be supported for integration with your plant (select all that apply)? Options: EtherNet/IP, Profinet, OPC UA, Modbus/TCP, Other
• How many operator-accessible recipes and HMI recipe screens are required for product variant selection and runtime changes? Options: 1-5, 6-20, 21-100, 100+
• Specify cybersecurity constraints for PLC/HMI such as VLAN segmentation, jump-server use, and password policy compliance.
• Who will maintain PLC program backups and version control after handover (controls team, IT, integrator)? Options: Your controls team, Your IT team, We will manage, Other
• List the recipe parameters that must be editable at runtime (screw torque, dispense volume, press displacement, vision thresholds).

Deploy statistical data collection and OEE tracking

• Which OEE target do you expect (availability, performance, quality as percentages) and what overall OEE % is the goal? Options: >85%, 75-85%, 60-75%, Custom - specify
• What cycle-by-cycle data points must be captured (cycle time, reject code, torque trace, image result) and what retention period is required?
• Do you require edge buffering for data during network outages and automatic sync to MES when restored? Options: Yes, No, Unsure
• Which MES or historian endpoint must data map to and can you provide a tag list or API details for mapping?
• Who will own ongoing analytics and dashboard maintenance after handover (process analytics, operations, or integrator)? Options: Your analytics team, Operations, We provide ongoing service, Other

Conduct factory acceptance testing (FAT)

• What specific FAT acceptance criteria will confirm the system meets day-one cycle time and >98% first-pass yield targets (list measurable tests and pass thresholds)?
• Which subsystems and stations must be included in the FAT run and in what sequence (robot cell, vision, fastening, leak test)? Options: Robot cell, Vision system, Fastening stations, Leak/functional test, All listed
• Provide the required FAT data format and whether raw logs, CSVs, or full image archives are required for acceptance review. Options: CSV/logs, Raw images, Both, Other
• Who will be authorized to witness and sign the FAT report (manufacturing engineer, quality, operations) for formal acceptance? Options: Manufacturing engineer, Quality, Operations manager, Capital approver
• Are there required FAT environmental or utility conditions (lab power 480V, compressed air 6 bar, ambient temperature) that must be available for testing?

On-site installation and commissioning

• Which site utilities and single-line diagram (SLD) details will you provide at the equipment location (3-phase voltage, air psi, cooling water)? Options: 3-phase 480V available, 3-phase 208V, Compressed air 6 bar, Cooling water, Other
• What site access windows and production blackout periods must installation respect (day shift, night shift, weekend, plant shutdown dates)? Options: Day shift only, Night shift available, Weekend only, Plant shutdown window specified
• What evidence will validate successful on-site commissioning (run-rate test results, first-piece inspection reports, signed commissioning checklist)?
• List site responsibilities that are explicitly out of scope for the delivery (floor cutouts, crane rental, asbestos abatement, civil works).
• Who is the named on-site owner for installation coordination and weekly status sign-offs? Options: Plant project manager, Manufacturing engineer, Facilities manager, Other

Six-month post-launch production support

• Which support response service-level agreements (SLAs) do you require during the first six months (remote response hours, on-site response hours)? Options: 1 hr remote / 24 hr on-site, 4 hr remote / 48 hr on-site, Next business day on-site, Custom - specify
• What success signals will validate completion of the six-month support period (sustained >98% FPY, stable run-rate, monthly downtime under X hours)?
• Do you require defined on-site hypercare visits during month 1-3 (weekly, biweekly, monthly) and which frequency do you prefer? Options: Weekly, Biweekly, Monthly, As-needed
• Who will own escalation beyond support scope after six months (your maintenance team, third-party, or continued integrator contract)? Options: Your maintenance team, We continue under contract, Third-party service partner, Other
• List remote access requirements for support (VPN, remote HMI view, PLC program access) and specify retention/credentials policy.

• Master Services Agreement (MSA)
• Statement of Work (SOW)
• Purchase Agreement / Order Confirmation
• Acceptance Test Plan (FAT & Site Acceptance)
• Warranty & Support Agreement
• Service Level Agreement (SLA)
• Installation Schedule and Payment Milestones
• Performance Guarantee & Remedies Addendum
• Change Order Agreement
• Project Governance & Escalation Matrix
• Regulatory Compliance Addendum (conditional)
• Acceptance Sign-off & Final Billing Authorization

• Go-live Health Check (Week 1-4)
• First Production Measurement (Week 4-10)
• 90-Day Production Performance Review (Day ~90)
• Support Cadence Review (Month 4-5)
• Six-Month Hypercare Close and Transition

• Confirm spare-part reorder quantities and place purchase requests for parts needed to sustain uptime targets.
• Close or escalate any high-severity defects with explicit remediation timelines and an agreed verification plan.
• Produce a 90-day outcomes report that lists pass/fail status against each numeric target, outstanding defects, and remediation timelines.
• Schedule on-site engineering support visits for any items requiring physical adjustments, with target visit dates.
• Deliver updated maintenance SOPs and spare-parts list to support steady-state operations.
• Open ticket and escalation backlog review
• Reduce the open ticket count for severity 1 and 2 items and confirm timelines for remaining critical fixes.
• Ensure system uptime (%) and mean time to repair (minutes) are improving or have mitigation plans to protect production.
• Produce a prioritized ticket burn-down plan with expected closure dates for all P1/P2 issues.
• Reconfirm committed success criteria and ownership
• Publish a change-control list indicating which configuration tweaks are allowed during the remaining hypercare window.
• Final six-month performance summary
• Confirm whether average cycle time per unit, first-pass yield (%), and system uptime (%) have been realized to the levels recorded in Manufacturing Outcome Discovery or document residual items and timelines.
• Complete the hypercare close checklist and agree the mechanism for any carryover support items into steady-state operations.
• Publish the final hypercare report with six-month metric trends, closed and open items, and the steady-state support handover plan.
• Document any carryover remediation items with deadlines and move them into the steady-state ticketing process.
• Deliver final training certificates and operations documentation to confirm knowledge transfer completion.
• Confirm the system is installed and configured as documented and any deviations are recorded with owners and dates to remediate.
• Verify operator training status and identify the top adoption gaps that must be closed before the first KPI measurement.
• Publish a short remediation plan listing each immediate issue, the verification steps, and the target completion date.
• Collect and share day-one run logs, PLC event traces, and recipe versions for the next review.
• Schedule the First Production Measurement meeting with required data owners within the 4-10 week window.
• Present initial production metrics
• Determine whether average cycle time per unit and first-pass yield (%) are trending toward the targets recorded in Manufacturing Outcome Discovery, or require corrective measures.
• Agree a short list of corrective actions with concrete completion dates to close the most significant gaps.
• Document and publish the agreed corrective actions with technical verification steps and target completion dates.
• Provide station-level data extracts and vision rejection samples for the remediation engineering team to analyze.
• Implement interim monitoring dashboard widgets for cycle time and first-pass yield (%) to be available before the 90-day review.
• Executive summary of production outcomes
• Confirm whether the system is realizing the committed average cycle time per unit and first-pass yield (%) or identify covered remediation actions to reach those targets.
• Operational availability and service metrics
• Deployment and migration validation
• Persistent defects and severity classification
• Root-cause diagnosis for gaps
• Outstanding remediation and warranty items
• Remediation commitments and escalation path
• Operator onboarding and training status
• Knowledge transfer and operations readiness confirmation
• Define corrective actions and timelines
• Maintenance and spare parts readiness
• Minor enhancements and configuration locks
• Confirm data collection and verification plan
• Early stability signals and immediate issues
• Agree final hypercare deliverables and close checklist
• Maintenance handover validation
• Agree immediate remediation actions