Start: Walk Me Through Your Production Cell

• What line or cell are we talking about (plant, line name/ID, shift), and who should we include in this conversation?
• Roughly how many units per shift or per hour does this cell produce today? Options: < 10 units/hour, 10–50 units/hour, 50–200 units/hour, 200–1000 units/hour, > 1000 units/hour
• What is the primary task you want automated here (pick one or more): Options: Machine tending, Pick & place, Palletizing, Assembly, Dispensing/adhesive, Welding/painting, Inspection/vision, Other
• Who currently owns day-to-day issues on this line (maintenance, operations, engineering)? Options: Maintenance, Production/operations, Manufacturing engineering, Process engineering, Quality, Other
• How would you describe the cell’s physical constraints we must design around (footprint, access, overheads, nearby equipment)?

Are You Losing Hours (and Confidence) to Downtime?

• How often does this cell experience an unplanned stop that requires engineering or maintenance intervention? Options: Daily, Weekly, Monthly, Quarterly, Rarely
• When a stoppage happens, what are the most common root causes you see (select top 3)? Options: Mechanical failure, End‑of‑arm tooling issues, Controller/PLC integration, Vision or sensor faults, Operator error, Parts feed/fixture problems, Other
• Approximately how much does one hour of unplanned downtime on this line cost your facility (including labor, scrap, lost throughput)? Options: <$1,000, $1,000–$5,000, $5,000–$20,000, >$20,000, Unsure
• How long does it typically take from fault discovery to production resuming? Options: < 15 minutes, 15–60 minutes, 1–4 hours, 4–24 hours, > 24 hours
• Tell us about a recent stoppage that still bothers you—what happened, and how did it affect your team and schedule?

What Would a Robot Actually Have to Prove to Earn Your Trust?

• If you had to pick one single non‑negotiable requirement for any robot in this cell, what would it be?
• Which technical performance attributes matter most for this application (rank up to three)? Options: Reach/work envelope, Payload capacity, Repeatability/accuracy, Cycle speed, Force/torque control, Cleanroom/food-grade compatibility, Safety-rated collaborative operation
• What uptime or MTBF target would make automation a clear win for you? Options: > 99.9% uptime, > 99% uptime, 95–99% uptime, < 95% uptime acceptable, Unsure / need guidance
• What environmental or part‑handling quirks must a solution tolerate (temperature, dust, splash, sticky parts, fragile parts)?
• How important is controller openness (ability to integrate vision, force, PLCs, MES) on a scale from critical to optional? Options: Critical - must integrate with existing systems, Very important, Somewhat important, Nice to have, Not important

What’s Getting in the Way of Saying Yes?

• If someone proposed a ready-to-run cell today, what would your biggest internal objection be?
• How confident are you in the availability of qualified integrators in your region to build and support this automation? Options: Very confident, Somewhat confident, Neutral/Unsure, Somewhat concerned, Very concerned
• What procurement or capital approval hurdles typically slow projects like this (ROI threshold, payback period, asset class rules)?
• Which groups would need to sign off before a purchase is approved (select all that apply)? Options: Plant Director, Manufacturing Engineering, Maintenance, Operations/Production, Quality, Finance/Capital, Safety, IT/OT
• When automation goes wrong for you, who bears the reputational or career impact—and how does that shape how you make decisions?

If We Built It Perfect, What Would Day One Feel Like?

• Describe the specific, measurable improvements that would convince you the project is a success after 90 days (list KPIs and target numbers).
• Which of these outcomes would move the needle most for you right away? Options: Reduced cycle time, Lower scrap rate, Fewer operator injuries, Consistent quality metrics, Reduced headcount variability, Increased throughput
• What acceptance criteria would you demand at FAT/SAT (functional tests, cycle time, scrap %, safety validation)?
• How would you like performance data handed over post‑commissioning (dashboards, alerts, raw logs, regular reports)? Options: Live dashboard, Weekly summary reports, Automated alerts, Raw data export, On-site review meetings
• If the cell meets targets but still needs tweaks, what does a satisfactory vendor support handoff look like to you?

Hidden Integration Traps — Where Do You Expect Friction?

• Which control systems does this cell currently use that we must integrate with (PLCs, safety relays, SCADA, MES)? Options: Allen‑Bradley/ControlLogix, Siemens, Mitsubishi, Omron, Custom PLCs, No PLC / manual, Other
• How do you currently handle safety integration and validation (internal safety engineer, third‑party integrator, prefab safety cells)? Options: Internal safety engineering, Third‑party integrator, Vendor-provided safety hardware/software, Not yet defined, Other
• Tell us about your vision and sensing stack—do you use fixed cameras, smart cameras, laser measurement, or conveyors with encoders? Options: Fixed/overhead cameras, Smart cameras at workpoints, 2D/3D laser scanners, Force/torque sensing, Conveyor encoders/servo tracking, None currently, Other
• What data or network constraints exist for on‑site diagnostics and remote support (air‑gapped OT, limited bandwidth, strict firewall policies)?
• Are there known mechanical interface challenges (fixtures, part tolerances, fixturing repeatability) that could stop a robot from achieving consistent cycles?

Who Will Own This After Cutover (and Will They Love It)?

• Who will own day‑to‑day operations, spare management, and first‑line troubleshooting after go‑live? Options: Maintenance, Operations/Production, Manufacturing Engineering, Integrator-managed, Hybrid/Shared
• What level of on‑site training and documentation do you expect for operators and maintenance teams? Options: Full operator + maintenance training, Operator only, Maintenance only, Train‑the‑trainer, Remote training acceptable
• How comfortable is your team with programming and changing robot programs versus relying on integrator support? Options: Very comfortable—do in-house, Moderately comfortable—need occasional support, Prefer integrator to handle changes, Unsure
• What spare parts policy would ease your mind (onsite critical spares, consignment, 24‑hr ship, local stocking)? Options: Onsite critical spares, Consignment at site, Regional stocking with 24‑48hr ship, Vendor managed spares, Ad‑hoc ordering
• How would you prefer issue escalation to work if production‑critical downtime occurs (phone tree, dedicated account manager, 24/7 support line)? Options: 24/7 support line, Dedicated account manager, Local integrator first, then vendor, Escalate via email during business hours, Other

What Would Make You Say Yes — and When?

• What is your target decision timeline for this project? Options: Immediate (this month), In 1–3 months, In 3–6 months, 6–12 months, No fixed timeline
• What budget range (CAPEX + initial services) do you have in mind for a first cell or pilot? Options: <$50k, $50k–$200k, $200k–$500k, $500k–$1M, >$1M, Undisclosed/need approval
• Would a staged approach (pilot → scale) or a full rollout be more acceptable for your organization? Options: Pilot then scale, Full rollout, Depends on pilot results, Unsure
• What evidence from a pilot would make you comfortable expanding to other lines (specific metrics, duration, warranty terms)?
• If we could remove one remaining worry right now, what would it be—and who in your organization would we need to persuade to move forward?

• Solution Experience Kickoff — Current State, Consequence & Future State
• Process Simulation & Scenario Walkthrough (Digital Twin)
• Controlled Hardware Fit & Performance Demo
• Controller & Integration Proof-of-Concept Review
• Validation Checklist & Acceptance Planning

• Demonstrate that vision and force integrations resolve the specific failure modes identified by the customer.
• Quantify expected throughput and downtime improvements and show how they map to customer cost savings.
• Obtain explicit customer confirmation that simulation results represent their problem and acceptable outcomes.
• Identify and document any data or equipment gaps required for the hardware demo.
• Seller to deliver the simulation report with animated timeline, KPI table, and assumptions within 3 business days.
• Customer to validate simulation assumptions (conveyor speed, fixture constraints, cycle variability) and return corrections.
• If hardware demo needed, agree on which sample parts, EOAT weight, and safety requirements will be provided for the demo.
• Safety & Demo Constraints
• Physically validate that robot reach, payload, and speed meet the customer's process requirements.
• Collect measured cycle time and repeatability metrics to compare against acceptance targets.
• Demonstrate critical sensor and EOAT integrations and their effectiveness in the real scenario.
• Confirm mitigation behaviors for failure modes and the customer's acceptance of those behaviors.
• Customer to ship agreed sample parts and fixture information to the demo location or confirm on-site demo schedule.
• Seller to provide measured demo data package (cycle times, repeatability, video) and initial test log within 2 business days.
• If demo shows gaps, document required hardware/EOAT changes and estimate impact on cost/timeline.
• Architecture Recap & Integration Objectives
• Prove that the controller can integrate with the customer's PLC and safety systems using the agreed protocols.
• Introductions & Meeting Objective
• Agree telemetry and support mechanisms that will allow maintenance teams to meet uptime targets.
• Customer to provide PLC program snippet, I/O lists, and network/security requirements before commissioning.
• Seller to supply an integration checklist with sample code, wiring diagram, and required safety certifications.
• Schedule integrator workshop for detailed I/O pairing and commissioning tasks.
• Review Demonstration Evidence vs KPIs
• Finalize a concrete acceptance test plan tied to demonstrated metrics and KPI thresholds.
• Assign clear owners and timelines for each acceptance task and training activity.
• Agree go/no-go criteria and the immediate next steps required to move to deployment.
• Seller to deliver the formal Acceptance Test Plan and measurement templates within 2 business days.
• Customer to confirm assigned sign-off owner and available dates for on-site acceptance testing.
• Both parties to confirm spare parts list, training scope, and support contract draft prior to deployment scheduling.
• Obtain a single-sentence current state that everyone can repeat.
• Surface and quantify the business consequence of the current problem.
• Agree a one-sentence future state and concrete KPIs that define success.
• Confirm required customer prework and data handoff to enable evidence-based demos.
• Customer to provide CAD of part(s), cycle time logs, scrap/failure data, and short process video within 5 business days.
• Seller to produce a one-page recap with the three one-sentence statements and the agreed KPI targets.
• Schedule Simulation & Scenario Walkthrough session and assign owners.
• Reconfirm Preconditions
• Prove via simulation that the chosen robot platform can meet reach, payload, and cycle time targets for the customer's real scenario.
• One‑Sentence Current State
• Re-state Target KPIs for the Demo
• Assumptions & Simulation Scope
• Detailed Acceptance Test Plan
• I/O & Protocol Mapping Walkthrough
• Roles, Escalation & Responsibilities
• Physical Run — Standard Cycle
• Digital Twin Run — Baseline vs Proposed
• Live Controller Demo — Handshake & Error Handling
• Explicit Consequence
• One‑Sentence Future State
• Vision & Force Integration Testcases
• Training, Spare Parts & Support Handover
• Reliability & MTBF Modeling
• Repeatability & Precision Measurement
• Integration Proofs (Vision/EOAT/Gripper)
• Success Criteria & Acceptance Metrics
• Timeline, Milestones & Go/No‑Go Criteria
• Data & Remote Support Plan
• Proof Points — KPI Mapping
• Required Prework & Data Exchange
• Stress & Failure‑Mode Scenarios

• Robot Hardware Delivery and On-Site Installation
• Controller Rack Mounting and Network Integration
• Electrical and Pneumatic Hookups to Cell Utilities
• PLC and Fieldbus Communication Configuration
• Vision System Mounting and Calibration
• End‑Effector Design, Build, and Mounting
• Tool Changer Fitment and Tool Change Programming
• Offline Program Import and Robot Path Upload
• Cycle Optimization and Motion Tuning for Throughput
• Conveyor Tracking and Dynamic Pickup Synchronization
• Force/Torque Sensor Integration and Force-Control Setup
• System Commissioning and Production Start
• Operator Training: Run, Load, Basic Troubleshoot
• Maintenance Training and Preventive Maintenance Handover
• Spare Parts Kitting and On‑Site Inventory Delivery

Robot Hardware Delivery and On-Site Installation

• Do you require vendor delivery and on-site installation of the robot hardware? Options: Yes, No
• What is the exact installation location and access constraints (building, floor, door sizes, staging area)?
• Which robot models and quantities are planned for delivery?
• Are special lift/rigging/crane or certified rigging crews required for installation? Options: None, Small forklift, Cranes/rigging required, Certified rigging crew required, Specialized fixtures required
• Who is responsible for site readiness and receiving goods? Options: Customer, Integrator, Vendor, Shared (specify in notes)

Controller Rack Mounting and Network Integration

• Do you require vendor mounting and physical installation of the controller rack? Options: Yes, No
• Describe rack space, ventilation, ambient requirements, and U-space available for the controller.
• Will the controller need to integrate with plant/IT networks and which protocols are required? Options: EtherNet/IP, Profinet, Modbus/TCP, OPC-UA, Other
• Who will coordinate network credentials, firewall changes, and IT approvals? Options: Customer IT, Integrator, Vendor, TBD
• Are redundant power/network (UPS, dual NICs, network redundancy) or remote access for support required? Options: No, UPS only, Redundant NICs/network, Remote VPN access, Other

Electrical and Pneumatic Hookups to Cell Utilities

• Do you require vendor to perform electrical and pneumatic hookups to cell utilities? Options: Yes, No
• Provide available utility details: voltage, phase, breaker size, compressed air pressure (psi) and flow (CFM).
• Are plant permits, certified electricians, or pneumatic certifications required for the work? Options: Yes, No, Unsure
• Who supplies terminal blocks, hoses, fittings and conduit (Customer / Integrator / Vendor)? Options: Customer, Integrator, Vendor, Shared
• Are there preferred shutdown windows or lockout/tagout constraints for making hookups? Options: Normal shift, Planned production shutdown, Weekend/after-hours, 24/7 access required, Other

PLC and Fieldbus Communication Configuration

• Is PLC integration required for cell-level control, interlocks, and sequencing? Options: Yes, No, Partial (I/O only)
• Which PLC make/model, firmware and fieldbus protocols are present in the cell? Options: Allen-Bradley (ControlLogix/CompactLogix), Siemens (S7/Profinet/Profibus), Omron, Mitsubishi, Other
• Will you provide PLC logic, tag mapping, and I/O lists or do you require vendor/integrator development? Options: Customer provides mapping/code, Vendor/Integrator to develop, Shared responsibility
• Are safety PLCs or safety-rated fieldbuses used that require separate configuration? Options: Yes - safety PLC present, No safety PLC, Unsure
• List required signals and handshake criteria for acceptance tests (e.g., E-stop, door interlock, ready signals).

Vision System Mounting and Calibration

• Do you require supply, mounting, cabling and calibration of vision systems? Options: Yes, No
• Which vision functions are required? Options: Part detection, OCR/reading, Inspection/defect detection, Guidance/part localization, Presence checking
• Are fixtures, controlled lighting, or enclosures required to ensure consistent imaging? Options: Yes, No, Unsure
• Who will supply representative part samples, tolerances and target images for calibration? Options: Customer, Integrator, Vendor
• Define acceptance criteria for vision (accuracy, false reject/accept rates, throughput impact).

End‑Effector Design, Build, and Mounting

• Is a custom end-effector required for your application? Options: Yes, No, Maybe - need assessment
• Provide part geometry, weight, gripping points, surface finish, and any temperature or contamination constraints.
• Which end-effector types are acceptable or preferred? Options: Vacuum gripper, Two-finger parallel, Three-finger / adaptive, Magnetic, Soft/collaborative gripper, Custom tooling
• Do you require force sensing, heated tooling, or electrically actuated EOAT functions? Options: Force sensing required, Heated tooling required, Electrical actuators required, None of the above
• Who owns tooling design IP, CAD/drawings and who signs off on fitment (Customer/Integrator/Vendor)? Options: Customer, Integrator, Vendor, Shared

Tool Changer Fitment and Tool Change Programming

• Will automatic tool changers be used in this cell? Options: Yes, No
• How many distinct tools will be swapped and what is the maximum acceptable changeover time? Options: 1-2, 3-5, 6+, Specify in notes
• Do you require mechanical fitment, pneumatic/electrical hookups, and wiring for the tool changer? Options: Yes - full fitout, Mechanical only, No - tool changer already fitted
• Who will develop and validate the tool-change sequences and safety interlocks? Options: Vendor, Integrator, Customer, Shared
• Define acceptance criteria for tool change (repeatability, changeover timing, successful engage rate).

Offline Program Import and Robot Path Upload

• Do you require offline program import, simulation verification, and robot path upload services? Options: Yes, No
• Will CAD, CAM or simulation models be provided for offline programming? Options: CAD models provided, Simulation files provided, No - vendor to create models, Other
• Are there constraints on robot motion (keep-out zones, tooling collisions, speed limits) that must be encoded? Options: Yes, No
• Do you require version control, release management and backup of robot programs? Options: Yes, No
• Who signs off on uploaded programs and simulation results prior to commissioning? Options: Customer, Integrator, Vendor, Shared

Cycle Optimization and Motion Tuning for Throughput

• Is cycle optimization and motion tuning required to meet specified throughput? Options: Yes, No
• What is the target throughput or cycle time per part that must be achieved?
• Are there payload, reach or safety speed limits that constrain motion tuning? Options: Payload limits, Reach limits, Safety/speed limits, None/No constraints
• Will cycle optimization require multi-robot coordination or integration with conveyors and external axes? Options: Yes - multi-robot, Yes - external axes/conveyors, No
• Define acceptance metrics for optimized cycle (target MTBF, throughput, reject rates, allowable deviation).

Conveyor Tracking and Dynamic Pickup Synchronization

• Is conveyor tracking and dynamic pickup synchronization required? Options: Yes, No
• What conveyor type and drive are used (indexing, continuous belt, servo-driven, palletized)? Options: Indexing conveyor, Continuous belt, Servo-driven conveyor, Pallet conveyor, Other
• What feedback is available for synchronization (encoder, vision tracking, photoeye/proximity) and how is it exposed? Options: Encoder, Vision tracking, Proximity/photoeye, No feedback available, Other
• Is line speed variable and do you require compensation for acceleration/deceleration? Options: Yes - variable speed, compensation required, No - fixed speed, Unsure
• Acceptance criteria for dynamic pickup (pick success rate, allowable positioning error in mm, max missed picks per hour).

Force/Torque Sensor Integration and Force-Control Setup

• Is force/torque sensing and force-control required for the task (e.g., insertion, surface finish, assembly)? Options: Yes, No
• Which force-control modes are needed (compliant insertion, constant force, torque monitoring, impedance control)? Options: Compliant insertion, Constant force, Torque monitoring, Impedance/control
• What are the required sensor specifications (model, range, accuracy) and mounting interface?
• Who will perform calibration and create force thresholds and safety cutoffs? Options: Vendor, Integrator, Customer, Shared
• Define acceptance criteria for force-control (max allowable force, repeatability, error handling behavior).

System Commissioning and Production Start

• Do you require full system commissioning through verified production start (production run with acceptance criteria)? Options: Yes, No
• Which acceptance tests and KPIs must be met at handover? Options: Cycle time, Quality/yield, MTBF/uptime, Safety compliance, Other
• Who will be present and responsible during commissioning (roles and contact names)?
• What is the target production start date or ramp schedule? Options: ASAP, Within 2 weeks, 2-6 weeks, 6-12 weeks, Custom
• What post-commissioning support is required (remote support, on-site days, ongoing SLA)? Options: Remote support only, On-site support 1 week, On-site support 2+ weeks, Ongoing service contract, None

• Non-Disclosure Agreement (NDA)
• Master Services Agreement (MSA)
• Statement of Work (SOW)
• Commercial Terms & Purchase Order
• Delivery Schedule & Acceptance Plan
• Warranty Agreement
• Service Level Agreement (SLA) & Support Contract
• Integrator Responsibilities & Commissioning Agreement
• Training & Knowledge Transfer Plan
• Spare Parts & Consignment Plan
• Change Order & Scope Control
• Data Security & Controller Integration Agreement
• Financing or Leasing Agreement (Optional)
• Termination, Liability & Insurance Terms

• Measured Outcomes Review & Acceptance
• Steady‑State Support Handover & SLA Confirmation
• Continuous Improvement & Enhancement Planning (Recurring)
• Shared Channel Setup & Incident Response Simulation

• Introductions & Meeting Objectives
• Publish finalized SLA document and escalation contact list to shared channel.
• Confirm spare parts purchase orders or consignment agreements and expected delivery lead times.
• Schedule and enroll staff in the agreed OJT/maintenance training sessions within 7 business days.
• Provision access to monitoring dashboards for plant ops and support teams.
• Performance Trend Review
• Maintain a single prioritized backlog of enhancements tied to quantified impact.
• Agree pilots with clear success metrics that prove value against the future state.
• Assign owners and schedule resources to execute high‑priority improvements.
• Publish prioritized backlog with impact/effort scoring and next 90‑day roadmap.
• Create pilot execution plan for selected item(s) including measurement and rollback criteria.
• Assign engineering and integrator owners and reserve production windows for pilot work.
• Shared Channel Protocols
• Establish a single shared channel with clear usage rules and document repository.
• Validate incident playbooks and escalation paths through a tabletop drill.
• Agree on post‑incident reporting, RCA timelines, and owners for follow‑up actions.
• Create and invite stakeholders to the shared channel and post channel usage guidelines.
• Publish incident playbooks and ensure on‑call calendar is populated for the next 90 days.
• Schedule the first post‑incident review and define owner for RCA documentation.
• Deliver a short summary of the tabletop drill findings and immediate improvements to the channel.
• Provide an unambiguous statement of current state and quantified consequence.
• Verify measured KPIs against contractual acceptance criteria with traceable evidence.
• Reach a clear decision: Accept into steady‑state, accept with corrective plan, or reject pending fixes.
• Define corrective actions with owners and deadlines if acceptance is conditional.
• Share final KPI dashboard, raw logs, and acceptance evidence with all stakeholders within 24 hours.
• If conditional: create corrective action plan with owners, milestones, and verification tests within 3 business days.
• If accepted: prepare formal acceptance sign‑off document and handover pack for support team within 2 business days.
• Support Roster & Ownership
• Confirm steady‑state owners and contact points for 24/7 support and on‑site escalation.
• Agree on SLAs, escalation ladders, and response expectations tied to business impact.
• Finalize spare parts list and inventory policy informed by measured MTBF and downtime cost.
• Ensure knowledge transfer via scheduled training and completed documentation delivery.
• Backlog Review & Prioritization
• One‑Sentence Current State
• SLA & Escalation Ladder
• Incident Classification & Playbooks
• Pilot Scope & Success Criteria
• On‑call Rotations & Contact Commitments
• Consequence Quantification
• Spare Parts & MTBF‑driven Inventory
• Validation Plan & Metrics
• KPI Review vs Acceptance Criteria
• Tabletop Incident Scenario
• Preventive Maintenance & Inspection Schedule
• Deviation Root‑Cause Summary
• Reporting & Post‑Incident Review Cadence
• Training Transfer & Documentation
• Scheduling & Resource Commitments
• Monitoring, Alerting & KPIs for Ongoing Health
• Future State Confirmation
• Decision & Acceptance