A quick snapshot of today

• How many fulfillment or distribution sites are in scope for this program? Options: 1, 2-3, 4-10, More than 10
• What's your primary order profile today, in percent by unit type: single-unit each, multi-item each, case, pallet?
• Which of these best describes your peak-day order pattern? Options: Short spike windows under 4 hours, Prolonged 8-12 hour peaks, Even distribution across the day, Weekend-driven peaks, Seasonal spikes only
• Tell me about the most recent week when throughput missed target, what broke first?
• Who on your team will be the day-to-day owner during discovery and post-sale? Options: VP Supply Chain, Distribution Center Director, Engineering Manager, IT/Integration Lead, Operations Manager, Other
• How soon do you need a clear go or no-go recommendation on automation options? Options: Within 2 weeks, Within 1 month, 1-3 months, Unsure

Where throughput and reality diverge

• What single operational failure in your current picking or sortation flow would make you walk away from a proposed solution?
• Describe the bottleneck that most constrains your average orders per hour during peak windows.
• How many SKUs contribute 80% of your pick volume in a typical month? Options: <100, 100-500, 500-2,000, 2,000-10,000, >10,000
• When you model throughput, which variance factors change the result most? Options: Pick accuracy, Order exceptions, Replenishment delay, Equipment availability, WMS latency, Labor availability
• Walk me through a high-volume order's journey from receipt to shipment, and where manual touches remain.
• If throughput targets are missed in a pilot, what specific contractual or commercial outcome would you expect?

What keeps you up about integration and uptime

• What would be unacceptable about a WMS integration in your environment?
• Which WMS modules must remain fully operational during cutover, and who owns those interfaces? Options: Order management, Inventory, Replenishment, Shipping and manifest, Returns, Other
• Do you have API specifications or interface documents available for those systems today? Options: Yes, fully documented, Partial docs, some endpoints, We have none but can provide access, Unsure
• Who is the escalation contact in IT for integration failures, and are they enabled to approve emergency changes? Options: Yes, named and enabled, Named but limited authority, No single owner, Unsure
• How often do connector or interface incidents lead to order loss or delayed shipments today? Options: Weekly, Monthly, Quarterly, Rarely, Unknown
• What does a critical connector failure cost you in lost orders, SLA penalties, or overtime on a typical peak day?

Constraints and readiness that can kill a schedule

• If your site cannot guarantee the planned power and network availability in install zones, would you pause the project? Options: Yes, would pause, May delay but continue, Would proceed with mitigation, Unsure
• Please indicate how many months of historical WMS transaction and pick data you can provide for modeling. Options: None, 1-3 months, 4-12 months, >12 months, Custom extract available on request
• Name the role that will own site safety permits, and state whether permits are approved. Options: Safety manager, permits approved, Safety manager, permits pending, Facilities manager, permits pending, Permits not started, Unsure
• Do you have staging space and a cutover window that preserves shipping capacity during phased installation? Options: Yes, defined space and window, Space available but window TBD, No, constrained, Unsure
• List the physical constraints in your building that require attention, with the single highest-risk item first.
• If you cannot dedicate an integration lead with at least 0.3 FTE during deployment, will that stop the project? Options: Yes, project stops, We could negotiate scope to proceed, No, we will assign vendor resources, Unsure

The other options you're weighing

• If your incumbent delivered a guaranteed throughput at target price, would you stay with them? Options: Yes, No, Maybe with terms, Depends on integration risk
• Who is currently managing the automation roadmap internally, and have they proposed solving this without outside help? Options: Internal team leading, proposed self-build, Procurement leading, preferring incumbent, No internal proposal, Other
• Which of the following options are you actively evaluating? Options: Incumbent systems integrator, New systems integrator, Build internally, Best-of-breed component suppliers, Pilot with technology vendor, No decision yet
• What would have to be true about your current approach for you to keep it instead of moving to a vendor?
• Are there named competitors or internal champions who have presented alternative proposals already? Options: Yes, named competitors, Yes, internal champion proposed self-build, No alternatives presented yet, Unsure
• If we proved throughput and integration in a week-long pilot, what stops you from signing that week?

What success looks like and who signs off

• Who must sign final acceptance and what metric would they require to approve payment?
• Please list the acceptance metrics you require and indicate which is highest priority.
• Which cadence and forum does your leadership prefer for governance during implementation? Options: Weekly steering committee, Biweekly program reviews, Monthly executive updates, Ad-hoc as issues arise
• What financial hurdle rates or payback period thresholds would make this investment approvable? Options: <12 months, 12-24 months, 24-36 months, >36 months, Unsure
• Who controls capex approval and what information do they require to greenlight spend?
• If the pilot meets acceptance, is there anything contractual or regulatory that would still prevent procurement from issuing a purchase order? Options: Nothing, procurement will proceed, Need executive signoff, Require additional legal terms, Other

De-risking: simulation, pilot, and proof

• What proof would shorten the list of remaining skeptics on your team?
• Which of these validation approaches do you trust more: digital twin simulation, small pilot in live environment, or staged emulation? Options: Digital simulation, Emulation in testbed, Live pilot in a single shift, Shadow mode with no cutover, Other
• What is your preferred test period length for pilots and do you have a defined success gate? Options: 1 week, 2 weeks, 4 weeks, Based on acceptance criteria, No standard
• Please attach or summarize the KPIs and data extracts you can provide for modeling, and name the owner who can approve data access.
• What single simulation or pilot outcome would remove the majority of your perceived risk?
• How quickly could your operations team run a closed pilot if we supplied equipment and a runbook? Options: Within 2 weeks, 2-6 weeks, 6-12 weeks, Longer than 12 weeks, Unsure

Next steps and decision accelerators

• If we can demonstrate the key metric in a binding pilot, what would make you execute within 30 days?
• Which stakeholders must be present in a commercial alignment call to remove blockers? Options: Supply chain VP, Finance or CFO, IT integration lead, Operations director, Legal or Procurement, Other
• Please identify your target timeline from decision to first live shift. Options: <3 months, 3-6 months, 6-12 months, >12 months, Unsure
• Please state whether budget authority exists for this project and the fiscal window. Options: Approved in current fiscal year, Planned next fiscal year, Requires special approval, No budget yet, Unsure
• Who will be the single point of contact for scheduling pilots and site access, and do they have delegated approval to confirm dates? Options: Yes, named SPOC with authority, Named SPOC but limited authority, No single SPOC yet, Unsure
• What are the three most important next actions you expect from the seller within two weeks?

• Solution Experience Session

• Confirm the current state and cost
• You confirm the documented current state and the quantified consequence to operations and cost.
• Deliver a scenario-specific concept brief and layout with explicit assumptions, expected throughput, accuracy, uptime, and resource impacts within five business days.
• You confirm the proposed solution concept eliminates the documented bottleneck in the selected scenario and meets the stated throughput target.
• Select the operational scenario to prove
• Run a baseline throughput simulation using the provided SKU profile and peak mixes and deliver results with sensitivity analysis.
• Provide the SKU profile export, peak and average order mixes, building constraints, and a list of integration touchpoints including your WMS interface spec within three business days.
• You agree on measurable success signals and acceptance criteria for the next validation step, including throughput, accuracy, and uptime thresholds.
• Walk through the scenario-driven solution concept
• Identify the decision committee members, their roles, and the target decision date.
• You commit to providing the data and access needed to run the agreed simulation or pilot within the agreed timeline.
• Demonstrate modeled throughput and sensitivity
• Validate the future state explicitly
• Prepare and share an integration dependency checklist and required test credentials for the agreed validation step.
• Agree next validation steps and evidence requirements

• Solution Experience Session
• Solution Experience Deck
• Solution Brief

• meeting
• slides
• document

• Install Automated Storage and Retrieval (AS/RS)
• Install Goods-to-Person Picking Stations
• Deploy Conveyor and Sortation Systems
• Install Robotic Palletizing and Depalletizing Cells
• Deploy Autonomous Mobile Robot (AMR) Fleet
• Install Automated Packaging and Case Erectors
• Integrate Warehouse Management System and Controls
• Deliver Throughput Simulation and Validation Model
• Execute Phased Installation and Facility Cutover
• Commission System and Perform Acceptance Testing
• Train Operators and Maintenance Technicians
• Provide Spare Parts Kit and Initial Inventory
• Establish Post-Installation Maintenance and Support
• Arrange Capital Financing and Incentive Qualification
• Supply Equipment Procurement and Logistics Coordination

Install Automated Storage and Retrieval (AS/RS)

• What are the SKU size and weight ranges that the AS/RS must handle (include maximum cube and weight per SKU)?
• How many storage locations and pick faces do you plan to pool into the AS/RS (total bins, totes, or pallet positions)? Options: Less than 5,000, 5,000-20,000, 20,001-100,000, More than 100,000
• Which facility structural constraints must the AS/RS design respect (clear height, bay grid, mezzanine presence, floor load in kg/m2)?
• Do you have a single-line electrical diagram (SLD) and available dedicated power circuits for AS/RS drives and control panels? Options: Yes, SLD and dedicated circuits available, SLD available but circuits need verification, No SLD or circuits to verify
• Identify the acceptance threshold for AS/RS cycle time or putaway throughput (e.g., cycles per hour or units per hour) required for project sign-off. Options: Specify numeric target

Install Goods-to-Person Picking Stations

• What is the target picks per hour per operator for goods-to-person stations during peak windows? Options: Less than 200, 200-500, 501-1,000, More than 1,000
• How many SKUs and unique pick faces will be assigned to each picking station module (average and 95th percentile)?
• Which putwall or tote sizes, and tote handling dimensions, must the picking station accommodate? Options: Small tote (<=300x200x150 mm), Medium tote, Large tote, Mixed sizes
• Do you require pick-to-light, voice, or handheld pick confirmation at each station, and which WMS scan protocol must they support (e.g., scan-and-verify barcode symbology)? Options: Pick-to-light, Voice, Handheld barcode scan, Hybrid
• Specify any ergonomic or PPE constraints for station design such as lift-assist heights, anti-fatigue mats, or glove compatibility for pick surfaces.

Deploy Conveyor and Sortation Systems

• Which SKUs and package types will transit the conveyors (individual item dimensions, polybag, carton, tote, pallet)? Options: Loose piece, Carton, Tote, Pallet
• What peak line speed or throughput must the sortation system achieve (lines per minute or items per hour) during peak shift? Options: Specify numeric target
• What induction and divert methods must the sortation support (e.g., tilt-tray, sliding shoe, cross-belt, pushers) and which downstream chutes or destinations exist? Options: Tilt-tray, Sliding shoe, Cross-belt, Pusher/chain
• Do your facility fire suppression clearances, sprinkler head spacing, or building codes constrain conveyor layout or overhead staging? Options: Yes, constraints exist, No constraints known, Unsure — need site survey
• Provide the available floor footprint and headroom in the planned conveyor zone (length, width, clear height in meters).

Install Robotic Palletizing and Depalletizing Cells

• What pallet types and footprint standards will the robot cells handle (e.g., EUR 800x1200 mm, GMA 48x40 in, slip-sheet usage)?
• How many pallet cycles per hour must each cell sustain during the peak shift? Options: Less than 10, 10-30, 31-60, More than 60
• Which end-of-arm-tooling interactions are required (case gripper, vacuum, layer gripping, pallet dispenser) and do you have preferred tooling constraints? Options: Case gripper, Vacuum, Layer gripper, Pallet dispenser
• Do you require automated pallet pattern generation and integration with your pallet management process and labels (ERP/pack slip mapping)? Options: Yes, No, Partial — some patterns provided
• Specify the allowable noise, floor vibration limits, and nearby equipment that may impose cell isolation or acoustic enclosures.

Deploy Autonomous Mobile Robot (AMR) Fleet

• How many simultaneous AMRs do you anticipate operating at peak and what peak trips per hour must each unit support? Options: 1-10, 11-50, 51-200, 200+
• Which floor surface, aisle width, and docking points exist for AMR navigation and battery swap/charge stations?
• Do you require AMRs to integrate with a traffic management layer and your WMS for tasking; if so, which WMS tables or API calls will be used for task assignment? Options: Direct WMS API tasking, Middleware/WS approach, Indirect via PLC/HMI
• What battery strategy do you prefer for AMRs (opportunity charging, hot-swap battery change, overnight dock) and what charger rack count is available? Options: Opportunity charge, Battery hot-swap, Overnight charge
• Identify any safety standards or aisle segregation rules that will apply to AMR operations (e.g., pedestrian exclusion zones, light curtains).

Install Automated Packaging and Case Erectors

• Which pack profiles must automated packers support (e.g., polybagging single items, multi-item cartonization, right-size case algorithms)? Options: Polybag single item, Multi-item cartonization, Right-size case, Mixed
• What are the carton size ranges, weight per packed carton, and label application requirements for case erectors and sealers?
• Do you require inline print-and-apply label integration and connection to specific label formats or PLU data from your WMS? Options: Yes — print-and-apply required, No, Optional
• Which percentage of orders are single-line vs multi-line and how should the packaging logic prioritize pack type to meet parcel carrier DIM rules? Options: Mostly single-line, Mostly multi-line, Even split, Provide breakdown
• Specify any static electricity, flammability, or packing material handling constraints that the equipment must support.

Integrate Warehouse Management System and Controls

• Which WMS and ERP integration endpoints will be used for order feed, inventory updates, and tasking (REST API, SOAP, EDI type, database extract)? Options: REST API, SOAP, EDI, Database extract/flat file, Other
• How many daily transactions (orders, updates, confirmations) must the integration support at peak, and what is the acceptable round-trip latency for tasking? Options: Specify numeric transactions and latency
• Which control protocols must be supported for PLC and motor controllers (e.g., Modbus TCP, EtherNet/IP, ProfiNet) and do you have existing ladder logic versions to adapt? Options: Modbus TCP, EtherNet/IP, ProfiNet, Other
• Do you have a test WMS sandbox or sanitized data set available for integration testing, including SKU master, location master, and order history? Options: Yes, sandbox with data, Partial data available, No sandbox available
• What evidence will validate the WMS integration is complete (example: closed loop processing of X orders/hour with inventory reconciliation rate >= 99.5%)? Options: Specify numeric reconciliation and throughput targets

Deliver Throughput Simulation and Validation Model

• What historical order profile and SKU velocity dataset will you provide for the simulation (pick-lines per day, order lines distribution, peak hour sample)?
• Which success signals must the simulation demonstrate (e.g., 95th percentile pick latency < X seconds, sustained throughput Y units/hour during peak)?
• Which scenario variations must be modeled (e.g., promotions, seasonal peak, partial equipment failure, 1-hour power outage recovery)? Options: Promotions/peaks, Equipment degradation, Power outage recovery, Labor shortfall scenarios
• How will you provide SKU cube, pick profiles, and order lines for the model — as flat files, WMS extracts, or API feed? Options: Flat files (CSV), WMS extracts, API feed, Sample dataset only
• What acceptance criteria will confirm the simulation and validation are successful for project go/no-go (include numeric throughput targets and error tolerances)? Options: Specify numeric acceptance criteria

Execute Phased Installation and Facility Cutover

• What are the approved cutover windows and blackout periods (days of week, hours, holiday exclusions) when live site changes are permissible?
• Which facility zones must remain operational during each installation phase and what minimum throughput must they maintain?
• Who are the named on-site owners for cutover day decisions, emergency escalation, and safety sign-off (roles or names)?
• Do you require parallel run validation where new automation runs alongside manual processes, and if so, for how many days or orders? Options: Yes — specify duration, No — direct cutover, Limited parallel for hotspots
• Specify required site access items we must coordinate before field work (lockout/tagout (LOTO) approvals, hot work permits, keycard access, confined space permits).

Commission System and Perform Acceptance Testing

• Which commissioning test scripts and stepwise acceptance gates do you require (functional test, integration test, regression, failover, endurance)? Options: Functional, Integration, Regression, Failover, Endurance
• How many continuous hours or orders must the system operate during endurance testing to validate stability before acceptance? Options: 4 hours, 8 hours, 24 hours, Specify hours
• What on-site logs, PLC trace captures, and WMS transaction reports must be retained and handed over as evidence of commissioning results?
• Do you require third-party witness testing or a joint acceptance committee presence for final sign-off? Options: Yes, witness testing required, No, internal sign-off only, Optional
• What defines done for commissioning and acceptance (for example: sustained throughput X units/hour, integration error rate < 0.5%, and signed acceptance by your operations lead)? Options: Specify numeric and signatory criteria

Train Operators and Maintenance Technicians

• How many operators and maintenance technicians must be trained per shift and what training roles exist (operator, floor supervisor, electrician, controls tech)? Options: Operator, Supervisor, Electrician, Controls technician
• Which training formats do you prefer for each role (classroom, shadowing during live operations, simulator/emulator sessions, training manuals)? Options: Classroom, Shadowing, Simulator/emulator, Printed/manuals, Video
• Do you require certification exams, practical sign-offs, or digital badges for operators and technicians to be authorized to work on the equipment? Options: Certification required, Practical sign-off only, No formal certification
• What languages and shift times must training be scheduled for to cover all operator groups?
• Provide the list of existing SOPs and any site-specific safety procedures we must integrate into the operator curriculum (lockout/tagout, material handling rules).

Provide Spare Parts Kit and Initial Inventory

• Which critical spare parts do you require in the initial kit for each equipment type (drives, bearings, sensors, belts, PLC modules)?
• What minimum on-site spare-part coverage do you require expressed in MTTR (mean time to repair) days or number of failures covered? Options: 24 hours MTTR target, 48 hours MTTR target, 72 hours MTTR target
• Do you have existing warehousing for spare parts and recommended storage environmental controls (temperature/humidity limits) for critical components? Options: Yes, storage available, No, need us to supply storage, Unsure
• How should spare parts be tagged and logged for inventory reconciliation (part numbers, BOM reference, shelf location coding)?
• Specify whether initial spare kit pricing must be capitalized or included in operating budget and any PO or asset tagging requirements. Options: Capex, Opex, Either by agreement

• decision_readiness
• current_state
• desired_state
• success_criteria
• gaps
• stakeholders
• decision_readiness
• decision_readiness
• decision_readiness
• decision_readiness
• decision_readiness
• decision_readiness

• Master Services Agreement (MSA)
• Statement of Work (SOW)
• Purchase Agreement
• Acceptance Criteria & Test Plan
• Commercial Terms & Payment Schedule
• Service Level Agreement (SLA)
• Change Order Agreement
• Program Governance & RACI
• Committed Project Schedule
• Warranty & Spare Parts Agreement
• Data Processing Addendum (DPA)

• Go-Live Health Check (week 1-4)
• First Performance Measurement (weeks 4-10)
• 90-Day Realization Review
• Operational Quarterly Review
• Annual Success Review

• Produce a written root-cause analysis for the top throughput shortfall, including data sources and proposed fixes.
• Create or update tickets for all critical open issues in the shared channel with target remediation dates.
• Circulate operator training completion roster and identify any additional training sessions needed within 10 business days.
• Present first-period performance vs Implementation Scope targets
• Root causes for the top throughput or integration gaps are agreed and documented.
• A prioritized set of corrective actions is created with target dates and tracking in the shared ticketing channel.
• Short-term operational mitigations are specified to limit customer impact while permanent fixes are implemented.
• Quarterly trend review for order throughput and integration uptime
• Record all agreed corrective actions in the shared ticketing channel with SLA target dates.
• Collect and deliver integration logs for the last 14 days to support debugging of WMS interface errors.
• Year-long performance summary and variance analysis
• Documented annual realization status against Implementation Scope targets with remaining gaps identified.
• Closure plan for critical unresolved issues agreed with timelines.
• Updated operational runbooks and handover items prepared for the buyer's leadership.
• Deliver an annual realization report summarizing performance vs Implementation Scope and open items.
• Produce a maintenance improvement plan addressing recurring incidents with target implementation dates.
• Publish updated runbooks and escalation procedures reflecting lessons learned during the first year.
• Top three operational priorities for the next quarter are agreed and scheduled.
• High-priority tickets have target closure dates and are assigned in the shared ticketing channel.
• A plan for any required operator retraining or staffing changes is documented.
• Publish the prioritized enhancement backlog for the quarter with start and end dates.
• Update the shared ticketing channel with closure targets for all high-priority incidents.
• Create a short training refresh schedule for operators tied to any process or configuration changes.
• 90-day aggregated performance vs Implementation Scope
• Agreement on remediation plans and dates for all outstanding items that prevent target realization.
• Clear confirmation of legacy system decommissioning status or a documented retention plan where applicable.
• A maintained list of enhancement requests with prioritization criteria for next-quarter work.
• Publish the 90-day performance summary with open items and remediation timelines to the shared workspace.
• Document legacy system decommissioning or retention decisions and the data archive status in a single accessible record.
• Schedule any required re-simulations or pilot validations for remediation items that impact throughput prediction.
• Re-confirm success criteria and owners
• All measurable acceptance criteria from Implementation Scope are reviewed and owners are confirmed.
• High-priority open issues are identified, documented in the shared ticketing channel, and have remediation dates.
• Short-term stabilization actions are agreed and scheduled for execution within the next 7 days.
• Publish a one-page go-live health summary that lists confirmed owners for each Implementation Scope criterion.
• Ticket burn-down and enhancement prioritization
• Maintenance readiness and incident trend review
• Deployment and migration validation
• Incumbent system wind-down status, if applicable
• Root-cause analysis for major gaps
• Outstanding enhancements and unresolved tickets
• Persistent issues and enhancement backlog
• Operator proficiency and staffing impacts
• Early adoption and usage signals
• Agree corrective actions and timelines
• Update shared ticketing channel and escalation path
• Confirm support and escalation readiness
• Open issues triage
• Short experiments or reliability improvements
• Lessons learned and continuous improvement handover
• Agree immediate remediation actions