How this looks from your desk

• How often does a fulfillment breakdown occur at a typical distribution center in your network? Options: Daily, Several times a week, Weekly, Monthly, Rarely
• Tell me about the last time a late shipment reached an end customer, what happened and who raised the alarm?
• Walk me through who first notices operational issues on the floor and the typical escalation path they follow
• Describe the real-time or daily metrics you watch that first show operations are headed toward a breakdown Options: Picks per hour, Order accuracy, Orders per hour throughput, Carrier cut-off misses, Labor idle time, Other
• If one distribution center failed to meet ship windows during peak, what outcome would force you to start a platform evaluation within 30 days?
• Pick the symptoms you see most often Options: Late shipments, Mispicks/mislabels, Backorders, Throughput dips on peak days, Spikes in returns, Excess overtime

Where the current system stops helping

• What about your ERP warehouse module breaks down under peak load and forces manual workarounds?
• Point out which warehouse functions still run in batch rather than continuously, and what manual steps fill the gaps Options: Wave planning, Slotting and putaway, Labor assignments, Cartonization, Carrier selection, Manifesting
• Who on your team currently owns wave planning and how many people are directly involved in that process at the pilot site? Options: Operations manager, Planner / scheduling team, Warehouse systems team, Outsourced/3PL team, Shared responsibility
• How often do you run peak-day simulations today, and which tools or spreadsheets do you use to model peak throughput? Options: Never, Annually, Before each peak season, Ad hoc for major changes, We use vendor sandbox simulations
• If your ERP could be extended to meet peak throughput with no additional vendors, what would need to change inside your current architecture or operating model?
• Pick the operational constraints currently limiting throughput at the pilot site Options: SKU velocity and mix, Picking labor availability, Conveyor or sorter capacity, Cartonization logic, Carrier cut-off times, Integration latency

How your people and processes actually respond

• When a peak surge happens, which roles stay in their lane and which immediately start firefighting? Options: Site operations, Supervisors, IT/integration team, Planning and scheduling, Third-party carrier team
• Tell me about the last time you shifted to manual overrides on the floor, what triggered that decision and how long did it take to recover?
• Share how training and change management have been handled for new warehouse system features in the past two years Options: Formal training program, On-the-job training via supervisors, Vendor-led sessions, Minimal training, ad hoc support, Union-led agreements required
• Who approves temporary process changes during a peak event and how quickly can they authorize a deviation? Options: Site director, VP operations, Shift supervisor, Cross-functional war room, IT change board
• What one people or process barrier would make you stop a platform pilot immediately?
• Select the workforce factors that are most variable during peak Options: Labor availability, Absenteeism, Reliance on agency staff, Skill mix on the floor, Overtime limits

How you'll know the pilot earned its place

• Name the single metric from pick rate, order accuracy, labor productivity, or carrier orchestration that would make finance sign off immediately if the pilot showed it Options: Pick rate (picks/hour), Order accuracy (%), Labor productivity (orders per labor hour), Carrier orchestration cost per order, Other
• Break down the current baseline for that metric at the pilot site and state your realistic target over the pilot period
• Select the validation approach you prefer for the 60 day sandbox pilot Options: Historical order reprocessing, Live parallel runs with dual processing, Synthetic peak stress tests, Mixed approach
• Identify the finance owner who will sign the ROI and the minimum evidence they require to approve a deployment
• Would you proceed to deployment if the pilot reaches target metrics but integration still requires a custom ERP connector? Options: Proceed with phased integration, Delay until connector is complete, Proceed at a different site first, Undecided
• Choose the pilot evaluation window you expect Options: 30 days after pilot end, 60 days after pilot end, 90 days after pilot end, Rolling review during pilot

Where the opportunities for savings actually live

• Estimate how a 10 percent lift in labor productivity would change your weekly labor budget and scheduling
• Provide current numbers: average picks per hour, current site order accuracy, and typical fully loaded labor cost per hour
• List the top three error types that cause rework and roughly how often they occur per 1,000 orders
• Identify the stakeholder who will own ROI sign-off and how frequently that model is updated
• Estimate the dollar savings over two years that would make this an immediate priority for your CFO Options: Under $250k, $250k to $1M, $1M to $5M, Over $5M
• Choose the levers that will contribute most to savings Options: Labor productivity, Error reduction and rework, Reduced overtime, Carrier rate optimization, Inventory carrying reduction, Reduced returns

What could trip the project up

• Call out the single integration or regulatory risk that would stop this project
• List the third-party systems that must connect for success and note whether APIs exist for each Options: ERP order management, Carrier manifesting/parcel APIs, Labor management system, Sortation/conveyor control, Yard management, Other
• State the teams who own each endpoint and whether access is currently available
• Provide the technical headcount you can commit to a 6 to 12 month deployment, including role titles
• Can you meet a required ERP change freeze during cutover without delaying other programs? Options: Yes, No, Only with executive reprioritization, Depends on timeline
• Which compliance or legal approvals are likely gating milestones for this work Options: Data processing agreement, SOC or ISO audits, Customs or trade approvals, Carrier contract amendments, Union or labor notifications, None

Who else is on the shortlist

• Call out every external vendor, incumbent module, and internal build effort you are considering to solve these operational gaps
• For each alternative, list the single capability that would have to be present for you to stay with it instead of changing
• Is anyone internally proposing to build instead of buying, and what is their proposed timeline and estimated cost band? Options: Yes, short term (under 6 months), Yes, medium term (6 to 12 months), Yes, long term (over 12 months), No internal build proposal
• Under what conditions would you choose to remain with your current approach instead of switching to an external platform
• Which of these alternatives are on your shortlist Options: Incumbent ERP warehouse module, Existing WMS vendor, Point solutions for labor or slotting, Internal build, Other

Commitment and the practical next steps

• Assuming the pilot meets KPI targets, what organizational step would let procurement and legal finish contracting in 30 days?
• Name the sponsors who will need to sign off to proceed to deployment Options: VP distribution, CIO, CFO, Head of operations, Site director, IT integration lead, Legal
• State key procurement or legal blockers that could prevent quick signing
• When can your integration team provide test endpoints and sample order feeds for a sandbox environment? Options: Immediately, Within 2 weeks, Within 4 to 6 weeks, Longer than 6 weeks
• Would you delay or proceed with a phased approach if the pilot validates throughput but required FTEs are not available at go-live? Options: Proceed with phased roll-out, Delay until FTEs are available, Hire temporary agency staff, Other
• Indicate the earliest go no go milestone you prefer Options: Pilot acceptance, Procurement sign-off, Integration readiness, Site readiness checklist

• Solution Experience — Validate Operational Future State

• Confirm the current state and its cost
• You confirm the restated current state and the quantified cost to operations and finance.
• Provide 60 days of anonymized order history with peak days flagged and current picks-per-hour and order accuracy benchmarks.
• You accept the defined measurable targets for throughput, pick rate, order accuracy, and labor productivity that will validate the future state.
• Agree measurable success targets
• Provide ERP integration endpoints and sample order message schemas for sandbox setup.
• Run a 2-day sandbox simulation using the provided data and deliver a peak-day throughput report mapping outputs to the agreed acceptance metrics before the follow-up session.
• You confirm the demonstrated workflow removes the specific failure modes you described during Discovery.
• Run your scenario to show the future workflow
• Deliver a proposed pilot plan with timelines, responsibilities, and explicit acceptance criteria within three business days.
• You agree the data and integration inputs required to run the 60-day sandbox pilot.
• Map evidence to acceptance criteria
• Forced validation
• Identify the internal stakeholders who will approve pilot results and capture their decision criteria.
• Confirm next steps for the pilot

• Solution Experience — Validate Operational Future State
• Solution Experience Deck
• Solution Brief

• meeting
• slides
• document

• Deploy Warehouse Execution Engine
• Activate Real-Time Slotting
• Implement Wave and Batch Picking Orchestration
• Directed Putaway with Velocity-Driven Slotting
• Labor Optimization and Dynamic Task Assignment
• Parcel Rate Shopping and Multi-Carrier Tendering
• Cartonization and Dimensional Packing Logic
• Native Transportation Planning and Load Tendering
• Yard Management with Dock and Gate Visibility
• ERP Order Management Integration Adapter
• Parallel Dual-Run Production Cutover
• Mobile Scanner and Operator App Deployment
• Inventory Reconciliation and Cycle Count Automation
• Sandbox Historical Order Load and Throughput Simulation

Deploy Warehouse Execution Engine

• Which distribution center(s) will run the initial warehouse execution engine (list DC code(s) and site capacity in orders/day)?
• How many SKUs and active stock keeping units (SKU) locations will be included in the first deployment? Options: Less than 5,000 SKUs, 5,000-25,000 SKUs, More than 25,000 SKUs
• Do you have a current system of record for LPNs (license plate numbers) and pallet tracking that the engine must adopt? Options: Yes, No
• Who will own daily configuration changes to the execution rules (title or role, e.g., warehouse operations manager)?
• Are there conveyor, sorter, or automated storage and retrieval (AS/RS) control system endpoints that must be integrated during initial deployment? Options: Yes, PLC/OPC endpoints, Yes, middleware endpoint, No integration required initially
• Provide any regulatory or safety constraints (for example lockout/tagout windows or local union rules) that will affect cutover sequencing.

Activate Real-Time Slotting

• How many velocity tiers do you currently use for slotting (fast, medium, slow)? Options: 1-2, 3, 4+
• Which data feeds will you provide to enable real-time slotting (pick history, sales forecast, returns rate, dimensional data)? Options: Pick history, Sales forecast, Returns rate, Dimensions/weights, Other
• Who in your organization maintains SKU dimensions and case pack rules in the ERP or master data file?
• Are there temperature-controlled or restricted storage zones whose slotting must follow specific rules? Options: Yes, No
• Indicate the maximum allowed slot reassignment events per SKU per week during normal operations. Options: 0-1, 2-5, 6+
• Describe any packaging constraints (e.g., mixed-case pick faces, fragile items) that should influence dynamic slot moves.

Implement Wave and Batch Picking Orchestration

• How many simultaneous waves do you expect to run during a peak shift in the pilot DC? Options: 1-2, 3-5, 6+
• Which picking strategies are currently used (single-order, batch, zone, cluster)? Options: Single-order, Batch, Zone, Cluster, Other
• Who will approve wave templates and exceptions on the warehouse floor?
• Are pick path constraints required for size or weight (for example, no heavy items with light fragile items in the same tote)? Options: Yes, No
• Identify the upstream triggers for wave creation from your ERP order feed (for example, scheduled release, promised ship date, manual release). Options: Scheduled release, Promised ship date, Manual release, Other
• Describe any gating rules for consolidations at pack stations that the orchestration must enforce (for example, all lines inspected before release to carrier).

Directed Putaway with Velocity-Driven Slotting

• Which receiving flows will feed directed putaway (ASN/EDI 856, manual receiving, mobile scanner inbound)? Options: ASN/EDI 856, Manual receiving, Mobile scanner only, Other
• How many putaway zones exist and which require staged staging or time-windowed putaway? Options: 1-2 zones, 3-5 zones, 6+ zones
• Who will own slotting policy definitions and velocity thresholds in your team?
• Are there SKU families that must remain in fixed locations due to packaging or display requirements? Options: Yes, No
• Provide the target replenishment interval for fast-moving SKUs (for example, every 2 hours). Options: Continuous, Every 1 hour, Every 2-4 hours, Daily
• Describe any forklift or racking constraints (max pallet height, weight limits) that affect putaway decisions.

Labor Optimization and Dynamic Task Assignment

• How many distinct labor roles are active in the pilot DC (picker, packer, replenisher, supervisor)? Options: 1-3, 4-6, 7+
• Which performance metric do you currently use to measure floor productivity (picks per hour, lines per hour, units per hour)? Options: Picks per hour, Units per hour, Lines per hour, Other
• Who will be responsible for approving labor targets and incentive thresholds during the pilot?
• Are there scheduled break patterns, shift handoffs, or union rules that the dynamic assignment engine must respect? Options: Yes, No
• Indicate whether you will supply historical time-and-motion or time-stamp data for the pilot to calibrate task durations. Options: Yes, detailed timestamps, Yes, summary averages, No historical data available
• Describe any mobility constraints (for example, no headsets, mandatory paper processes) that could affect operator task assignment acceptance.

Parcel Rate Shopping and Multi-Carrier Tendering

• Which carrier connection methods does your current operation support (API token, SFTP rate table, EDI 404/210)? Options: API token, SFTP rate table, EDI 404/210, Manual rate entry
• How many parcel and LTL carriers should be included in rate-shopping during the pilot (include both national and regional carriers)? Options: 1-2, 3-5, 6+
• Who will own carrier account credentials and tendering rules (title or role)?
• Are there carrier service-level agreements or business rules (for example, delivery window, ship-from restrictions) that must be enforced in tendering decisions? Options: Yes, No
• Provide the required label and manifest formats for each carrier (for example, ZPL label, EDI 940 manifest).
• Indicate whether you require automated carrier cost allocation to orders and cost-center mapping. Options: Yes, No

Cartonization and Dimensional Packing Logic

• How complete is your dimensional and weight data for SKUs (percent of SKUs with accurate dimensions)? Options: Less than 50%, 50-90%, More than 90%
• Which packing constraints must the cartonization engine enforce (orientation, fragile items, temperature sensitivity)? Options: Orientation, Fragile, Temperature, Hazmat, Other
• Who approves pack rules and exceptions at pack stations during the pilot?
• Are dimensional scanning devices available at packing lanes to validate cartonization recommendations? Options: Yes, fixed dim scanner, Yes, handheld dim unit, No
• Provide your current target pack optimization objective (minimize box count, minimize cost, minimize damage claims). Options: Minimize box count, Minimize shipping cost, Minimize damage claims, Other
• Describe any multi-item bundle rules or kit packaging that the cartonization logic must handle.

Native Transportation Planning and Load Tendering

• Which shipment types require native transportation planning in the pilot (parcel, less-than-truckload, full truckload)? Options: Parcel, LTL, FTL, Intermodal
• How many daily outbound truck departures and dock appointments does the pilot DC normally dispatch? Options: 1-5 departures, 6-15 departures, 16+ departures
• Who will be the transportation planner contact for validating load builds and tendering rules?
• Are there lane-specific constraints (weight limits, hazmat restrictions, local pickup windows) that must be encoded in planning? Options: Yes, No
• Identify required load documentation and EDI messages for tendering (for example, EDI 204/210, API-based tendering).
• Explain whether you require optimization for cost, DOT hours-of-service, or minimum touch during load planning.

Yard Management with Dock and Gate Visibility

• How many dock doors and gate entries will the yard management module need to manage at the pilot site? Options: 1-10, 11-30, 31+
• Which carrier appointment systems or third-party portals must the yard module exchange appointments with? Options: Carrier portal APIs, Manual uploads, Third-party appointment system
• Who will operate gate check-in and driver communications during the pilot (role or team)?
• Are there onsite RFID or gate camera systems we must integrate for trailer identification? Options: RFID, Camera OCR, Manual plate capture, None
• Provide your current trailer dwell time target and maximum allowable dwell during peak season. Options: Target under 4 hours, Target 4-8 hours, Target 8+ hours
• Describe any security or access rules (for example, restricted vendor hours or pre-authenticated carriers) that the yard workflows must enforce.

ERP Order Management Integration Adapter

• Which ERP order management system will provide the order feed (describe API type or EDI format and endpoint)?
• How frequently does your ERP push order updates and cancellations (real-time API, every 5 minutes, hourly batch)? Options: Real-time API, Every 5-15 minutes, Hourly batch, Daily batch
• Who is your ERP technical contact for exchanging test credentials and validating payloads?
• Are there custom fields or order types in the ERP (for example, subscription orders, B2B split shipments) that must be mapped? Options: Yes, No
• Identify the expected message types to be exchanged during pilot (order create, order update, cancellation, ASN, inventory reservation). Options: Order create, Order update, Cancellation, ASN, Inventory reservation
• Describe any middleware or EAI layer currently in use between the ERP and warehouse floor that will remain in the integration path.

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

• Pilot Data Validation Workshop
• Throughput and Accuracy Validation Session
• Two-Year ROI Modeling Workshop
• Finance Sponsor Review and Validation
• Business Case Approval and Recommendation

• Provide the accounting backup and cost detail requested by finance within the agreed timeline.
• Deliver the ROI model file with all linked assumptions and scenario tabs for finance review.
• Provide a one-page summary of the recommended scenario showing payback, cumulative savings, and key sensitivities.
• Gather additional cost inputs requested during the session for final model calibration.
• Present ROI summary and key assumptions
• Finance sponsor accepts the ROI model or provides a precise list of outstanding items and evidence needed for acceptance.
• Named owner and deadline for each outstanding finance item are recorded if approval is conditional.
• Update the ROI model and backup files to reflect finance feedback and reissue for final review.
• Confirm scope and datasets
• Schedule follow-up validation meeting if finance requires additional analysis.
• Recap validated KPIs and finance position
• Formal decision to proceed to Mutual Commit is recorded, or a documented hold with clear conditions, owners, and deadlines is agreed.
• Business case summary and Mutual Commit checklist are prepared with named owners and target completion dates.
• Prepare the final business case summary and Mutual Commit package including validated KPIs, ROI model, and outstanding condition list.
• Collect and record formal sign-off or conditional approval from the finance sponsor and buyer executive sponsor.
• Publish the owner-assigned checklist with deadlines to drive the Mutual Commit activities.
• Authoritative pilot dataset and exact KPI calculation formulas are agreed and documented.
• List of data gaps and required fixes is captured with clear evidence required to close each gap.
• Produce a cleaned, reconciled pilot dataset with the agreed KPI fields and share it for validation.
• Log and provide samples for each reconciliation exception that needs remediation.
• Schedule follow-up data verification once fixes are applied.
• Recap authoritative KPIs and acceptance thresholds
• Each KPI is marked accepted, disputed with required evidence, or failed with a remediation plan.
• Prioritized root cause list with the evidence required to validate each hypothesis is agreed.
• Produce a variance report showing KPI performance by shift, SKU family, station, and carrier for further analysis.
• Collect and attach the evidence items needed to resolve disputed KPIs, such as time-stamped logs or camera extracts.
• Define the scope and data needed for any pilot rerun or targeted simulation to validate remediation steps.
• Confirm financial assumptions and cost items
• Completed two-year ROI model with conservative, base, and aggressive scenarios is produced and agreed for review.
• Specific assumptions and sensitivity ranges that materially affect payback are documented and prioritized for validation.
• Compare pilot results to acceptance criteria
• Map operational KPIs to unit economics
• Reconcile data sources
• Present go or hold recommendation and conditions
• Walk through sensitivity, risks, and mitigation
• Build scenario models and run outputs
• Agree KPI definitions and formulas
• Review commercial and integration prerequisites
• Analyze variance by dimension
• Capture finance feedback and required evidence
• Decision on finance stance
• Agree root cause hypotheses and remediation steps
• Document gaps and next steps
• Agree recommended scenario and sensitivity levers
• Confirm sign-off, owners, and timeline

• Subscription Agreement (Order Form)
• Master Services Agreement (MSA)
• Statement of Work (SOW)
• Service Level Agreement (SLA)
• Data Processing Agreement (DPA)
• Regulatory Compliance Addendum (conditional)
• Integration Responsibility Matrix
• Acceptance Criteria & Go/No-Go Sign-off
• Deployment Prerequisites Checklist
• Change Order Agreement
• Termination & Exit Plan

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

• Publish the quarterly KPI pack with supporting data extracts and any recommended configuration changes.
• Capture the incumbent decommission record including contract/renewal disposition and data archive confirmation.
• Create a verification checklist to confirm KPI stability after each remediation item closes.
• Maintain a prioritized backlog of enhancements tied to measurable operational impact.
• Confirm a short verification cadence for any fixes delivered during the quarter.
• Quarterly KPI trends
• Ensure order accuracy and labor productivity are sustained at or near the Solution Scope targets, or that remediation is tracked and timed.
• Re-confirm success criteria and ownership
• Update the enhancement backlog with business-impact estimates and target delivery quarters.
• Schedule targeted verification windows to confirm fixes do not regress other KPIs.
• Yearly outcome summary
• Confirm year-over-year performance for pick rate and order accuracy against the Solution Scope targets and document the net operational benefit.
• Agree a prioritized risk mitigation plan to protect KPI stability in the coming year.
• Ensure the long-term support and issue escalation channels are documented and understood.
• Deliver the annual outcomes report including baseline comparisons, realized productivity gains, and quality improvements.
• Publish the long-term risk mitigation plan with milestones and monitoring checkpoints.
• Maintain the shared channel for issues and enhancement requests and summarize submissions quarterly.
• Confirm deployment is functionally complete and integrations are passing basic validation checks.
• Agree a short list of critical blockers with owners and resolution dates to enable meaningful KPI measurement.
• Validate that user onboarding and basic operational workflows are active and not blocked by missing access or training gaps.
• Publish deployment validation checklist results and a schedule of remediation actions with target close dates.
• Confirm the sources and owners of operational logs and dashboard feeds that will supply the first-measurement data.
• Document any workaround steps to be used on the floor until fixes are delivered and distribute to operations.
• Present first measurement dashboard
• Determine whether pick rate and order accuracy are trending toward the Solution Scope targets or require remediation.
• Document prioritized corrective actions with resolution dates to close the largest gaps before the 90-day realization checkpoint.
• Confirm the integration quality is sufficient to trust KPI calculations for the acceptance window.
• Deliver the first-measurement report including raw data extracts, calculations, and a short root-cause analysis.
• Open corrective action tickets with a required completion date and acceptance criteria for verification.
• Schedule a technical follow-up to remediate any integration errors impacting KPI validity.
• Restate acceptance criteria and targets
• Verify whether inventory allocation accuracy and order throughput are consistently at or improving toward the targets recorded in Solution Scope.
• Agree a final remediation plan and deadlines for any remaining gaps so that steady-state operation is achieved.
• Confirm the incumbent system has been decommissioned or its retention mode and archival plan documented to prevent dual-system fallbacks.
• Publish the 90-day realization summary with remaining remediation items and target close dates.
• Lessons learned and process improvements
• Open operational issues and ticket burn-down
• Deployment and migration validation
• Root-cause diagnosis for gaps
• Present 60-to-90-day outcome data
• Risk review and mitigation plan
• Early adoption signals and usage patterns
• Enhancement and backlog prioritization
• Outstanding remediation and persistent gaps
• Corrective actions and timelines
• Incumbent decommissioning confirmation
• Open issues and blockers
• Integration and uptime review
• Short operational checkpoints and next steps
• Operational handover and long-term support cadence
• Agree immediate remediation actions