disruptive technology: using robots as a service disruptive technology: using robots as a service...
TRANSCRIPT
Disruptive Technology: Using Robots as a
ServiceMike Oitzman, CEO/Founder, Market Spec Group
Lior Elazary, CEO, InVia Robotics
ROBOTICS MARKET VIEW
Strategy
Budget
Manage Robotic Workforce
BOTTOM LINE: Need to reduce costs, improve efficiency and meet KPI’s
CUSTOMER
ROBOTICS MARKET VIEW
AUTOMATION VENDOR
Innovate / Competitive
Sales Funnel
Support Customers
Manage Cash Flow
BOTTOM LINE: Decide when/where to invest and find/serve customers
MARKET VIEW
AUTOMATION VENDORCUSTOMER
Strategy
Budget
Manage Robotic Workforce
Innovate / Competitive
Support
???????? Sales Funnel
Manage Cash Flow
The Hurdle:
Capital Asset Approval Cycle
• Classic equipment sales model
• Situation: CapEx buying is a long process
• Complication: Equipment often costs more than budgets allow.
• Implication: Depreciation schedules can leave customer “holding the bag”
VendorCustomerCapital Asset
Sales Cycle
Budgets
Service/Support
IntegrationInstallation
Depreciation
Capital
Expense
Approvals
ROI
VendorCustomerOperating Expense
Sales Cycle
Service/Support
Integration
Installation
Operating
Expense
Immediate ROI
Robots-as-a-Service: What is it?
• AKA Managed Services
• Bundle of hardware, software, services and support
• Ongoing subscription based on consumption
• Tiered solution levels
IS RaaS the Holy Grail?
Key selling points:
• Lower initial cost of solution to customer
• Move from CapEx to OpEx expense
• “Stickier” relationship
• Stable / recurring revenue stream for vendor
• Service Level Agreement
Is Leasing an Answer?
Pros• Removes the upfront investment
• Operating expense
Cons• Involves a third party
• Doesn’t address service improvement requirements
• Doesn’t bring recurring revenue to vendor
• Doesn’t incentivize vendor to continuously innovate
Opportunity: Emergence of “Robot Service Organizations”
RAAS COMPANY PROFILE
Company: InVia Robotics
Application: Logistics Goods-to-Person
Performance KPI: Cost per pick/Picks per hour
Key RaaS Features:
• Robot Management System (RMS)
• Robot Operations Center (ROC)
• 24/7/365 support
• Elastic throughput
• Cost certainty
Lior Elazary, CEO, Invia Robotics
Our customers don’t want to be robot
experts. InVia delivers a flexible end-
to-end solution at a predictable cost.“
www.inviarobotics.com
Demand is Up, Supply is Shrinking, Wages Are Rising
Warehouse Industry is Drastically Lagging Other Industries
Why Not Robots in the Warehouse?
But Now… Inflection Point is Here
Sign Me Up!
What’s the Catch? CAPEX
VendorCustomerCapital Asset
Sales Cycle
Budgets
Service/Support
IntegrationInstallation
Depreciation
Capital
Expense
Approvals
ROI
What’s the Catch? Technological Revolution
What’s the Catch? Becoming a Robotics Company
Enter Robots as a Service. Key Takeaways
Key Business Takeaways:
• Cost reduction• CAPEX process
• Infrastructure
• Support
• Cost certainty
• Move faster and reliably with the experts• Integration
• Support
• Flexibility, adaptability and agility
• Remain on the leading edge of technology
Summary: Market Leading RaaS Solutions
KPI-based
Service Level Agreement
Remote Monitoring
24/7/365 remote support
Relationship centric
Focus on core strengths
Faster innovation cycles
Creating a Win-Win with RaaS
For the Customer/Buyer:
+ Simplified return on investment (ROI) criteria
+ Reduced up front investment
+ Elastic consumption
+ Free software upgrades
+ Higher quality components
+ More intimate vendor support
+ Comparable consumption rates to manual labor
For the Solution Provider:
+ More predictable, recurring cash flow
+ Shortened product sales cycle
+ Better sales funnel visibility
+ Higher touch support interaction
+ More precise innovation cycles
Download the latest RaaS Whitepaper
The Market Spec Group | www.market-spec.com
• What is RaaS?
• Customer Interaction Model
• Product Design Considerations
• RaaS Organization Structure
http://bit.ly/raas2017
Questions?
Mike OitzmanCEO/Founder
The Market Spec Group
Telephone: 1 (415) 828-9382
Email:[email protected]
www.market-spec.com
Lior ElazaryCEO/Founder
InVia Robotics
Telephone: 1 (855) 424-6842
Email:[email protected]
www.inviarobotics.com