Sales Playbook V2 (Working Document)

@tags:: #lit✍/📰️article/highlights
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@ref:: Sales Playbook V2 (Working Document)
@author:: zotero.org

2023-08-07 zotero.org - Sales Playbook V2 (Working Document)

Book cover of "Sales Playbook V2 (Working Document)"

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What does the next era of smart machines look like? ● All machines will be dynamic, autonomous, connected, working around people ● More risk is often introduced to users: Such as AI may cause unpredictable behaviors; workers are exposed to new hazards when sharing workspaces with co-bots and smart machines; connected machines can be compromised by bad actors ● Mitigating these risks is really hard and time consuming; but the consequences could be catastrophic if they are not dealt with
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FORT’s mission is to unlock the full potential of automation by accelerating development, reducing risk, and building trust in autonomous systems.
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primary customers are OEM developers who want to build our safety solutions into their machines.
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human initiates safety commands via Safe Remote Control Pro (E-Stop) or with an EPC and external input (eg. door switch or fixed e-stop button.)
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EPCs mounted on each machine receive message.
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Up to 3 independent safety commands are available on each EPC (or 2 commands on each NSC)
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Configurable for 2 different safety messages (eg: E-Stop and crawl mode, or fire alarm command.)
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Designed to and validated by a Nationally Recognized Testing Lab (NRTL) to IEC 61508, IEC 13849, ANSI 15.06, ANSI 15.08 and other equipment similar safety standards
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developed wireless technology that can send safety rated (ie: stop) commands over long distances using ISM radio and Ethernet, so machines stop when they need to.
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our customers don’t have the extra burden of safety development.
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EPCs mounted on each AMR and machine receive safety messages
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A human initiates safety commands via Safe Remote Control Pro (E-Stop) or with an EPC and external input (eg. door switch or fixed e-stop button.)
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Configurable for 2 different safety messages (eg: E-Stop and crawl mode, or fire alarm command.)
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FORT’s Products and Technology enable you to:
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Safety equipment IS CERTIFIED by an independant Nationally Recognized Testing Lab for safety conformance to industry and application safety standards (ie: NFPA79, 15.08, 15.06, B56.5, etc)
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Current Generation: WES, SRC, VSC
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Next Generation: EPC and Safe Remote Control Pro
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single point of control for many pieces of connected equipment
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single point of control for a few pieces of equipment
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Common ISM radio technologies enable long distance remote control, and IP-based technologies enable communications across multiple sites
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Feature Descriptions: EPC, Safe Remote Control Pro, FORT Manager
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Feature Descriptions: EPC, Safe Remote Control Pro, FORT Manager
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Feature Descriptions: EPC, FRC, FORT Manager
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Feature, Function, Benefit Endpoint Controller
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Feature, Function, Benefit FORT Manager
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Nano Safety Controller (NSC)
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Details: ● The NSC is essentially the logic board inside of the Safe Remote Control Pro ● It can receive 2 trusted commands mapped to one or many AMRs ● Communicates over wireless IP networks
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Requirements: ● Linux (on host robot, running FORT software agent) ● IP-based interface on robot (robot WiFi <-> software agent <-> NSC) ● Best for customers that build their own PCBs
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Common Use Cases
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FORT’s Products and Platform support many use cases, including but not limited to:
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Universal Discovery Questions
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Product Specific Discovery Questions
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FORT’s Competitive Advantage
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Vertical Market - Construction and Off-Highway OEMs
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Vertical Market - Material Handling OEMs
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Vertical Market - Off-Highway OEMs
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Trends Driving Automation
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2019 Survey: Almost half of all construction workers fear safety could be put at risk on job sites when artificial intelligence and automation becomes the norm – a higher number than those worried about losing their jobs to robots.
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FORT Core Technology (Embedded NSC)
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Trusted Commands o Safety Integrity Level: SIL2 rating (use for functional safety) o Commands: 2 (e-stop, controlled rest are common examples of possible commands) o Mapping: 1:M (one command to one or more NSCs devices) o Network transport: WiFi, LAN, Cloud o Additional options in roadmap (trust levels, # of commands, ISM radio, remote control) ● Secure FORT o Security framework for FORT system data o Option for customer data in roadmap o Machine authentication with identity rooted in hardware ● FORT Manager o Cloud based platform (browser, mobile app, API option in roadmap) o Configuration design and management o Options in roadmap for safety event logging, performance monitoring, and more
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