Sales Playbook V2 (Working Document)

!tags:: #litāœ/šŸ“°ļøarticle/highlights
!links::
!ref:: Sales Playbook V2 (Working Document)
!author:: zotero.org

=this.file.name

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

Reference

Notes

Quote

What does the next era of smart machines look like? ā— All machines will be dynamic, autonomous, connected, working around people ā— 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 ā— Mitigating these risks is really hard and time consuming; but the consequences could be catastrophic if they are not dealt with
- PageĀ 2
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FORTā€™s mission is to unlock the full potential of automation by accelerating development, reducing risk, and building trust in autonomous systems.
- PageĀ 2
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primary customers are OEM developers who want to build our safety solutions into their machines.
- PageĀ 4
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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.)
- PageĀ 6
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EPCs mounted on each machine receive message.
- PageĀ 6
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Up to 3 independent safety commands are available on each EPC (or 2 commands on each NSC)
- PageĀ 6
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Configurable for 2 different safety messages (eg: E-Stop and crawl mode, or fire alarm command.)
- PageĀ 6
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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
- PageĀ 8
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Quote

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.
- PageĀ 9
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our customers donā€™t have the extra burden of safety development.
- PageĀ 9
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Quote

EPCs mounted on each AMR and machine receive safety messages
- PageĀ 10
-

Quote

Configurable for 2 different safety messages (eg: E-Stop and crawl mode, or fire alarm command.)
- PageĀ 11
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Quote

FORTā€™s Products and Technology enable you to:
- PageĀ 14
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Quote

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)
- PageĀ 16
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Current Generation: WES, SRC, VSC
- PageĀ 16
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Quote

Next Generation: EPC and Safe Remote Control Pro
- PageĀ 16
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Quote

single point of control for many pieces of connected equipment
- PageĀ 16
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single point of control for a few pieces of equipment
- PageĀ 16
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Common ISM radio technologies enable long distance remote control, and IP-based technologies enable communications across multiple sites
- PageĀ 16
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Feature Descriptions: EPC, Safe Remote Control Pro, FORT Manager
- PageĀ 18
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Feature Descriptions: EPC, Safe Remote Control Pro, FORT Manager
- PageĀ 19
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Feature Descriptions: EPC, FRC, FORT Manager
- PageĀ 20
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Feature, Function, Benefit Endpoint Controller
- PageĀ 21
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Feature, Function, Benefit FORT Manager
- PageĀ 23
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Nano Safety Controller (NSC)
- PageĀ 24
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Details: ā— The NSC is essentially the logic board inside of the Safe Remote Control Pro ā— It can receive 2 trusted commands mapped to one or many AMRs ā— Communicates over wireless IP networks
- PageĀ 24
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Requirements: ā— Linux (on host robot, running FORT software agent) ā— IP-based interface on robot (robot WiFi <-> software agent <-> NSC) ā— Best for customers that build their own PCBs
- PageĀ 27
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Common Use Cases
- PageĀ 32
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Universal Discovery Questions
- PageĀ 35
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Product Specific Discovery Questions
- PageĀ 36
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Vertical Market - Construction and Off-Highway OEMs
- PageĀ 54
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Vertical Market - Material Handling OEMs
- PageĀ 55
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Vertical Market - Off-Highway OEMs
- PageĀ 56
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Trends Driving Automation
- PageĀ 58
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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 ā€“ a higher number than those worried about losing their jobs to robots.
- PageĀ 60
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Quote

FORT Core Technology (Embedded NSC)
- PageĀ 123
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Quote

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) ā— Secure FORT o Security framework for FORT system data o Option for customer data in roadmap o Machine authentication with identity rooted in hardware ā— 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
- PageĀ 123
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dg-publish: true
created: 2024-07-01
modified: 2024-07-01
title: Sales Playbook V2 (Working Document)
source: api_article

!tags:: #litāœ/šŸ“°ļøarticle/highlights
!links::
!ref:: Sales Playbook V2 (Working Document)
!author:: zotero.org

=this.file.name

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

Reference

Notes

Quote

What does the next era of smart machines look like? ā— All machines will be dynamic, autonomous, connected, working around people ā— 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 ā— Mitigating these risks is really hard and time consuming; but the consequences could be catastrophic if they are not dealt with
- PageĀ 2
-

Quote

FORTā€™s mission is to unlock the full potential of automation by accelerating development, reducing risk, and building trust in autonomous systems.
- PageĀ 2
-

Quote

primary customers are OEM developers who want to build our safety solutions into their machines.
- PageĀ 4
-

Quote

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.)
- PageĀ 6
-

Quote

EPCs mounted on each machine receive message.
- PageĀ 6
-

Quote

Up to 3 independent safety commands are available on each EPC (or 2 commands on each NSC)
- PageĀ 6
-

Quote

Configurable for 2 different safety messages (eg: E-Stop and crawl mode, or fire alarm command.)
- PageĀ 6
-

Quote

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
- PageĀ 8
-

Quote

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.
- PageĀ 9
-

Quote

our customers donā€™t have the extra burden of safety development.
- PageĀ 9
-

Quote

EPCs mounted on each AMR and machine receive safety messages
- PageĀ 10
-

Quote

Configurable for 2 different safety messages (eg: E-Stop and crawl mode, or fire alarm command.)
- PageĀ 11
-

Quote

FORTā€™s Products and Technology enable you to:
- PageĀ 14
-

Quote

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)
- PageĀ 16
-

Quote

Current Generation: WES, SRC, VSC
- PageĀ 16
-

Quote

Next Generation: EPC and Safe Remote Control Pro
- PageĀ 16
-

Quote

single point of control for many pieces of connected equipment
- PageĀ 16
-

Quote

single point of control for a few pieces of equipment
- PageĀ 16
-

Quote

Common ISM radio technologies enable long distance remote control, and IP-based technologies enable communications across multiple sites
- PageĀ 16
-

Quote

Feature Descriptions: EPC, Safe Remote Control Pro, FORT Manager
- PageĀ 18
-

Quote

Feature Descriptions: EPC, Safe Remote Control Pro, FORT Manager
- PageĀ 19
-

Quote

Feature Descriptions: EPC, FRC, FORT Manager
- PageĀ 20
-

Quote

Feature, Function, Benefit Endpoint Controller
- PageĀ 21
-

Quote

Feature, Function, Benefit FORT Manager
- PageĀ 23
-

Quote

Nano Safety Controller (NSC)
- PageĀ 24
-

Quote

Details: ā— The NSC is essentially the logic board inside of the Safe Remote Control Pro ā— It can receive 2 trusted commands mapped to one or many AMRs ā— Communicates over wireless IP networks
- PageĀ 24
-

Quote

Requirements: ā— Linux (on host robot, running FORT software agent) ā— IP-based interface on robot (robot WiFi <-> software agent <-> NSC) ā— Best for customers that build their own PCBs
- PageĀ 27
-

Quote

Common Use Cases
- PageĀ 32
-

Quote

Universal Discovery Questions
- PageĀ 35
-

Quote

Product Specific Discovery Questions
- PageĀ 36
-

Quote

Vertical Market - Construction and Off-Highway OEMs
- PageĀ 54
-

Quote

Vertical Market - Material Handling OEMs
- PageĀ 55
-

Quote

Vertical Market - Off-Highway OEMs
- PageĀ 56
-

Quote

Trends Driving Automation
- PageĀ 58
-

Quote

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 ā€“ a higher number than those worried about losing their jobs to robots.
- PageĀ 60
-

Quote

FORT Core Technology (Embedded NSC)
- PageĀ 123
-

Quote

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) ā— Secure FORT o Security framework for FORT system data o Option for customer data in roadmap o Machine authentication with identity rooted in hardware ā— 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
- PageĀ 123
-