Together with Aalborg University in Denmark, Blue Ocean Robotics initiated a R&D partnership with the purpose of using a scientific approach to co-create a flexible solution selling SaaS tool that could support manufacturing companies and automation providers in their solution selling process, buying and development process, in a buyer driven business environment.
The two parties started researching the market, technology trends and business analyses to identify the business needs, how to build the solution, and the concept behind it. To be able to map different buying-selling behaviors and integrate them in one collaborative buying-selling process, they studied three user cases (products) including the UV-Disinfection Robot, an autonomous disinfection robot for hospitals, production lines and pharmaceutical companies; Mini-Picker, a product that enables robot arms to see, find and grip components randomly placed in pallet-bins and boxes and ReconCell, an easy to (re-)configure and (re-)program assembly work cell.
Through the analysis of each product, the researchers detected the focal points that could affect the sales acquisition and investigated how it was related to the development process. They realized that the manufacturing companies had six underlying challenges:
- Coordinate knowledge about the products and communicate it to customers
- Reduce lead time
- Facilitating project documentation
- Avoiding missing information
- Facilitate the geographical market expansion
- Avoid unnecessary travels
With the insights of the user cases, it was decided to create a new collaborative selling process, that could gather the vast amount of information to empower manufacturing companies in their roles on the solution development and investment decisions. The main objectives were to design and develop a web-based digital platform that could:
- Collect feedback from potential customers or investors about a robotic solution
- Optimize the time response and the data flow in the sales channel
- Prioritize the most relevant robotic solutions
- Increase lead generation
The solution is now being tested in the manufacturing industry. With Inhancer, the developers of the ReconCell project are able to identify which components manufacturing companies need in order to understand how to integrate the ReconCell product into customers’ production lines.
Inhancer furthermore enables the solution provider, Flex Hex, to boost customer interest and calculate the ROI for potential customers that are considering investing in the Hexapod fixtures system for their production line.