1. Selling IIoT Solutions to End Users
How to Identify End User Applications for
EdgeScout Remote Monitoring

2. Types of End User Applications
Most end-user applications for EdgeScout fit one or more of the following criteria:
Reducing Downtime
Increasing Productivity
Condition Monitoring
Predictive Maintenance
Machine Learning
Prescriptive Maintenance
Energy Management

3. Application Expertise
RRAMAC’s expertise includes:
Application expertise often comes from the customer, but RRAMAC also partners with domain experts in:
Secure connectivity to industrial automation equipment
Cloud hosting and data management
Web portals
Smart phone apps
Connectivity to ERP and other software systems
Machine Learning
Predictive Maintenance
Packaging Equipment Optimization
Energy Management
Etc.

4. Discovering Pain Points
The key to finding what selling points to EdgeScout will resonate best with the prospect is to ask questions to find their pain points.
How long do you typically spend on __?
What have you tried in the past to increase efficiency and reliability? Why did or didn’t it work for you?
What are your main goals as a company?
Talk to business leaders
You’ll want to connect with people who care about the bottom line. At smaller companies this is usually the executive level. At larger companies this may be a product manager or production line supervisor.

5. End User Conversation
The following Questions may help uncover specific areas where EdgeScout will help reduce cost or increase revenue for end-users

6. End User Conversation Question 1.
If you could increase productivity by just 10% without adding new production lines or more shifts, would this have a significant impact on your company’s revenue?
Overall Equipment Effectiveness, or OEE, is a productivity measurement that combines downtime, production rate, and quality. OEE has long been the gold standard for increasing productivity, but the Industrial Internet of Things has made OEE much more affordable and easier to implement than ever before. Productivity improvements from 15% to 50% are not uncommon.

7. End User Conversation Question 2.
Do your line operators, maintenance crews, and production supervisors all have actionable information at their fingertips that will enable them to quickly address the highest priority production issues?
Line operators, maintenance crews, and production supervisors all have a significant impact on the productivity of the manufacturing lines.

8. End User Conversation Question 3.
Would you like to explore ways to make your company more attractive to millennial employees and millennial customers?
Millennials currently make up about a third of the workforce. That number is projected to rise to 46% by 2020, and will undoubtedly keep rising from there. Whether you are trying to attract and retain employees, or make your products more valuable to customers, ignoring the needs of millennials will eventually prove fatal to your company.

9. End User Conversation Question 4.
Would you benefit from having scheduled maintenance information readily available on a web dashboard or smartphone?
Your car’s dashboard can tell you the remaining oil life, miles to empty, tire pressure, and more. Manufacturing lines need much more maintenance than a car, but required maintenance is usually not available from the equipment.

10. End User Conversation Question 5.
Would you like to reduce maintenance costs by performing maintenance when needed instead of periodically?
Predictive maintenance techniques can be used to monitor and analyze vibration, motor current, or temperature patterns and identify potential problems before they cause a shutdown. This can also reduce maintenance costs because maintenance can be performed when it is actually needed rather than simply scheduled.

11. End User Conversation Question 6.
Would like your equipment to track raw material usage and automatically trigger refill orders so that you can avoid running out of material without the cost of excess inventory or expedite fees?
Most machines and processes have raw material that needs to be reordered. If the equipment runs out of raw material it is no longer producing revenue. Automatic reordering helps assure that the consumable products will be available without excessive onsite inventory costs or last minute expedite fees.

12. End User Conversation Question 7.
Would you like to have easy access to historical information about customer orders, including raw materials, operator actions, environmental factors, and system alarms ?
Raw materials, operator actions, and environmental factors, can all affect the quality of a customer order. Recording and analyzing this information can give you insights into quality and productivity improvements and can allow you to isolate a quality problem to specific customer orders for targeted recalls.

13. End User Conversation Question 8.
Would you like to eliminate plant floor software updates, maintenance, troubleshooting, and licensing tasks by having the software vendor manage the software?
When plant floor data collection and reporting software is installed and managed by in your plant, the user is responsible for installing updates, troubleshooting errors, managing the database, and dealing with software license issues. Cloud hosted solutions, whether remote or on-premise, are managed and maintained by the software provider.

14. End User Conversation Question 9.
Would your company benefit from reducing or eliminating manual data collection tasks?
It’s not uncommon to see people using clipboards to copy data from gauges, operator interface screens, or field sensors. Automated data collection is more efficient, more reliable, and more consistent than manual data collection.