Sales Playbook V2 (Working Document)
!tags:: #litā/š°ļøarticle/highlights
!links::
!ref:: Sales Playbook V2 (Working Document)
!author:: zotero.org
=this.file.name

Reference
- =this.ref
Notes
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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FORTās 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
- 
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
- 
EPCs mounted on each machine receive message.
- PageĀ 6
- 
Up to 3 independent safety commands are available on each EPC (or 2 commands on each NSC)
- PageĀ 6
- 
Configurable for 2 different safety messages (eg: E-Stop and crawl mode, or fire alarm command.)
- PageĀ 6
- 
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
- 
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
- 
our customers donāt have the extra burden of safety development.
- PageĀ 9
- 
EPCs mounted on each AMR and machine receive safety messages
- PageĀ 10
- 
Configurable for 2 different safety messages (eg: E-Stop and crawl mode, or fire alarm command.)
- PageĀ 11
- 
FORTās Products and Technology enable you to:
- PageĀ 14
- 
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
- 
Current Generation: WES, SRC, VSC
- PageĀ 16
- 
Next Generation: EPC and Safe Remote Control Pro
- PageĀ 16
- 
single point of control for many pieces of connected equipment
- PageĀ 16
- 
single point of control for a few pieces of equipment
- PageĀ 16
- 
Common ISM radio technologies enable long distance remote control, and IP-based technologies enable communications across multiple sites
- PageĀ 16
- 
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
- 
Nano Safety Controller (NSC)
- PageĀ 24
- 
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
- 
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
- 
Common Use Cases
- PageĀ 32
- 
Universal Discovery Questions
- PageĀ 35
- 
Product Specific Discovery Questions
- PageĀ 36
- 
Vertical Market - Construction and Off-Highway OEMs
- PageĀ 54
- 
Vertical Market - Material Handling OEMs
- PageĀ 55
- 
Vertical Market - Off-Highway OEMs
- PageĀ 56
- 
Trends Driving Automation
- PageĀ 58
- 
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
- 
FORT Core Technology (Embedded NSC)
- PageĀ 123
- 
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
- 
dg-publish: true
created: 2024-07-01
modified: 2024-07-01
title: Sales Playbook V2 (Working Document)
source: api_article
!tags:: #litā/š°ļøarticle/highlights
!links::
!ref:: Sales Playbook V2 (Working Document)
!author:: zotero.org
=this.file.name

Reference
- =this.ref
Notes
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
- 
FORTās mission is to unlock the full potential of automation by accelerating development, reducing risk, and building trust in autonomous systems.
- PageĀ 2
- 
primary customers are OEM developers who want to build our safety solutions into their machines.
- PageĀ 4
- 
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
- 
EPCs mounted on each machine receive message.
- PageĀ 6
- 
Up to 3 independent safety commands are available on each EPC (or 2 commands on each NSC)
- PageĀ 6
- 
Configurable for 2 different safety messages (eg: E-Stop and crawl mode, or fire alarm command.)
- PageĀ 6
- 
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
- 
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
- 
our customers donāt have the extra burden of safety development.
- PageĀ 9
- 
EPCs mounted on each AMR and machine receive safety messages
- PageĀ 10
- 
Configurable for 2 different safety messages (eg: E-Stop and crawl mode, or fire alarm command.)
- PageĀ 11
- 
FORTās Products and Technology enable you to:
- PageĀ 14
- 
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
- 
Current Generation: WES, SRC, VSC
- PageĀ 16
- 
Next Generation: EPC and Safe Remote Control Pro
- PageĀ 16
- 
single point of control for many pieces of connected equipment
- PageĀ 16
- 
single point of control for a few pieces of equipment
- PageĀ 16
- 
Common ISM radio technologies enable long distance remote control, and IP-based technologies enable communications across multiple sites
- PageĀ 16
- 
Feature Descriptions: EPC, Safe Remote Control Pro, FORT Manager
- PageĀ 18
- 
Feature Descriptions: EPC, Safe Remote Control Pro, FORT Manager
- PageĀ 19
- 
Feature Descriptions: EPC, FRC, FORT Manager
- PageĀ 20
- 
Feature, Function, Benefit Endpoint Controller
- PageĀ 21
- 
Feature, Function, Benefit FORT Manager
- PageĀ 23
- 
Nano Safety Controller (NSC)
- PageĀ 24
- 
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
- 
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
- 
Common Use Cases
- PageĀ 32
- 
Universal Discovery Questions
- PageĀ 35
- 
Product Specific Discovery Questions
- PageĀ 36
- 
Vertical Market - Construction and Off-Highway OEMs
- PageĀ 54
- 
Vertical Market - Material Handling OEMs
- PageĀ 55
- 
Vertical Market - Off-Highway OEMs
- PageĀ 56
- 
Trends Driving Automation
- PageĀ 58
- 
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
- 
FORT Core Technology (Embedded NSC)
- PageĀ 123
- 
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
-