In this interview, the speakers discuss how manufacturers can successfully select and work with solution providers for Industry 4.0 initiatives. They stress the importance of first understanding a provider’s origin story and industry background to gauge fit, especially when the provider comes from a purely technology‑focused sector without manufacturing experience. They advise manufacturers to assess whether their own teams have the capability to adapt and integrate the new technology. The conversation also reframes the term “vendor” as a transactional relationship, urging manufacturers to seek long‑term partners who are invested in their success, provide ongoing support, and have mechanisms to track and feed back on performance outcomes.
Chapters
What do manufacturers need to know about vendors so that when they go to implement something related to Industry 4.0, that they get the results they're looking for?
Yeah, that's— there's lots of questions to ask. I'm not sure we can cover it all in the amount of time we have, but in short, I think one of the ways that I like to start in understanding a solution provider's come from is really that come— where are you coming from? How did this come about? Why are you offering this? You know, because there's— every company has sort of an origin story, no matter how big they are, no matter how complex they are. And the approach they've taken to growing their company, starting their company, helps actually understand whether there's a good fit. So sometimes, you know, you find a really interesting product, But it comes out of a completely different kind of industry. In fact, a lot right now, there are a lot of people in our industry who don't have any manufacturing or production background. They're, they're technology geniuses. Now, it doesn't mean that their product won't fit. But if you can't hear in their conversation some of the challenges that you face, then, you know, you need to be really thinking about, okay, Is my team up to the challenge of making it fit using this cool technology? So that's part of it. The other thing I think is really important for companies to consider is this is when you're choosing a solution provider to work with. I actually don't like the term vendor because to me, I buy, I buy food on the street from a vendor, right? If I'm buying a hot dog, that's a vendor. It's a transaction. This should not be a transaction. You want a partner who will be there with you over the long haul, who will support you, who cares about your success and has some mechanisms to track your success and, and actually feed it. So, you know, that's one of the things that I think, you know, has been a challenge often.
