For each customer the biggest challenge lays in switching from one supplier to another, or simply from a product (in this case the system solution, hardware and software together) to another one. That is where the ugly comes into play. Required resources, time and uncertainty of outcome are reasons why customers hold back on choosing a better Platform solution, and rather deal with insufficient or unreliable systems.

How can you minimize those obstacles?

1. Rely on a well-known brand name:

Reliable hardware plays a major role in platforms product applications. These are standard hardware components already developed. That saves time and reduces the risk for customers since they are already using proven technology in the field.

Choosing a partner that has extensive experience and reliable quality is a must. Companies that are well-positioned in the mobile application market, and have the expertise for multiple safety applications are all criteria to look for.

MOBA with its crane a lifter application for redundant load cells is a good example in that matter since these safety applications also require firm processes and the right mindset. Certifications from valid authorities like the TUEV in Germany and ISO certifications support the evidence of reliable processes that are needed for these kind of applications.

2. Development time:

Just changing the control system is in the end a development. This is an activity that requires time, and effort and not everyone is open to do this. OEMs are involved, at least to a certain extent, in development.

Suppliers that are able to provide quality standard hardware components, and have extensive application and field knowledge help to minimize the development time. Field tests and functioning of the machine, however, still need to be done on the OEM side.

3. Application know-how:

Developing platform product applications require specific know-how that cannot be learned at a university or any other school level. Application and field experience of at least 3 to 5 years is required. That applies especially to competence in specific machine behavior and capabilities in developing software solutions for these machines.

When should you really consider to switch to a different Platform solution?

1. When a change in norms occurs.

That could be, for example, a change in safety regulations, where the current system version is not covering completely the compliance anymore. This is actually the case for cranes and platform due to the new EN 13849 norm.

2. When different kind of problems are related to the current supplier and cannot be solved.

That can include issues with hardware, quality, service or support, low efficiency of the application solution and many more.

3. When current suppliers don’t fulfill the criteria needed to provide the best solution.

Criteria to look at are efficiency in terms of functionality and safety of current system, reliability of hardware components, a supplier’s expertise and background in safety applications.

When do you think it makes sense to switch to a different platform solution? Where do you see your biggest challenge?