Robotics programme eases automation process
An
ABB Robotics product story
Edited by the Engineeringtalk editorial team
May 30, 2008
Partners have access to ABB Robotics' complete portfolio to help design and support their systems, machines and solutions.
ABB has developed its Global Partner Programme to help system integrators and machine builders to differentiate their business and succeed in the robot-based automation market If the uptake of robotics is to grow as predicted, system integrators and machine builders (OEMs) need to increase the capacity of automated robotic solutions and demonstrate how robotic cells can be integrated into production lines to increase productivity, deliver consistent high quality and improve workplace health and safety.
ABB is helping to make this a reality by ensuring that the tools and information needed to succeed in this growing market are available.
Partners have access to ABB Robotics' complete portfolio to help design and support their systems, machines and solutions.
ABB can also assist its partners to develop in additional markets - either industrial or geographical.
"At the end of the day, a robot is only a tool" said Mike Wilson, former Chairman of the International Federation of Robotics (IFR).
"It is as good as the system which is built around it".
"System integrators and machine builders are therefore very important to the growth of robot sales".
"To be successful and provide good systems, they need to understand processes, applications and customers' requirements; and be able to deliver solutions which meet those requirements using the most appropriate equipment".
When working with system integrators and machine builders, ABB offers robotic technology as a functional package or an off the shelf product.
The customer ultimately requires a solution that meets both production and quality needs and remains reliable over the lifetime of the system.
This requires standardised, reliable and flexible robotic technology to be combined with knowledge and expertise to be successful.
For prospective ABB Partners there are three possible levels of entry.
ABB's Global Partner Programme clearly defines roles and expectations, ensuring all parties are aware of what the partnership will entail at all levels.
The first level; Partner Level, provides ABB partners with access to the premium ABB PartnerWeb, where sales support information and e-learning programmes are available.
Partners are also entitled to use ABB Robotics partner symbol and will be invited to annual global partner seminars.
In return, ABB expects its partners to maintain current contact information and provide reports for any ABB robot installations.
At this level, partners will gain access to the ABB integration consultancy and demonstration robots.
In order to reach this level, system integrators must be able to show their commitment to encouraging robotic uptake, via a dedicated sales support person.
Target sales volumes are set in collaboration with the local ABB organisation.
Partners who are selling more than 10 robots per year will join the programme with Preferred Partner status.
This ensures access to co-sponsored market communications, sales leads within selected application areas and priority in sales support and customer visits.
ABB's commitment to educating and transforming the industry, requires preferred partners to be equipped with a dedicated application engineer, prior experience using ABB RobotStudio offline programming and simulation software and relevant market intelligence and business forecasts.
The final level available; Strategic Partner, combines all of the advantages of the first two levels, but also offers priority in ABB's research and development programme.
Combined with 'early adopter' access to new products, strategic partners are expected to achieve an annual sales volume of 30 or more robots.
All ABB partners have access to sales, marketing, technical, application and service support as well as robots, software and engineering services; including cell design, programming, installation, gripper design and RobotStudio simulations.
They are also invited to attend key industrial events such as global partner seminars and selected trade shows.
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Contact ABB Robotics
Tel +44 1908 350300
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