For equipment sellers
Your machine is sold. Now it has to work in their plant.
That last part is where deals slow down: a site nobody has seen, papers the buyer does not accept, a protocol that does not match, an IT team that says no to remote access. We help sellers of technical equipment close that gap.
01 / From sale to working system
Five places where good equipment loses time.
Not because the machine is bad. Because the customer's plant, rules and people were not part of the offer.
- 01
Before the offer
You quote for a site you have not seen.
Where it gets stuckSpace, power, the machines already there, the PLC brand the plant insists on, the network rules. Each unknown comes back as a change request, usually at start-up, when the customer has the stronger hand.
What we doWe look at the customer's site and systems before you quote, and agree the signal list with their engineers. You get a short list of what the offer must cover.
- Space, power and utilities
- Machines and controllers already on site
- Plant standards and required brands
- Network and access rules
- 02
Before shipping
Papers decide if the machine may run.
Where it gets stuckProduct and safety rules differ between markets. A full machine, a partly completed one and one part of a line need different papers. A wrong declaration, instructions the operators cannot read, or drawings that no longer match the machine can stop acceptance on the first day.
What we doWe read your documents the way the customer's engineers will, and show what is missing. We do not certify; we help you prepare.
- Declarations and risk assessment
- Instructions in the operators' language
- Electrical drawings that match the machine
- Interface and I/O lists
Handover. From here the machine lives in someone else's plant.
03On site
The machine meets the line.
Where it gets stuckAnother protocol, another byte order, a second PLC brand, emergency stops shared with the old line. When machines from several makers are joined, someone becomes responsible for the whole line, and often nobody has agreed who.
What we doWe plan the integration with you and the customer: who connects what, in which order, and how each step is tested.
- Protocols and a data map
- Safety interfaces to the line
- Who is responsible for the whole line
- A test plan for each interface
- 04
Start-up
Agree what "done" means.
Where it gets stuckThe factory test shows the machine works in your factory. The site test shows if it works in theirs: other criteria, other people, real production. Change requests pile up here, while the customer still holds the last payment.
What we doWe help plan the start-up and the acceptance test, and we can be there when it runs.
- Written acceptance criteria
- Roles of seller, partner and customer
- Operator training
- Handover documents
- 05
Daily use
Who helps, and how do you get in?
Where it gets stuckThe plant's IT should not hear about your remote access on installation day. Buyers now ask about access, passwords, updates and the support period before they sign. A modem in the cabinet or an always-on tunnel is a red flag.
What we doWe help you answer the buyer's security questions and set up remote support the plant can accept: opened from inside, for a limited time, with a log.
- A remote access plan
- Updates and the support period
- Spare parts and a service contact
- A network zone for the machine
02 / Before the order
Five questions your buyer will ask.
Engineers, safety people and IT ask them, often in the same meeting. A clear answer to each one is worth more than a lower price.
- Will it work with our line?
- Have ready: An interface list, the protocols, the PLC you support, and a map of the data the machine sends and needs.
- Who installs it, who starts it, who signs?
- Have ready: One page that splits the work between you, your partner and the customer, plus the acceptance criteria.
- Is it safe, and is it allowed to run here?
- Have ready: Declarations, the risk assessment, and instructions in the language of the people who will use it.
- Can we connect it without opening our network?
- Have ready: A network drawing, how remote support gets in, and how security updates reach the machine.
- Who helps us when it stops?
- Have ready: A named service contact, a spare-parts list, and response times you can really keep.
03 / Rules are changing
Security is now part of the machine.
What buyers in the EU now expect.
The new EU Machinery Regulation applies from 20 January 2027. It asks that safety-related control software is protected against tampering. The Cyber Resilience Act adds security duties for products with software: reporting duties since 11 September 2026, full application from 11 December 2027. Many buyers already ask about both in their supplier questions.
- We help you see what these rules mean for your equipment and what proof the buyer will ask for.
- We are not a notified body. We do not issue certificates or legal advice, and we do not act as your importer or legal manufacturer.
04 / What we do for sellers
Engineering, data and security on the customer's side.
We work with your team and, when you want, directly with your customer's engineers.
Site reality check
Before you quote: the customer's space, power, machines, controllers, network and plant rules, on one page.
Scope in plain words
We turn the buyer's needs into a technical scope both sides sign, so "done" means the same thing to everyone.
Compatibility review
Your interfaces against the customer's systems: protocols, PLC, data and safety signals.
Documentation review
Manuals, drawings, declarations and I/O lists, read the way the customer's engineers will read them.
Integration plan
Who connects what, in which order, and how each interface is tested.
Start-up and acceptance
We plan the site start-up and the acceptance test with you, and support it on site.
Answers for the buyer's security team
Network zone, passwords, updates, support period: clear answers before the questions stop the order.
Remote support the plant accepts
A remote access setup that is opened from inside, limited in time and logged.
05 / How to start
One machine, one customer, one honest list.
Send one machine and one customer
A data sheet, your offer or the buyer's specification, and what you know about the site. That is enough to start.
We mark where it may get stuck
A short written list of risks and open questions, in the order they will hit the project.
You decide what happens next
Nothing, one part, or the whole integration with you on site. The list is yours either way.
Who this is for
- Machine builders and equipment makers
- Distributors and resellers of technical equipment
- Integration partners who join machines from several makers
- Companies bringing a technical product to a new market
You build or sell the equipment. Your customer runs the plant. We work in between, where the machine, the software and the network meet. See how we work and the industries we know.
Contact
Send one machine and one customer.
We will tell you where it may get stuck, before it does.