Why Industrial Japan Needs a Specific Motion
Factories and logistics operators prioritize reliability, safety, and continuity above raw innovation speed. Your GTM has to prove stability, integration, and local serviceability from day one.
Pilot Design that Wins Approvals
- Bounded Scope: Choose a single line, station, or lane. Limit variables so the kaizen team can measure impact.
- Safety & Compliance: Document risk assessments and maintenance procedures in Japanese. Include lockout/tagout steps.
- Operator Training: Provide shift-friendly quick-start sheets and laminated SOP cards.
Enterprise Readiness Checklist
- Localized manuals, MSDS where needed, and bilingual support contacts
- SLA with response times that match 24/7 operations
- Spare parts stocking plan and RMA workflow inside Japan
Land & Expand Play
- Pilot → Post-Mortem: Present quantified results and downtime avoided. Secure a rollout roadmap.
- Adjacent Use Cases: Move from one line to similar lines or sister plants; reuse integrations and training assets.
- Co-Marketing with Integrators: Partner with system integrators (SIs) already embedded in plants to build credibility fast.
Metrics to Track
- Mean time between failure (MTBF) and unplanned downtime deltas
- Safety incident rate (zero tolerance)
- Operator adoption and training completion
Industrial buyers in Japan reward reliability and preparation. Ship those first.
