Our Sales Director, Vladimír Fuchs, spoke with a journalist from E15 not only about the Checkbot application but also about how we are succeeding in expanding into international markets and how companies often undermine their own software investments.
You can read the full interview in Czech online on the E15 website, and we also provide the complete transcript below.
Industrial software efficiently manages robot operations, but integrating it into a system and enabling remote monitoring of machines is still far from standard practice, says OKsystem’s Sales Director, Vladimír Fuchs. His company developed a special product for this purpose, based on a customer’s request. “Today, it’s still common for industrial engineers to run around with flash drives,” he says in the interview.
How did the Checkbot robot monitoring system come about?
Simply put, it was an ad hoc demand that, fortunately, landed with us. One of our future partners came to us with the idea. They had about forty industrial robots in their facility, but the operators had to manage them physically, literally running around with flash drives to update or control them. They needed more efficient remote management and monitoring. To motivate us further, they suggested that the solution might also work for other similar manufacturing companies. Luckily, we had the capacity to take on the project at the time, and we quickly realized that the solution was indeed replicable.
When did it all start?
The idea for Checkbot, as we later named the application, originated in 2018. It reached its first customers in 2021. We needed time for development, and the COVID period also played a role. In 2022, we began expanding internationally with it.
A layperson like me might naively think that such a solution must have existed for a long time.
Some solutions did exist. The main issue is that industrial software is designed differently from modern software solutions. In our initial experiences with manufacturing companies, we found the level of industrial software to be relatively poor. It was tied to specific devices, complex, and expensive to operate and maintain. In such cases, you need a more robust server infrastructure, often requiring the installation of additional hardware and devices. These must be monitored and managed, which is also costly for customers.
What was key to succeeding in such a market?
From the start, we approached the application with a modern mindset. We designed the entire system as a web application that’s easy to install and manage while being user-friendly. It’s simple to expand and enrich with new features. I believe this was a decisive factor for success and significantly distinguished us from the solutions available at the time. It also helped that companies like ours, comprehensive software development houses, typically don’t operate in the industrial automation space.
Industrial automation and remote robot monitoring are relatively new and dynamic fields. When you have something innovative, it doesn’t mean that large companies immediately focus on it. Often, startups enter the scene first. However, their applications, developed by teams of three people, are not something, for example, an automotive company would adopt. You need certifications, cybersecurity systems, ongoing development and maintenance, and much more. Customers need assurance that you’ll still be around years down the line. With 500 employees and high standards for software development, both in quality and process, we positioned ourselves from the start as a trustworthy provider.
But industrial software isn’t created by garage-based companies, right?
Their products are certainly not bad, but they are designed for different purposes. Industrial software excels at managing machines. Industrial robots have been around since the 1990s, with older models supporting only specific data communication protocols. Almost no one developed software to translate or interpret device communications into something comprehensible for ordinary users, not just highly specialized experts. Moreover, these devices were rarely interconnected for communication. Companies simply didn’t focus on remote robot monitoring.
What’s the main goal? Efficiency?
Yes, the application enables effective evaluation and monitoring of specific robot performance. For example, we can see if the temperature of a sensor is rising and requires a shutdown. Otherwise, the robot could continue operating, risk damage, or increase production defects. Or we might detect a drop in torque, indicating action is needed. Checkbot allows operators to download necessary files, coordinates, and other support materials remotely without interrupting production.
One common cause of production halts is someone breaching a robot’s safety zone, causing it to shut down. Checkbot addresses this remotely by evaluating the error alongside camera footage, giving operators instant access to the sequence. This enables quick assessment and resolution of the issue.
Why aren’t modern robots equipped for this by default?
From our perspective, manufacturers have always specialized in programming the core functionality of robots. They excel in this, whether it’s welding, painting, or manipulation tasks. Robots today can handle highly complex operations. Manufacturers are also exceptional in mechanical design, often being engineering firms. However, remote communication has never been their priority.
Can you name the first customer that started it all?
I’d mention two names – YASKAWA Czech, our partner with whom we extensively consulted the initial application concept, and the first customer, Borgers Automotive, now acquired and renamed by Autoneum. We still work closely with both.
How challenging was it to bring something this new to international markets?
Entering international markets is a tough discipline. We assumed the solution’s replicability would open foreign markets relatively quickly, and to some extent, it did. In two years, we’ve reached 14 countries, which we consider a significant achievement. We have numerous major international customers. However, we aim to expand even faster.
One might think that your industry lends itself to remote solutions.
In some countries, remote success is possible; in others, it’s not. I firmly believe that personal contact is irreplaceable when establishing business relationships. While we’ve developed software that can be installed remotely and have implemented many installations this way, reaching the point where a customer decides to install a product from a Czech company isn’t always simple. You need to convince buyers and technical consultants, who then need to know you, assess your product technically and securely... It’s not just about having a great offer.
Does this apply to all countries equally?
More or less, yes, but Asia stands out. It’s a completely different story, culturally and geographically, among other factors. It’s not easy to convince them to adopt your software just because it’s great. In many cases, local distributors and partners are necessary, and building trust and relationships takes time.
Despite these challenges, we’re making progress. Checkbot is now installed on three continents – Europe, Asia, and America. A major milestone for us is that one of the world’s largest robot manufacturers, YASKAWA, now recommends us globally.
Where do you see companies making the biggest mistakes with software investments?
Customers often think they’ll use the software only in a specific way for its intended purpose, underutilizing their investment.
I’d advise all companies investing in new software to not only focus on deployment but also explore its full range of functionalities. Such software often offers additional value. Data collection and analysis are just the beginning. Companies need to make changes based on these insights, ranging from minor tweaks to major process overhauls. There’s still room for improvement here. To support this, we offer training sessions and seminars, and customers can share experiences from implementing Checkbot in their operations.
Vladimír Fuchs
Sales Director at OKsystem. Previously served as Country Manager for Czech Republic and Slovakia at Europ Assistance. He joined OKsystem in 2021.