Locus Robotics’ Acquisition of Waypoint Robotics – Everybody Wins



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Locus Robotics lately acquired Waypoint Robotics. That is going to be an important mixture of suitable applied sciences, market focus and skillset/personalities. Right here’s why.
AMR UnicornLocus Robotics has constructed a repute as one of many leaders within the warehouse automation house. The corporate has raised $305M since its founding in 2014. The corporate is likely one of the first Autonomous Cell Robots (AMR) unicorns with a valuation over $1B. Locus lately celebrated a half-a-billion picks utilizing the corporate’s Locusbots, proof that prospects worth the Locus answer.
Software program StacksLocus has developed a fleet administration and order administration software program stack to handle the warehouse workflow of each human associates and LocusBots. Leveraging synthetic intelligence, the system decides how one can manage the warehouse operations every day after which assign the robots to assist the human associates in an optimized choosing order. Locus has its roots in E-commerce, so it understands how one can optimize stock workflow by way of the warehouse.
The unseen a part of the Locus Robotics software program stack is its distant operations middle (ROC) software program. That is the layer of software program utilized by the Locus help and buyer success groups to watch, troubleshoot, replace and help the robots on the ground – remotely.
RaaS Enterprise ModelLocus Robotics can be one of many market leaders in commercializing the Robotics-as-a-Service (RaaS) enterprise mannequin. In accordance with the RaaS enterprise mannequin, shoppers pay for the service delivered by the answer, as a substitute of paying to amass a capital asset, after which amortizing/depreciating the price of that asset.
For Locus’ prospects, leveraging a RaaS financial mannequin means they’ll pay for the automation service out of working expense budgets, as a substitute of capital expense budgets. However, it additionally has the facet profit for patrons of lowering threat of deploying a brand new know-how. It’s simple to take away the answer if it doesn’t work.
Deconstructing RaaSFrom this easy thought, Locus has constructed a really wholesome enterprise and a dedicated buyer base. Nonetheless, RaaS shouldn’t be perfect for each software. To be a profitable RaaS answer, the operation requires three success components:

The issue should be scalable.
The Service Degree Settlement (SLA) should be measurable and funded by an working expense.
Output should be assured – i.e. there must be robust dedication from the seller to determine, intercept and forestall failures from taking place.

The enterprise mannequin for RaaS is easy. Prospects pay a month-to-month, quarterly or yearly price, primarily based on the quantity of labor executed by a Locus robotic. We have no idea precisely what Locus’ put in robotic inhabitants seems to be like, nor what the common contract value is. Nonetheless, Desk 1 outlines three doable yearly income outcomes primarily based on the inhabitants of 5,000 robots and a mean value per hour, single shift contract between $5-$9/hour.

Desk 1: Easy RaaS Enterprise Mannequin for a Inhabitants of 5,000 Robots

The largest benefit of a RaaS firm like Locus, is that it has entry to how options are working within the subject, each hour of day-after-day, for each buyer. Aggregating this knowledge, Locus product managers have the flexibility to see tendencies and to prioritize the product enhancements that can have instant and broad ranging impression. It’s a product supervisor’s dream state of affairs. If sure parts of the robotic are failing prematurely, they may find out about it and might react preemptively to take care of buyer satisfaction.
The Waypoint JourneyWaypoint Robotics has constructed a repute for well-engineered AMR options. You would possibly name it a “roboticist’s robotics” firm. The corporate’s AMR answer was constructed to be a cellular platform that can be utilized for any variety of industrial and industrial purposes.
Up up to now, the corporate has solely offered its options using a basic capital expenditure enterprise mannequin. Waypoint shoppers purchase the AMRs and personal them. This permits the shopper to customise the payload on the AMR and to deploy it into any software it chooses.

Determine 1: Mecanum wheels are core to the omnidirectional movement of Waypoint AMRs. | Picture credit score: Waypoint Robotics

Mecanum WheelsSince its inception, Waypoint has centered on omnidirectional movement as the premise and differentiator for its options. This elementary design determination has each benefits and downsides by way of the kinds of purposes and work environments that the robotic function in.
The Waypoint AMRs, Vector and MAV3K, each use mecanum wheels to realize omnidirectional movement. Mecanum wheels have the benefit of with the ability to simply transfer the platform in any path with out extra rotation or jogging. The downsides of mecanum wheels nonetheless, are elementary:

Mecanum wheels slip as they flip. This complicates odometry, localization and accuracy. All of this may be compensated for with management software program and using sensor fusion to take care of localization.
Mecanum wheels put on rapidly. It is a preventative upkeep challenge, however uneven put on can impression drive efficiency in sudden methods.
Mecanum wheels don’t function properly in moist or oily situations.
Mecanum wheels/drives are the costliest locomotion possibility for an AMR.

Waypoint has discovered success in lots of manufacturing purposes similar to work-in-process dealing with, tray dealing with, machine tending and completed items motion.

On the optimistic facet, omnidirectional movement for an AMR is fascinating when there are tight aisles to navigate, or when method paths to a “waypoint” are restricted. A very good use for an omnidirectional AMR is in machine tending with a cellular manipulator, and Waypoint has quite a few AMRs in manufacturing for patrons.
On most store flooring, there typically little flooring house obtainable in entrance of working machines. This makes it tough for different types of AMRs to method them.
On account of their mecanum wheels design selections, Waypoint has discovered success in lots of manufacturing purposes similar to work-in-process dealing with, tray dealing with, machine tending and completed items motion. As well as, Waypoint additionally has a heavy payload platform with the MAV3K AMR (3000 lb. payload capability). The MAV3K can deal with absolutely loaded pallets or it may be a cellular meeting base for big objects similar to home equipment, or automotive/aviation components.

A Suitable UnionWhen you place each firms facet by facet, it’s simple to see why that is going to be a suitable and efficient union. At the moment, there’s little to no overlap within the merchandise and markets served. But, there are instant alternatives for greenfield gross sales of the Waypoint product line into the present (and future) Locus buyer base.
The instant alternative is carry the MAV3K AMR (heavy payload) below the supervision of the Locus fleet administration answer and deploy it into certainly one of two doable warehouse workflows:

Add the Locus UI to the MAV3K and deploy it into heavy payload person-to-goods warehouses. On this state of affairs, the MAV3K turns into a “LocusBot3K” that wil enable an affiliate to drag objects from stock which might be too heavy for the present LocusBot mannequin.
Deploy the MAV3K into new warehouse workflows, transferring heavy combined load or unit load pallets across the warehouse, together with to/from the delivery dock.

With the mixing of Waypoint AMRs and Locus Robotics’ software program, different intralogistics workflows develop into doable. Each options are constructed on prime of the ROS software program stack.
Based on Jason Walker, CEO and co-founder of Waypoint, the corporate will proceed to promote Waypoint options into the manufacturing market. The corporate has properly established prospects inside the manufacturing sector. The added credibility of being part of the Locus Robotics household ought to assist cut back the obstacles to acceptance, diminish the danger for brand spanking new shoppers, and shorten gross sales cycles.

Each organizations have robust ties to the Boston robotics neighborhood and to MassRobotics, a innovation hub and laboratory for robotics startups.

Company CulturesHow Locus and Waypoint will mix their gross sales and help groups has but to be decided. That is the place a conflict of cultures and processes between a RaaS-based gross sales mannequin and a capital gear gross sales mannequin could pose some difficulties. Will probably be attention-grabbing to look at what sort of hybrid promoting and help mannequin emerges from this union.
One factor is obvious, the businesses ought to have a pleasant match of company cultures since they’re each primarily based within the Northeast – in reality the present company headquarters are a 40-minute drive from one another. Each organizations have robust ties to the Boston robotics neighborhood and to MassRobotics, a innovation hub and laboratory for robotics startups. This was possible a key consider each the introduction of the businesses in addition to the potential for a profitable integration.
A Scorching MarketIt could be simple to view this acquisition as an apparent winner. There was an uptick in each cellular robotics firm funding in addition to acquisitions prior to now 5 years.
Are there different acquisitions on the horizon? That’s a straightforward YES. There are a variety of undervalued robotics associated firms. This contains each AMR suppliers, in addition to peripheral, sensor and software program suppliers.
Inside the warehousing house, there are nonetheless quite a few warehouse administration software program (WMS) suppliers which might be presently software-only options. The core of Locus know-how is, in spite of everything, its WMS. There are a variety of WMS opponents available on the market who might make an identical play; choose up a stand alone AMR firm, and absolutely combine it into its workflow.
Equally, as we witnessed earlier this 12 months with the acquisition of Fetch by Zebra Techniques, there are any variety of warehouse element suppliers who would possibly desire a larger piece of the warehouse programs play.
Lastly, there quite a few robotic-based warehouse stock counting options, together with firms like Ware Robotics, which might be another piece of the puzzle. Any certainly one of these applied sciences/firms may be a possible acquisition for Locus or different warehouse answer leaders sooner or later.

Editor’s Be aware: This text was republished (with alterations) with permission from the Cell Robotic Information. The unique may be discovered HERE.

Concerning the AuthorMike Oitzman is Editor of WTWH’s Robotics Group and founding father of the Cell Robotic Information. Oitzman is a robotics trade veteran with 25-plus years of expertise at varied high-tech firms within the roles of promoting, gross sales and product administration. He may be reached at moitzman[AT]