Streamlined Data, Enhanced Strategy: FANUC Europe’s Experience with Statzon

FANUC is one of the worldwide leaders in factory automation for CNC control systems, robots, cobots and production machinery (ROBODRILL, ROBOCUT and ROBOSHOT).

Since 1955, FANUC is the pioneer in the development of numerically controlled machines in the automation industry. With more than 270 FANUC locations worldwide and more than 9,000 employees, FANUC offers a dense network in sales, technical support, research & development, logistics and customer service.

Manuel Ebner, FANUC

Manuel is a seasoned professional with extensive experience in the robotics and automation industry. Having been associated with FANUC for over nine years, he commenced their journey as a robot salesperson and has since taken on various roles within the organization.

He is currently the head of the European sales coordination department for robotics. In this capacity, they oversee a team responsible for vertical market coordination across European subsidiaries while also managing communication with overseas regions.

His team acts as a communication hub, supporting international projects and customers requiring global coordination. Furthermore, Manuel also occasionally utilizes Statzon, a market insights tool, for internal sales preparation and understanding market trends. However, the primary users in the team are the ones who delve deep into the data and support him with the results.

Challenge:

FANUC, a leading name in robotics and automation, faced a significant challenge in comprehending the market insights. They needed to grasp the shifts and nuances of diverse markets. Their previous method entailed a reliance on market reports, which provide information that is too general for some markets. Additionally, purchasing various reports from different sources was expensive and provided only a snapshot view of the market that would quickly become obsolete.

"Earlier, we spent a lot of time preparing and understanding data from different sources to match reality. Different colleagues often repeated similar tasks with minor parameter changes. This consumed a lot of our time, and we might have overlooked information in the past because we relied on a single report or general data."

Manuel Ebner, FANUC

Solution:

A colleague familiar with Statzon introduced the platform to FANUC's team. After conducting tests and seeing the benefits firsthand, FANUC adopted Statzon as their go-to-market insight tool. Several aspects of Statzon appealed to them:

1. Multiple Verified Sources: Unlike their previous methods, Statzon amalgamates data from various trusted sources, offering a broader and more accurate picture of market trends.
2. Timely and Comprehensive Reports: With Statzon, FANUC could access up-to-date insights that provided a complete understanding of market dynamics, eliminating the need to wait for periodic reports.

"Statzon uses multiple sources for its reports. A single report gives only one perspective on the market. But, combining data from various sources gives you a more accurate picture of the market. Data quality depends on those reporting it, so combining multiple perspectives ensures a realistic view."

Manuel Ebner, FANUC

Results:

The introduction of Statzon at FANUC Europe heralded numerous improvements:

1. Time Efficiency: The team no longer had to spend hours reconciling data from different sources. They had a faster, more streamlined method of accessing the required information.
2. Improved Market Understanding: With up-to-date data and insights, FANUC could respond to market changes more effectively, aligning its strategy with current trends.
3. Internal Strategy Enhancement: Charts and data insights enhanced internal presentations, equipping sales teams with the knowledge they needed to approach diverse markets efficiently.
4. Wider Application within FANUC: The success of Statzon within the robotics department prompted its recommendation to other departments, emphasizing its potential to be a valuable tool across all of FANUC's product lines.

When asked about their experience, the head of the European Sales Coordination Department humorously remarked that they would recommend Statzon to anyone - except maybe their competitors. Jokes aside, for FANUC, the introduction of Statzon has been nothing short of a success story.