Go-to-market
How we sell
One motion. One buyer. One refusal.
Buyer
VP of transportation owns the budget. The DC general manager owns the night shift. If either says no, we leave. We do not sell to a chief digital officer shopping a robotics tour.
Motion
Paid 60- to 90-day pilot on the customer's existing spotter trucks. Success is docks-per-hour and trailer dwell, written down before we unload a kit. Conversion is a site license plus optional tractors from the manufacturing partner.
Implementation
A delivery pod lives on site for the first four weeks. Safety review with the local committee is on the critical path. We will miss a quarter before we skip that meeting.
What we refuse
We will not take vehicle inventory. We will not quote a public-road robotaxi. We will not start a pilot whose only KPI is a demo day.
Economics of a site
Software attaches first. A typical grocery DC pays an annual site license that we recognize ratably. If they later take partner tractors, the hardware invoice is the OEM's. Our attach is a software increment and a support retainer. That is why June margin is 64% and why we will not fund a vehicle company by accident.
Who we do not hire for
We do not staff a city operations team. We do not hire a consumer growth lead. The next ten people are perception, reliability, and implementation — gated on go-lives, not on a slide.