# Converting to “Robotics-as-a-Service” with Michael Senske, Chairman & CEO of Pearson Packaging Systems

- Show: [Over the Air](https://hardwarepodcasts.com/podcast/over-the-air)
- Published: 2022-10-13
- Length: 30m
- Page: https://hardwarepodcasts.com/podcast/over-the-air/2022-10-13-converting-to-robotics-as-a-service-with-michael-senske-chairman-ceo-of-pearson
- Listen: https://podcasters.spotify.com/pod/show/over-the-air/episodes/Converting-to-Robotics-as-a-Service-with-Michael-Senske--Chairman--CEO-of-Pearson-Packaging-Systems-e2l43sd

## Summary

Michael Senske, Chairman and CEO of Pearson Packaging Systems, explains how the company pivoted from a custom equipment shop to focusing on core competencies like case erectors and robotic palletizers. He details the strategic shift toward 'Robotics-as-a-Service,' allowing customers to pay for outcomes rather than capital expenditure, which requires engaging finance and upper management rather than just plant operators. Senske highlights the importance of product management in understanding customer needs, citing the failure of a common footprint tray forming line as a lesson in market fit. He also discusses future product developments emphasizing flexibility, AI-driven vision, and partnerships with companies like +one robotics and Rockwell Automation.

## Chapters

- [0:00](https://hardwarepodcasts.com/podcast/over-the-air/2022-10-13-converting-to-robotics-as-a-service-with-michael-senske-chairman-ceo-of-pearson#t=0) Introduction: Michael Senske and Pearson Packaging Systems
- [2:53](https://hardwarepodcasts.com/podcast/over-the-air/2022-10-13-converting-to-robotics-as-a-service-with-michael-senske-chairman-ceo-of-pearson#t=173) Refocusing on Core Competencies and Cutting Custom Work
- [6:39](https://hardwarepodcasts.com/podcast/over-the-air/2022-10-13-converting-to-robotics-as-a-service-with-michael-senske-chairman-ceo-of-pearson#t=399) Failed Bet: Common Footprint Tray Forming and Market Fit
- [10:40](https://hardwarepodcasts.com/podcast/over-the-air/2022-10-13-converting-to-robotics-as-a-service-with-michael-senske-chairman-ceo-of-pearson#t=640) The Shift to Robotics-as-a-Service and Outcome-Based Pricing
- [14:27](https://hardwarepodcasts.com/podcast/over-the-air/2022-10-13-converting-to-robotics-as-a-service-with-michael-senske-chairman-ceo-of-pearson#t=867) Sales Challenges: Navigating Customer Organizations and Finance
- [20:06](https://hardwarepodcasts.com/podcast/over-the-air/2022-10-13-converting-to-robotics-as-a-service-with-michael-senske-chairman-ceo-of-pearson#t=1206) Designing for Flexibility and Voice of the Customer
- [24:03](https://hardwarepodcasts.com/podcast/over-the-air/2022-10-13-converting-to-robotics-as-a-service-with-michael-senske-chairman-ceo-of-pearson#t=1443) Future Roadmap: AI Vision, Hybrid Solutions, and Ease of Use
- [27:19](https://hardwarepodcasts.com/podcast/over-the-air/2022-10-13-converting-to-robotics-as-a-service-with-michael-senske-chairman-ceo-of-pearson#t=1639) Key Suppliers: +one robotics, Rockwell Automation, and Fanuc

## Topics

- [Pricing, margins & unit economics](https://hardwarepodcasts.com/topic/pricing-and-unit-economics)
- [Validation & product-market fit](https://hardwarepodcasts.com/topic/validation-and-product-market-fit)
- [Robotics & autonomy](https://hardwarepodcasts.com/topic/robotics-and-autonomy)
- [Industrial & consumer product design](https://hardwarepodcasts.com/topic/industrial-design)
- [Leadership, teams & culture](https://hardwarepodcasts.com/topic/leadership-and-culture)

## Most relevant to

companies scaling up

## Mentioned

- Pearson Packaging Systems (company)
- Bohemian and Brewery (company)
- +one robotics (company)
- Rockwell Automation (company)
- Fanuc (company)
- case erectors (product)
- robotic case packers (product)
- case sealers (product)
- robotic palletizers (product)

## Related episodes from other shows

- [An Outcome-Based Solution for Deploying Robots w/ Saman Farid](https://hardwarepodcasts.com/podcast/the-manufacturing-executive/2024-01-30-an-outcome-based-solution-for-deploying-robots-w-saman-farid) (The Manufacturing Executive)
- [Perspectives on Automation, AI, & the Future w/ Andy Lonsberry](https://hardwarepodcasts.com/podcast/the-manufacturing-executive/2021-06-08-perspectives-on-automation-ai-the-future-w-andy-lonsberry) (The Manufacturing Executive)
- [New Business Models and User Experiences in Robotics: Highlights from Automate LIVE in Detroit, MI](https://hardwarepodcasts.com/podcast/manufacturing-happy-hour/2023-05-16-new-business-models-and-user-experiences-in-robotics-highlights-from-automate-li) (Manufacturing Happy Hour)
- [Doubling-Down on AMRs, Cobots, and Machine-as-a-Service with Craig Francisco](https://hardwarepodcasts.com/podcast/manufacturing-happy-hour/2021-03-23-doubling-down-on-amrs-cobots-and-machine-as-a-service-with-craig-francisco) (Manufacturing Happy Hour)
- [Re-Industrializing America through the Factory of the Future, Featuring RIOS’ Bernard Casse](https://hardwarepodcasts.com/podcast/manufacturing-happy-hour/2023-04-11-re-industrializing-america-through-the-factory-of-the-future-featuring-rios-bern) (Manufacturing Happy Hour)

## Citing this page

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