In a recent LinkedIn post, Shannon Smith, J.D., M.S. challenges the conventional approach to robotics pilot programs, arguing that their ultimate success hinges not just on whether a robot can perform a task, but on whether the organization will desire more of them.
Shannon Smith, J.D., M.S. emphasizes that many pilots focus too narrowly on proving basic functionality, such as a robot’s ability to move an object or clean a floor. While these capabilities are foundational, they represent a “pretty low bar” when considering the broader impact of automation.
“Because the real test starts when the robot meets: The actual workflow. The actual operators. The weird exceptions. The shift change. The manager who needs to explain the ROI. The person who has to live with it every day.”
According to Shannon Smith, J.D., M.S., the true measure of a pilot’s success lies in its integration with the realities of the operational environment and the people within it. This involves confronting the unpredictable nature of daily work, the human element of adoption, and the critical need for demonstrable return on investment.
Rethinking Pilot Objectives: From Proof to Purchase Intent
Shannon Smith, J.D., M.S. outlines three key considerations that should guide the design of any robotics pilot program before implementation begins. The first and perhaps most crucial is to define what would trigger a subsequent purchase or wider deployment.
Instead of a general assessment of pilot success, Shannon Smith, J.D., M.S. advises setting specific, measurable improvements that must be achieved. This includes identifying key performance indicators such as labor hours, throughput, error rates, downtime, or cost per task. The critical question, as posed by Shannon Smith, J.D., M.S., is:
“What has to improve? Labor hours? Throughput? Errors? Downtime? Cost per task? Pick the numbers BEFORE the robot arrives. And ask: ‘If we hit these, would we approve another deployment?’”
This proactive approach, according to Shannon Smith, J.D., M.S., shifts the focus from mere operational validation to tangible business value, directly addressing the economic drivers for future investment.
Integrating People into the Pilot Design Process
A second critical step highlighted by Shannon Smith, J.D., M.S. is the early and active involvement of the end-users – the people whose daily work will be affected by the new technology.
Shannon Smith, J.D., M.S. argues that these individuals should be included in the process before the workflow is finalized. By walking through the existing process with them, stakeholders can identify potential friction points where the robot might interfere with operations, understand how exceptions are handled, and address any concerns the team may have.
“People are a whole lot more likely to use something they helped shape.”
This collaborative approach, as Shannon Smith, J.D., M.S. points out, not only helps refine the pilot’s design to better fit the actual workflow but also significantly increases the likelihood of user adoption and acceptance.
Planning for Scalability from the Outset
The third strategic recommendation from Shannon Smith, J.D., M.S. involves designing the second site or future deployment simultaneously with the initial pilot.
This forward-thinking strategy requires meticulous tracking of all elements necessary for replication. Shannon Smith, J.D., M.S. suggests documenting the specifics of training requirements, vendor support needs, equipment failures, points of confusion, and the managerial overhead involved. The goal, as Shannon Smith, J.D., M.S. explains, is to ensure the pilot’s success isn’t contingent on constant external supervision.
In essence, Shannon Smith, J.D., M.S. concludes that a successful pilot program should not merely demonstrate a robot’s capability but should provide clear evidence and a smooth pathway for subsequent decisions regarding expansion. The ultimate aim is to enable “More robots. More sites. More value. Less risk,” a crucial aspect that Shannon Smith, J.D., M.S. believes is often overlooked in the initial stages of robotics implementation.
📝 About This Content
This article is based on insights shared by Shannon Smith, J.D., M.S. on LinkedIn.
📅 Originally posted on October 1, 2026 | View original post on LinkedIn →