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Free Sales Tool — Deep-Tech Hardware OEM

Show your customer the real cost of their component choice

A tool for sales engineers and business developers in photonics, laser, machine vision, and precision hardware markets. Quantify the economic value of your component in three dimensions that OEM buyers actually care about: throughput, total cost of ownership, and time-to-market.

Use this in preparation for a customer meeting, or directly on screen with the buyer. The inputs are generic — adapt the labels and numbers to your specific application and product.

1Enter your customer's current production parameters
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2Add your component's performance improvement
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3Read the annual and 5-year value on the right
Customer & Application Parameters
Enter your customer's numbers. Use estimates if exact data isn't available.
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Your Component Price
Enter this first — it anchors the ROI ratio shown on the right
Component unit price (CHF) 2,500
Price the OEM buyer pays per unit of your component
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Driver 1 — Throughput
Your component runs faster, more precisely, or more reliably → customer produces more
Units produced per hour (current) 850
E.g. wafers/hr, assemblies/hr, scans/hr, pulses/hr — use your customer's metric
Revenue or margin per unit (CHF) 4.20
Net margin per unit produced — or use revenue if margin unknown
Operating hours per day 16
8 hrs = 1 shift  ·  16 hrs = 2 shifts  ·  24 hrs = continuous
Working days per year 250
Typical: 220–250 for standard manufacturing, up to 330+ for near-continuous
Annual operating hours (auto-calculated) 4,000
Throughput improvement with your component 12%
Speed, precision, yield — express as % gain over current baseline
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Driver 2 — Total Cost of Ownership
Lower downtime, fewer rejects, less maintenance → lower operating cost
Downtime hours per year (current component) 160
Unplanned stops, recalibrations, failures attributable to the component
Cost per downtime hour (CHF) 1,200
Lost production + labour + overhead. High in semiconductor/pharma lines.
Downtime reduction with your component 60%
Better MTBF, fewer recalibration events, reduced sensitivity to environment
Annual reject / rework cost (current) 85,000
Scrap, rework, failed QC — if your component reduces defect rate
Reject / rework reduction with your component 35%
If not applicable to your component, set to 0%
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Driver 3 — Time-to-Market & R&D
Faster integration, less re-engineering → product reaches market sooner
Product development / integration time saved (months) 3.5
Months saved vs. alternative (easier integration, better docs, drop-in compatibility)
Monthly revenue of customer's end product (CHF) 180,000
Monthly revenue the customer generates once their product is in market
R&D engineering cost saved (CHF, one-time) 45,000
Avoided re-engineering, fewer qualification cycles, reduced application support
Annual Value to Your Customer
Throughput gain
Additional units × margin × hours
CHF 0
Downtime cost saved
Fewer stops × cost per hour
CHF 0
Reject & rework saved
CHF 0
Time-to-market gain
Months earlier × monthly revenue
CHF 0
R&D engineering saved
One-time, shown as annual equiv.
CHF 0
Total annual value delivered
CHF 0
Value per CHF 1 of component price
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5-year cumulative value vs. cost of switching (inaction)
Summary metrics
Additional units / year
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Downtime hours eliminated / year
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Revenue unlocked by earlier launch
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5-year total value
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How to use this with a customer: Start with conservative inputs. Use their own production numbers where possible — a model built on their data is far more credible than one built on vendor assumptions. The throughput and downtime drivers are usually the most impactful and easiest to verify.

Building the business case is a commercial skill.

Knowing how to frame this conversation — what to quantify, when to raise it, how to present it to the buying committee — is what separates a vendor who competes on price from one who wins on value. The OEM Sales Mastery course covers this in detail.

View the Course Talk to Marco