# EdgeBits — GTM Playbook

> Internal reference. Not for external sharing.

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## Product Name

**edgebits — Edge Intelligence Platform**

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## One-Sentence Description

An industrial edge intelligence platform that turns factory-floor machine data into audit-ready carbon compliance reports, OEE metrics, and ERP-correlated analytics — with tamper-evident lineage from meter to submitted report, and no inbound ports or VPN required.

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## Department: Operations Technology (OT) / Plant Engineering

### Pain Points
- PLC and meter data is siloed on the factory floor with no reliable path to cloud, ERP, or compliance systems.
- Rules and pipeline logic must be manually configured per node, making fleet-wide changes slow and error-prone.
- On-premise processing is needed but existing solutions require complex VPN setups or heavy IT involvement.

### Value Props
- Edge Node ingests directly from PLCs and meters (Modbus, Siemens S7), runs pipelines, evaluates rules, and egresses to cloud, AVEVA PI, or SAP S/4HANA — all on-premise.
- Buffers locally through power and internet cuts and back-fills on reconnect — no data gaps, no audit risk.
- Works standalone or managed; per-node licensing keeps costs predictable as the factory floor scales.

### Use Cases
- Connect Modbus power/gas/flow meters and Siemens S7 PLCs to derive tCO₂e per tonne of production in real time.
- Run local pipelines that survive connectivity loss and back-fill automatically on reconnect.
- Egress compliance-ready data to AVEVA PI or SAP S/4HANA without cloud agents reaching into OT.

### Killer Questions
- How are you currently getting data from your PLCs and meters into your ERP or compliance systems?
- What happens to your carbon reporting if your internet connection drops for 4 hours?
- How long does it take to push a rule or pipeline change across all your edge nodes today?

### Why Now
CBAM and industrial emissions regulations are forcing manufacturers to instrument their factory floors now — Edge Node is the fastest path from meter to compliant report.

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## Department: IT / Security / Infrastructure

### Pain Points
- OT network security policies prohibit inbound connections, cloud agents, or VPN tunnels into the plant floor.
- Managing a fleet of edge nodes across multiple sites requires manual SSH access or expensive industrial middleware.
- Deploying pipeline templates consistently across sites is time-consuming and error-prone without a central control plane.

### Value Props
- Edge Node is outbound HTTPS only — no inbound port, no VPN, no cloud agent reaching into OT. Firewall and OT network stay exactly as they are.
- Edge Manager provides a central control plane — register nodes, build ISA-95 topology, and deploy pipeline templates fleet-wide in one click. No VPN required.
- Available as SaaS or self-hosted to fit existing IT security policy.

### Use Cases
- Deploy edge nodes across OT environments without opening any inbound firewall rules.
- Manage and monitor the entire node fleet from Edge Manager without VPN or direct OT access.
- Roll out pipeline updates or new emission factor configurations fleet-wide from a single interface.

### Killer Questions
- Do your OT security policies allow inbound connections or VPN tunnels from cloud systems into the plant network?
- How do you currently manage software or configuration updates across your edge devices?
- Do your security policies allow SaaS control planes, or do you need a self-hosted option?

### Why Now
As edge fleets grow and compliance mandates tighten, IT teams need a control plane that respects OT security boundaries — Edge Manager is built for exactly that constraint.

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## Department: Sustainability / ESG / Carbon Compliance

### Pain Points
- Carbon reporting relies on manual spreadsheets or estimated emission factors with no traceable lineage from meter to report.
- A single data gap during an audit — caused by a power cut or connectivity loss — can mean the difference between a clean audit and a regulatory fine.
- Dashboard vendors can show charts but cannot provide tamper-evident lineage from raw meter reading to submitted compliance figure.

### Value Props
- `fasten` — the audit and correlation SDK embedded in EdgeBits — makes every reported figure tamper-evident from meter reading → emission calculation → submitted report. Audit-grade lineage a dashboard vendor structurally cannot claim.
- Applies emission factors, aggregates, and derives tCO₂e automatically from raw meter data.
- The same pipeline yields energy intensity (kWh/t) and OEE as byproducts — efficiency ROI rides on the compliance budget line.

### Use Cases
- Generate audit-trailed CBAM/emissions compliance reports directly from Modbus and PLC meter data.
- Feed verified tCO₂e figures into AVEVA PI or SAP S/4HANA for ERP-level reporting and cost center allocation.
- Use the compliance pipeline to simultaneously surface energy intensity and OEE metrics for operational improvement.

### Killer Questions
- How are you currently producing your carbon compliance reports, and can you trace every figure back to a raw meter reading?
- What would a gap in your meter data during an audit period cost you in fines or remediation?
- Are you able to correlate your emissions data with SAP production orders and cost centers today?

### Why Now
CBAM transitional reporting is live and full enforcement is approaching — manufacturers who can't produce audit-ready lineage today face regulatory and financial exposure now.

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## Department: Manufacturing / Operations Analytics / MES Teams

### Pain Points
- OEE data is scattered across historians, spreadsheets, and MES systems with no unified view per line.
- Correlating machine data with SAP production orders, cost centers, and quality specs requires manual exports and reconciliation.
- Separate historian licenses are expensive and add infrastructure complexity.

### Value Props
- Edge Analytics delivers OEE per line, tag explorer, and data quality monitoring out of the box.
- SAP S/4HANA correlation (roadmap) will cross-reference machine data with production orders, cost centers, and quality specs automatically.
- For most mid-size manufacturers, eliminates the need for a separate historian.

### Use Cases
- Monitor OEE per production line in real time and drill into tag-level data for root cause analysis.
- Correlate machine downtime or quality deviations directly with SAP production orders and cost centers.
- Replace or supplement an aging historian with a modern, cloud-or-on-prem analytics layer.

### Killer Questions
- How are you currently calculating OEE, and how confident are you in the accuracy of that data?
- Are you able to correlate machine performance data with your SAP production orders today?
- What would it mean for your team if you could eliminate your historian license costs?

### Why Now
SAP S/4HANA migrations are forcing manufacturers to rethink their data architecture — Edge Analytics slots in as the missing operational data layer.

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## Competitive Position in One Page

| Competitor | What they do well | The EdgeBits gap they leave |
|---|---|---|
| **Ignition (Inductive Automation)** | Machine connectivity, SCADA, HMI — best for Allen-Bradley | No SAP integration, no ISA-95 fleet management, needs inbound firewall ports |
| **Azure IoT Hub / AWS Greengrass** | Cloud-native IIoT at scale | Requires IT to cooperate and OT to accept cloud-first; most Indian plants aren't there |
| **AVEVA PI / OSIsoft** | Enterprise historian, deep OT roots | ₹2–5Cr entry cost, SI-heavy, designed for large enterprises not mid-size manufacturers |
| **Custom SI projects** | Tailored to exact customer stack | ₹25–50L, 6–9 months, can't be self-served or updated without the integrator |

**The honest one-liner:** Every competitor either requires enterprise budget and SI, or requires cloud trust from plant IT. EdgeBits is affordable, self-deployable, on-premise-first, and protocol-complete for the Indian factory floor.

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## Integration story (not replacement)

Ignition publishes Sparkplug B to MQTT. EdgeBits consumes it. Clean handoff, no SCADA change.

```
AB PLCs (EtherNet/IP)
  → Ignition (SCADA / Sparkplug B publisher)
      → EdgeBits (subscribes via MQTT or OPC-UA)
          → SAP, Power BI, Azure IoT Hub, AVEVA PI
```

**The question that reveals the gap:** *"After Ignition collects the data today — where does it go?"*