Choosing an AutoStore system is a big decision. Choosing the company that designs, deploys, integrates, and supports it may be an even bigger one.
At first glance, many AutoStore integration partners can look remarkably similar. They all sell AutoStore. They all have customer logos. They all have engineers. They all promise uptime, performance, and ROI.
So how do you separate sales claims from real capabilities?
More importantly, how do you avoid selecting a partner that looks great during the sales process but becomes difficult to work with three years down the road?
This guide outlines the key criteria leaders should evaluate when comparing AutoStore integration partners and the questions worth asking before making a decision.
But first, let's answer, "What is An AutoStore Integrator?"
An AutoStore integrator is a company authorized to design, implement, integrate, and support AutoStore automation systems. While AutoStore provides the underlying cube storage technology, integrators are responsible for configuring the solution around a customer's operational requirements.
Depending on the provider, an AutoStore integrator may offer:
Because integrators play such a significant role in system design, software capabilities, support, and long-term performance, choosing the right AutoStore integrator is often just as important as selecting the AutoStore technology itself.
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Before evaluating AutoStore integrators, it helps to understand how the technology itself works. If you're new to AutoStore, our guide explains the cube storage system, robots, ports, and software that power the solution. Read the full guide: How AutoStore Works - Everything You Need to Know |
For nearly 100 years, warehouses didn't change much. Products sat on shelves, workers picked orders, and conveyors moved cartons from point A to point B.
Then the iPhone arrived.
Suddenly, consumers had a computer in their pocket and could shop anytime, anywhere. E-commerce exploded, and warehouses were forced to handle more orders, more SKUs, and constantly changing demand.
Warehouse automation evolved to meet those challenges. Not every integration partner evolved with it.
Many material handling companies built their businesses around large conveyor projects. As a result, some still approach automation with a "more conveyor, more customization" mindset because that's what they've spent decades designing and selling.
That doesn't mean conveyor is bad. In many applications, it's absolutely the right solution.
But buyers should ask an important question: Is this partner solving my operational problem, or are they recommending the technology they're most comfortable selling?
The best integration partners start with your business goals and then determine the right mix of automation, software, and workflows to achieve them, not the other way around.
Not every evaluation criterion carries the same weight. Some factors may seem important early in the sales process but have less impact on long-term success. Others may be easy to overlook but become extremely important after go-live.
Here is a practical way to think about the relative importance of each category.
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Evaluation |
Why it Matters |
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Customer References & Expansion History |
Shows whether customers are satisfied after go-live and whether they continue investing with the same partner. |
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Total Cost of Ownership & Uptime |
A lower upfront price may not mean a lower long-term cost if downtime, maintenance, or inefficiency are higher. |
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Software Capabilities & Productization |
Software influences integration complexity, deployment speed, scalability, and access to future enhancements. |
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Industry Experience & Consulting Approach |
Strong solution design and industry knowledge help ensure the solution is designed around operational requirements rather than a one-size-fits-all approach. |
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Willingness to Challenge Assumptions & Say "No" |
The best partners focus on solving business problems, even if that means recommending a different approach or technology. |
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Scalability & Future Growth Planning |
Your system should support future volume, SKU growth, workflow changes, and operational evolution. |
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Deployment Speed & Project Risk |
Faster deployment is valuable, but only if the timeline is realistic and well-managed. |
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Specialist vs. Generalist Approach |
A specialist may bring deeper AutoStore knowledge, while a generalist may offer broader technology coverage. |
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Product Development & Innovation |
Ongoing investment in software, AI, automation, and new capabilities help customers drive additional value over time. |
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Financing Options |
Helpful for managing capital investment, but it should not outweigh operational fit. |
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Long-Term Service & Support |
The relationship does not end at go-live. Support quality can define long-term success. |
Let's look at each one in more detail.
Customer references are one of the most important ways to evaluate an AutoStore integration partner. Not because they prove a partner has completed projects, but because they show how those projects perform after the sales team, implementation team, and launch excitement have moved on.
A system that looks good on day one is important. A system that is still performing well on day 1,000 is even more important.
When reviewing customer references, look beyond the basic questions, "Was there downtime during implementation?" or "What issues arose during go-live?". Ask whether the customer is still happy, whether they have expanded the system, and whether they would choose the same partner again.
Strong questions to ask include:
Expansion is especially important. When customers continue to invest with the same partner, it is often a sign that the relationship delivered value beyond the initial project.
Happy customers tend to come back. That may be simple, but it is still one of the clearest signals you can look for.
It is natural to compare proposals based on upfront cost. No one wants to overspend on a major automation project.
However, the lowest initial price is not always the lowest long-term cost.
A system with lower upfront pricing may become more expensive over time if it requires more maintenance, has lower uptime, needs costly custom software changes, or cannot scale easily. Downtime, labor inefficiency, missed shipments, and future rework all carry real costs.
This is where total cost of ownership becomes important.
When evaluating partners, consider:
Think of it like buying a printer. The cheapest printer on the shelf may look like a great deal until you realize the ink costs more than your monthly coffee habit. The same principle applies to automation. The purchase price matters, but it is only one part of the financial picture.
A better question is: What will this system cost to own, operate, maintain, and improve over the next five to ten years?
That answer is often more important than the number on the first quote.
| While purchase price is an important consideration, it should be evaluated alongside uptime, maintenance, software, and long-term operating costs. For a detailed breakdown of investment ranges, infrastructure considerations, and cost drivers, read our full guide: How Much Does AutoStore Cost? |
AutoStore is a physical automation system, but software plays a major role in how well it performs. Software affects order flow, inventory logic, operator efficiency, system integration, exception handling, reporting, and continuous improvement.
For that reason, buyers should not only ask what software a partner provides. They should ask how that software is built, maintained, updated, and supported.
One useful distinction is productized software versus heavily customized software.
Productized software is built as a repeatable platform that can be improved over time. Customers benefit from updates, enhancements, and new features as the software evolves. Heavily customized software may be tailored to a specific project, but future changes can require more time, cost, and development effort.
The Microsoft 365 analogy is helpful here. With Microsoft 365, users benefit from ongoing updates and improvements without needing to reinvent the platform every time a new feature is released. In warehouse automation, productized software can offer a similar advantage by allowing customers to benefit from continuous improvement rather than one-off development.
Questions to ask include:
The goal is not necessarily to find the software with the longest feature list. The goal is to find software that can support your operation reliably today and continue improving over time.
Every warehouse has its own operational reality. Apparel fulfillment, automotive parts distribution, healthcare logistics, third-party logistics, and industrial supply all have different requirements.
That is why industry experience matters.
A partner may understand AutoStore as a technology but still miss important details about your business. The right integration partner should understand your order profiles, service-level expectations, SKU characteristics, labor challenges, and growth plans.
Questions to ask include:
That last question is important. A good partner should be willing to tell you when AutoStore is not the right fit, or when another technology should be considered alongside it.
The best partners are not trying to force every customer into the same solution. They are trying to identify the right solution.
This may sound strange, but one of the best signs of a trustworthy integration partner is a willingness to say “no.”
"No, AutoStore may not be the best fit for that workflow."
"No, your building may require another approach."
"No, that level of customization may create unnecessary complexity.
No, you may want to evaluate another technology for that part of the operation.
That kind of honesty is valuable because automation projects are too expensive to force a poor fit. The right partner should help you avoid mistakes, not just help you buy equipment.
Ask potential partners:
If a partner can clearly explain where they are a strong fit and where they are not, that is a good sign. It means they understand their capabilities and are focused on long-term success rather than forcing a project that may not deliver the expected value.
A warehouse automation system should not only solve today’s problems. It should also support tomorrow’s growth.
Order volumes may increase. SKU counts may expand. Labor availability may change. Customer expectations may become more demanding. Your business may enter new channels, add new product lines, or consolidate operations into a different facility model.
If the system is not designed with growth in mind, future expansion can become more expensive and disruptive.
Ask partners:
Increasingly, warehouse operators need to view automation as a platform that can evolve over time, not a fixed monument that remains unchanged for the next decade.
That may be one of the biggest differences between a short-term equipment provider and a long-term automation partner.
Deployment speed matters because every delay postpones the return on your investment. However, speed should be evaluated carefully.
A fast timeline is only valuable if it is realistic.
When comparing partners, ask how long similar projects typically take, what factors could delay implementation, and what resources are dedicated to your project. It is also important to understand how much customization is required, since highly customized solutions often take longer to design, test, and deploy.
Questions to ask include:
A six-month timeline that actually goes live in six months is more valuable than a four-month timeline that quietly turns into twelve.
One of the more overlooked considerations when evaluating AutoStore integration partners is whether you prefer a specialist or a generalist approach.
Some large automation providers offer a broad portfolio of technologies and develop many of those solutions internally. This can provide the convenience of working with a single provider across multiple areas of a warehouse automation project.
Other integrators take a more specialized approach. Rather than attempting to develop every technology themselves, they focus deeply on a specific area of expertise and build partner ecosystems around complementary solutions. In the case of AutoStore, this may include conveyor, sortation, AMRs, robotic picking, packing automation, warehouse software, and other connected technologies.
The difference is not necessarily about what technologies can be delivered. In many cases, both approaches can provide a complete solution. The difference is often where expertise is concentrated and how the solution is assembled.
A generalist approach may appeal to organizations that prefer working with a single provider for a broad range of warehouse technologies.
A specialist approach may appeal to organizations looking for:
Neither model is inherently better than the other. The key is understanding how each provider approaches system design, technology selection, and long-term support.
Ultimately, buyers should focus less on whether a provider is a specialist or a generalist and more on whether they have the experience, expertise, and ecosystem needed to solve their specific operational challenges.
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"Choosing an integration partner is a little like dating. If the integrator is the only one talking during the first few conversations, the relationship is probably going to be about them, not you. The best integration partners spend more time understanding your operation than talking about their products. "
Brian Quigley Regional Director New Business |
Warehouse automation is not a static investment. While the physical system may remain in place for years, the software, workflows, and technologies surrounding it continue to evolve.
As you evaluate AutoStore integration partners, it is worth understanding how much they invest in developing new products, features, and capabilities for their customers. Some partners primarily implement existing technology, while others maintain dedicated software and engineering teams focused on enhancing performance, improving accuracy, and expanding functionality over time.
These investments can take many forms, including:
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Want to See Real Innovation Examples? Download our free factsheet, The Innovations Powering Better AutoStore Performance, to explore examples of technologies being used to improve accuracy, throughput, uptime, and operational efficiency.
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A useful question to ask is: What capabilities will be available to me three years from now that aren't available today?
The answer can provide insight into whether a partner is simply delivering a project or actively investing in the future of the platform.
Questions worth asking include:
The best integration partners do not just support today's operation. They continue investing in technologies that help customers improve performance long after the initial system goes live.
An AutoStore project does not end at go-live. In many ways, that is when the relationship with your integration partner truly begins.
Over the life of the system, you may need technical support, software assistance, spare parts, preventative maintenance, upgrades, training, or help preparing for significant business events such as peak season. The quality of that support can have a direct impact on uptime, operational performance, and overall satisfaction with the investment.
When evaluating integration partners, look beyond implementation capabilities and understand what resources are available after the system is operational. Some providers offer dedicated Life Cycle Services (LCS) teams that focus on helping customers maximize system availability and performance throughout the life of the solution.
For example, many organizations experience substantial volume increases during peak periods. An experienced support organization may provide Peak Season Readiness Reviews that assess system health and any operational risks before demand begins to surge.
Ask:
The strongest partners are not focused solely on deploying a system. They are committed to supporting that system throughout its operational life and helping customers protect their investment for years to come.
AutoStore is a powerful automation platform, but the integration partner plays a major role in how successful the system becomes.
The best partner is not always the largest provider, the lowest-cost bidder, or the company with the broadest technology portfolio. The best partner is the one that understands your operation, designs around your business goals, supports you after go-live, and helps your system evolve as your needs change.
As you evaluate AutoStore integration partners, keep coming back to a few simple questions:
The right integration partner should not just help you install automation. They should help you build a more flexible, efficient, and scalable operation for the future.
At Kardex, these are the same criteria we encourage organizations to evaluate when comparing automation providers. Whether you're considering AutoStore for the first time or planning your next phase of growth, taking the time to assess each partner's experience, software capabilities, support model, and long-term vision can help reduce risk and set your operation up for long-term success.
An AutoStore integration partner is a company authorized to sell, implement, and support AutoStore systems. They help tailor the technology to your facility, workflows, software environment, and operational goals.
Dematic, Element Logic, Fives, Kardex, KPI Solutions, Swisslog, and Toyota Automated Logistics
An AutoStore integration partner is responsible for designing, implementing, integrating, and supporting an AutoStore system. Depending on the provider, this may include software integration, project management, installation, commissioning, training, lifecycle support, and ongoing optimization.
The best AutoStore integration partner is one that aligns with your operational requirements, industry needs, and long-term business goals. Key evaluation criteria include customer references, software capabilities, engineering expertise, uptime performance, scalability planning, long-term support, and investment in product development and innovation.
Some of the most important questions include:
No. While all AutoStore partners deploy the same core AutoStore technology, they can differ significantly in software capabilities, engineering expertise, implementation methodology, support services, innovation investments, and long-term customer success programs.