Customer Overview
Industrial Manufacturing Company - the global leader in stored energy solutions for industrial applications. Company complements it's extensive line of Motive Power and Energy Systems with a full range of integrated services and systems. Manufacturer sales and service locations throughout the world.
Problem/goal
Our Customer - Industrial Manufacturing company faced challenges in their products selection and requirements analysis process while choosing the solution for thei clients:
- Complexity and time Consumption:The existing process was highly complex and required substantial technical knowledge from sales representatives. It typically took up to two weeks to analyze customer needs and prepare a quote.
- Fitment issues:There were frequent instances where selected batteries didn't fit the trucks.
- System performance:The existing CPQ system was underperforming and relied heavily on manual processes due to disconnected systems.
- Reliance on legacy systems:The process depended on legacy knowledge and experience, necessitating multi-system maintenance and support
- The goal was to streamline and simplify this process, reduce the dependency on manual and legacy systems, and improve overall efficiency and accuracy in battery selection and quoting.
Solution
Customertimes developed a data-driven, connected, and intelligent platform for the Customer. This solution provided a virtual technical guide for sales teams and customers, enabling them to identify and quote the best products and services for their needs:
- Data Hub and Integrations:A comprehensive data model was created, holding truck, product, and application data in Microsoft Azure. This hub supports data analytics and predictive assessments, integrating seamlessly with internal and external systems.
- Optimized User Interface:Built in Salesforce, the user interface was designed to minimize custom design impact and streamline the data collection process. MuleSoft integrations ensured seamless connectivity between Salesforce, SAP, and the data hub.
- AI Solution Recommendation Engine:This engine automated truck-battery matching and identified the best solutions based on various calculations, including pre-qualification, power checks, and total cost of ownership (TCO) calculations. AI analysis played a critical role in this process, analyzing the data and recommending the optimal battery and charger combinations for each scenario.
- Automatic Quote Creation:Integrated with Salesforce, the system provided automatic quote creation for selected recommendations, significantly reducing the time required to generate quotes.
Technologies used
Results & Benefits
The implementation of the solution resulted in substantial benefits for Customer:
- Cost reduction: Acquisition costs were reduced by 5% for lead generation based on the data-driven solution.
- Growth in opportunities: There was a 10% growth in new opportunities, thanks to the virtual technical guide that helped sales teams provide the best solutions for customer needs.
- Efficiency and accuracy: The platform provided accurate quotes and reliable product availability information on a single connected platform, improving overall efficiency and collaboration.
- Enhanced customer experience: Improvement in data quality, alignment, and accessibility enabled data-driven decision-making, supporting business outcomes and enhancing customer experience.
- Increased Customer Lifetime Value: There was a 15% increase in customer lifetime value through enhanced offerings such as extended warranties, performance agreements, or power provided as a service.
Business outcomes
Image Gallery
Unlock the full potential of your business
Our team of experts will work closely with you to understand your unique goals and challenges, then recommend the perfect solution. Book a meeting today.
