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SearchHow a Specialty Vehicle Brand Becomes a Leader in Solution Delivery
The company
A global brand in lift truck solutions
The company is a leading global manufacturer based in the U.S. that offers a full line of lift trucks and solutions, including attachments and hydrogen fuel cell power products, to meet the material handling needs of its customers around the world.
The Challenge
Eliminating complexity and cost to deliver faster delivery
The company set an ambitious goal: become the leader in delivering customer-focused, low-total-cost-of-ownership (TCO) solutions across diverse markets. To achieve this, they needed to modernize how they engaged customers through dealers, direct sales, and digital channels, while removing internal complexity.
Their previous system—Oracle CPQ (Big Machines)—was racking up ongoing maintenance costs and service requirements that were escalating without delivering the digital agility they needed. In addition, their CPQ required a separate 3D visualization solution. Performance bottlenecks, inaccuracy, and dealer frustration had been business-critical concerns.
To support both internal efficiency and external experience goals, the manufacturer launched an initiative to replace Oracle with a unified CPQ solution that could scale across sales channels, enhance visualization, and support a long-term vision of AI and e-commerce-enabled selling.
The Solution
Finding the right fit for scalability, ROI, and digital agility
After an 18-month evaluation process, the brand narrowed the field to Tacton, SAP, and Salesforce CPQ/Logik.ai. Each solution was measured against clear technical and financial criteria, including:
- Speed and usability across channels
- Ease of administration and scalability
- ROI versus the escalating costs of Oracle and 3Kit
- Long-term fit with their vision for ecommerce, self-service, and AI
The evaluation team overcame initial concerns around customer self-service through discovery workshops that clarified how Tacton could enable external access securely and efficiently.
The Solution
Aligning to long-term goals
Ultimately, Tacton was selected for its ability to deliver:
- Deep configurability without complexity: They sought a solution that could handle highly complex, engineered-to-order products and pricing levels without relying on fragile rule-based engines. Tacton’s constraint-based configuration was a clear differentiator.
- Aligned product roadmap and future-proofing: Tacton’s development roadmap, including AI-assisted selling, an enhanced selector, and ecommerce-enablement, matched the brand’s long-term commercial goals.
- CPQ and visualization in one platform: With visualization and AR included without needing a third-party provider, they eliminated extra vendor costs and reduced integration points.
- Strategic fit with broader architecture: Tacton integrated cleanly with their existing ERP systems (AS400 and SAP), Salesforce CRM, Siemens Teamcenter PLM, and supported SSO and API-based analytics.
Looking Ahead
The road to unparalleled delivery
With implementation planned, the heavy and specialty vehicle manufacturer is positioned to make rapid progress toward their strategic goals: 1) deliver faster, more accurate quoting to dealers and internal users, 2) improve the e-commerce and self-service experience for customers, 3) reduce operational overhead, and 4) eliminate costly legacy maintenance.
Key Takeaways
The perfect fit
Industry Recognition
A leading position in the Gartner Magic Quadrant™ for CPQ Applications, ranked highest in the Ability to Execute.
Proven results
Strong manufacturing references and implementation track record and a clear product roadmap for future CPQ capabilities
Built for complexity
A platform built for complex configuration and multiple levels of pricing and pricing approvals, plus a technical advantage with an efficient and intuitive constraints-based configuration engine.