Blog Category: Marketing

Outsell Your Competition with Visual Configuration and AR

3D visual configuration

Today customers expect more when they are buying from manufacturers. With so many options how can your company capitalize on new technology to win deals and enhance the customer experience? Now your company must go beyond traditional B2B sales and use technology that allows for an omnichannel, self-service experience while empowering your sales team to showcase products for their customers. In fact, Gartner’s research shows if your competitor is using visual configuration and AR, you are being outsold.  

So, what is 3D Visualization?  

Visual configuration is a series of technologies that include 2D/3D visualizations, augmented reality, and CAD automationIn simple terms, visualization allows your customers and internal teams to interact with the product in various contexts, including customers’ own environment. These different solutions usually integrate with other programs such as CPQ, CRM, and ERP.  

How can it help your team sell? 

With visualization your sales team can quickly configure the product for the customer in real-time, no more waiting for CAD drawings when the team can show a product in minutes. Next, your sales team can show how the product will fit in the environment it will be used in. Many deals hinge on being able to see a product quickly. With 3D visualization, it’s possible to show them in real-time. 

How else can I use visual configuration? 

These tools are perfect for your sales team when they are out in the field, but they can also be hosted on your company’s website for lead generation. With more than 57%, according to the Gartner Corporate Executive Board, of research being done before a customer reaches out to a supplier, it is a necessity to show how easy it is to configure your product through self-service functions. Using an interactive visualization tool that has features such as drag and drop allows for your customer to directly engage in the building of their product. 

How will this help me outsell my competition? 

Manufacturers continue to lose customers to cheaper, more nimble competition which makes implementing visualization even more important. Your sales team will be able to visualize the sale to your customers in minutes instead of weeks. Accelerating sales by showing them in real-time. This can even be done on mobile devices to enhance the customer experience 

Another unique way visualization helps outsell your competition is by having a visual configurator on your website for lead generation. By moving mass customization to online self-service, your customers see how fast they can configure products based on their needs.  

This will also add a WOW factor to your sales pitch, giving the customer something other than your word on how a product will fitAllowing an interactive buying experience will engage your customers, enhance their experience and keep them as long-time clients. Now your sales team can go beyond B2B sales by offering an omnichannel, self-service experience with visual configuration. 

Visual configuration is just one of the many solutions included with Tacton Smart Commerce that brings the seller and buyer closer together. Check out our Smart Commerce eBook to find out how to take your sales pitch to the next level. 

10 Reasons why your company needs a CPQ

If you have been looking for ways of transforming your organization by modernizing the way you sell complex manufacturing products, your search probably led you to “CPQ”. This is not just a buzzword around the sales community, CPQ is a tool that is having a profound impact in the way manufacturing products are being sold. 

What’s so special about CPQ? 

In simple terms, CPQ stands for Configure, Price, [and] Quote. It is primarily a sales tool that empowers sales teams to confidently and accurately create complete quotes from end to end 

When it comes to B2B sales of complex products (especially in manufacturing), the right CPQ ensures that the products are configured to the specific requirements of the customer. In other words, CPQ allows for 100% error-free quotes 

It then calculates the best price for that specific configuration by taking into account things like exchange rates, product availabilities, discounted pricing, etc..  

Finally, it is able to combine all this information and generate all the documents required to submit a complete and detailed quote 

The real magic of CPQ comes from its speedTraditionally, obtaining a detailed quote of a complex product took days, weeks or even months. Compare that to the top-performing CPQs today that can generate a quote within minutes. In today’s world of Smart Commerce, CPQ becomes indispensable for keeping up with increasing customer requirements.  

So, yes CPQ is indispensable to remain competitive in today’s B2B commerce landscape. But how do you know if CPQ is right for your organizationTo answer this, we came up with the most common reasons why you should consider getting a CPQ 

Here are (just) 10 reasons why… 

1) You wished quoting was less labor-intensive. It currently requires ‘too many’ stakeholders to complete a detailed custom quote. 

2) In recent past, your organization has lost deals for not meeting deadlines

3) Your organization has lost deals due to quoting errors or misconfigurations 

4) You sell complex products that require customization for every customer 

5) Precision matters – The quote needs to include technical/detailed specifications

6) Only highly trained, experienced salespeople are able to produce a quote 

7) You have an international sales team and the information is equally scattered 

8) Your sales teams, who are pressed for time and results, end up offering too many price discounts to customers

9) You sales teams struggle to quote maintenance costs, or product lifecycle management into the sales quote 

10) Your customer requires visuals (including color realistic imaging, 3D visuals, etc.), before making a purchasing decision.   

If one (or more) of these points sound familiar, you should definitely look into buying a CPQ. In this case, we encourage to look at places like G2 Crowdor Gartner 

In fact, Gartner, following a comprehensive study with industry experts and scholars, has named Tacton as the “go-to” for CPQ in the manufacturing industry as part of their “Magic Quadrant”. It’s an achievement that we are working hard to repeat for years to come.  

Original photo credit: https://unsplash.com/@akipotpot