Selling that’s targeted to your customers’ needs

Needs-based selling helps your sales team to lead customers to the right decision, based on their specific needs and the factors that matter to them – whether it's intended use, running costs, price, energy efficiency or other preferences. This gives your customers confidence in their buying decisions.

The right deal for you and your customer

Predefined rules optimize how the product should be specified and priced – based on your customers’ needs as well as your own business goals. This ensures you’ll offer the deal that is best for your customer, and for you. Your sales team won’t sell products that can’t be delivered, or agree on pricing and discounts that erode your margins.

Read more about Tacton's pricing solution.

A dramatically faster quotation process

Accurate, high-quality quotes with supporting documentation are generated automatically. This speeds up the quotation process dramatically. In fact, many of our customers have seen quotation time reduced from weeks to hours, and from days to minutes.

Read more about producing sales quotes in less time.

Needs-Based Configuration & Selling Capabilities

  • Needs-based questions such as intended use, required capacity or other preferences.
  • Easy-to-use, highly visual interface with image selections, sliders or simple drop-downs.
  • Instant feedback to the user, such as automatically greyed-out options and conflict resolution.
  • Intelligent default selections to minimize clicks-to-quote.
  • Product characteristics explained with supporting images, texts and even 3D visualization - enabling your customers to make informed decisions.
  • Help the customer discover new needs using dynamic questions that depend on previous answers.
  • Read-outs from IoT devices describe how previous products at the customer's have been used, as the basis for a new quote.
  • Feature-based modeling language easily translates customer needs and non-technical requirements into technical requirements.
  • Constraint-based configurator solver finds solutions based on technical requirements.
  • Customer's purchasing history and industry form the basis for analyzing customer needs.
  • Beneficial requirements (for example, longer battery life) taken into account, improving overall understanding of needs.
  • Constraint-based configurator optimizer finds the best solutions based on selected criteria such as weight, capacity or fuel consumption.
  • Advanced external and internal calculations support the selection process.
  • Conflict resolution balances conflicting requirements and finds the best alternative solutions.
  • Options for upselling are provided, increasing the deal size.
  • Accurate, high-quality proposals with supporting documentation generated automatically.
  • 3D visualization ensures a valid and compelling quote.
  • Value propositions calculated by the CPQ create trust in the product recommendations.
  • Product characteristics explained with supporting images and texts – ensuring the customer understands the details of the offer.

Learn more about needs-based selling

Watch Needs-Based Configuration and Selling in Action

Needs-Based Configuration, CPQ Products

Tacton CPQ for Salesforce®

Tacton CPQ for Salesforce complements Salesforce with powerful services so that your sales team can configure products and produce high-quality sales quotes including technical documentation, 3D drawings, pricing and bills of materials.

Tacton CPQ

Tacton CPQ enables your channels to quote more accurately, close deals faster, and speed time to delivery. No matter how complex your products or business, you can make it easy for customers to buy exactly what they want – from you.

CUSTOMER STORIES

It’s always a challenge when you’re trying to roll out a new system. But the minute people started using Tacton, they could see the benefits and how it made life so much easier.

Marcel Goetzelmann

IT Application Consultant, Bürkert

The lion’s share of our sales comes from standard products, but it’s often our ability to offer customized solutions that wins us new business.

Mats Toftebrant

CIO, ELDON

Tacton is the most important sales tool we have. It is easy, fast and we can’t work without it!

Martin Björklund

Sales tools responsible, Swisslog

Tacton was the only solution we found that makes it possible to approach a configuration from different angles. Regardless of the customer’s starting point, the software always calculates the best solution by working with constraints on business rules instead of running down a decision tree.

Koen Boot

CIO, Vencomatic

I know many companies hesitate to introduce a configurator because they think – our products cannot be structured or streamlined in a good way or, our combinations are too complicated. We also heard these comments in our company. There were people who said it wouldn’t be possible, but it was. The configurator helped us overcome those concerns and even convinced the “experts” sitting on the product knowledge.

Dr Klos

General Manager, Yaskawa Europe Robotics Division

We quickly understood that a sequential, rule-based configurator would never meet our needs. We didn’t want to have to answer the same question over and over. We wanted to define a customer’s requirement and for that requirement to filter through to all areas it affected automatically. We also wanted to be able to start at any point in the configuration – if you don’t have an answer to a particular question, it doesn’t matter – the configurator should do the thinking for you. And that is exactly what Tacton provided us with.

Sicco Saft

Business Analyst, Meyn

The beauty of the Tacton Configurator is that it will guide the sales rep through the sale and get the configuration of the product and quotation correct each time. It now takes us only five minutes to generate a complete budget offer including pricing. This saves us tremendous amounts of time and money.

Jan Nilsson

Senior Engineer CRM Process & IT Development, Siemens

In the water treatment industry, lead-time is often more important than price. With the combined SolidWorks and TactonWorks solution, once our proposal is accepted, design goes through engineering in just a few days, then out to fabrication. This type of automation has been a key factor in our business growth.

Brian Bartholomew

Senior Project Engineer, ClearStream Environmental

“In the past, we did everything to the customer’s wishes. Today, the customer still has this perception, but we are in fact supplying a configured product based on carefully identified and standardized building blocks. This makes us faster and helps keep our stock levels down. It also ensures that products are already validated from a design and manufacturing point of view before an order is placed.”

Marcel Walvoort

Manager Product Configurator, Kramp

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