Resource Type: Customer Story

Customer Success Story: Pelco: “Mapping the Customer Journey”

Success with CPQ starts with trust

Our customer Pelco is a global leader in video security solutions. The product portfolio includes video surveillance cameras, video management and recording systems, security software and services.

Pelco’s Customers include cities, hospitals, airports, seaports, retail and office environments, as well as schools and universities.

At our latest Online Summit, Pelco’s Fahad Mahboob explained how with our solutions Pelco achieved:

  • Tailored its own sales and distribution processes better to customer requirements and customer journey.
  • Reducing the complexity of product configuration and pricing.
  • Reducing the number of offer revisions.

Customer Video: nVent “Developing a Customer-Centric Digital Strategy”

Our customer nVent is a globally active manufacturer of control cabinets, device housings, subracks, and associated components for a wide variety of requirements.

In his lecture, Alexander van der Weide, VP Marketing Enclosures, explains how nVent has managed with Tacton CPQ to offer customers a convincing digital customer experience and excellent customer service.

View the entire discussion here!

Plus Pack CPQ Success Story

Plus Pack, an established food packaging manufacturer based in Odense, Denmark, has made Product Configuration a crucial component of their digital strategy. Plus Pack’s mission is to become the preferred partner of customized and sustainable packaging solutions, and with Tacton CPQ Plus Pack is well-equipped to reach their goals faster and more efficiently.

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“Tacton will allow us to better serve our customers by shortening the time to value and continue our strategy of helping our customers stand-out with sustainable packaging solutions.”

Anders Top Haustrup

Visual Configuration at MAN Truck & Bus

MAN Truck and Bus SE is a leading European manufacturer of modular driver workstations. Looking for another advantage in the market they turned to Tacton for their Visual Configuration needs. With 100% accurate visualization, MAN has transformed how they do sales and engineering.

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Insta GmbH

Insta gmbh finds success with Tacton CPQ

The Challenge

Insta realized they were facing a challenge selling their creative lightline system to architects because of the mass number of components. If a customer wanted a project-specific item from Insta their technicians were responsible for finding these items.

Without the proper software to help technicians, this painstaking process took hours of searching by hand. Insta also tried to work with other solutions to showcase their products through their website, which failed to give a clear visual of the actual product. The quotations at the beginning of projects would also slow down due to errors in the original quote, this is when Insta GmbH began searching for a solution.

The Solution

Insta wanted a configuration solution that would help enable their sales, technicians and marketing teams to plan the complex systems efficiently. Insta chose a CPQ (Configure, Price, Quote) solution to address their unique challenges.

Tacton’s CPQ tool helped calculate the exact measurement for Insta’s manufacturers who are cutting the lighting material. Before using a Tacton solution the dimensions of products would need to be handmade, which lead to mistakes. Using a CPQ tool allowed for exact measurements to be measured right the first time, every time.

Once Tacton was implemented the sales team saved between 850 and 1,200 hours per year related to project calculation.

About Insta

“Tacton automated our processes significantly, making it easier to generate solid leads. Customers are also able to configure their own product by using the Tacton via our web page, those configurations are sent automatically to our CRM system, generating leads.”

Henning Lanwer-Insta GmbH

Founded in 1970 Insta GmbH is a leader in the production of electronics, systems, software and electromechanics solutions. The Insta Technology Center has more than 580 employees that develop and manufacture innovative products and systems for modern architectural lighting.

The Results

  • Saved 1,200 work hours per year
  • 100% accurate quotes
  • Used as a lead generation tool
  • Created accurate documentation

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Husky Hot Runners and Controllers

Husky Hot Runners uses Tacton CPQ software for their product configurations

The Challenge

Husky was facing a challenging quoting process for their hot runner business when they realized they needed to consider 60-70 variables for each solution. These variables may seem small, but behind each variable was thousands of guidelines for what to select into a configuration. This meant the sales engineers managing the quote would have to do manual work across multiple systems in Excel and look-up charts.​

The Solution

From sales to engineering, they searched for a solution that would work for anyone who needed to configure products.​

Husky’s search led them to Tacton CPQ. With Tacton, Husky finally found a tool that can handle their product complexity while cutting the time spent on their tens of thousands of quotes per year. Working with Tacton also helps Husky sales reps prepare quotes without support which allows engineers to focus on innovation. ​

About Husky Hot Runners

Tacton supports our solutioning processes globally.

Steffen Bönecke
Director of Global Engineering and Operation Transformation​

Husky Injection Molding Systems is a global leader in supplying injection molding equipment and services. With over 4,000 employees worldwide Husky supports customers in over 100 countries.​

The Results

Reduced solution time 75%

100% Error free quotes

Zero incorrect configurations

Lowered Warranty Costs

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The Challenge

Prior to Tacton, Bürkert was using two sales configurators, one of which they’d built in-house. Application Consultant Marcel Goetzelmann says, “Looking to the future, we wanted a web-based tool that could be accessed from anywhere.

Data transfers were handled manually, making the process prone to errors and we were much too reliant on certain key individuals. If those people weren’t available, everything got held up. Sometimes it would only be for a few hours, but at times we’d have day, or even week-long delays if someone was sick or on vacation.”

The Solution

“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,” says Marcel.

The conflict resolution capability in Tacton is also highly valued by the Bürkert team. “Because your starting point is always an already valid solution, you just have to tweak it to suit what the customer needs. These speeds up the sales process considerably. Our sales team are now able to quote in a matter of minutes, whereas before it took hours or even days,” says Application Consultant Daniel Horn.

About Bürkert

“Our new products are designed to be more flexible and customizable from the outset. This is the way things are moving and it’s absolutely what our customers want. Thanks to Tacton’s configuration technology, we’re able to respond to that”

Marcel Goetzelmann, Bürkert

Bürkert manufactures valves, sensors, and controllers that are vital aspects to our daily lives. Bürkert’s products are designed to be flexible and customized, placing high requirements on the configuration technology.

The Results

  • 100% accurate quotes
  • Handle product updates with ease
  • Built in conflict-resolution
  • Used as a lead generation tool

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nVent Hoffman

Success Story Tacton CPQ Eldon

nVent Hoffman was previously known as Eldon.

The Challenge

Today, customized products account for about 20% of Eldon’s sales, a share that is growing every year. While this is welcome in terms of opportunity and growth, it also brings productivity issues. With limited re-use of previously performed work, Eldon found that too much time and resources were going into custom quotations.

Changes were needed. Not only to meet specific customer needs from a product point of view but also to ensure that quotes could be delivered quickly and without incurring too much cost. With Eldon’s customers increasingly expecting a similar buying experience for both standard and customized products, it was clear that the company needed a better way to manage one-off orders.

The Solution

Eldon kicked-off a major initiative called the Eldon Quotation Solution (EQS). The broad goal was to make Eldon more modern, responsive and efficient.

To achieve this, Eldon decided to start with a generic model. The idea was to develop a basic solution, but at the same time, one where all products in the portfolio could be quoted in Tacton CPQ. An improved model, called the “family model” was then developed to include logic for how products and accessories fit together.

Tacton has also had a major impact on Eldon’s design process. One Eldon employee explains, “Before we implemented Tacton, our engineers would often spend 6-7 hours just to customize a drawing. Today this can often be done in minutes.”

About nVent Hoffman

“Tacton is an extremely powerful tool that brings us closer to our customers by offering customized solutions quickly and cost effectively.”

Mats Toftebrant, nVent Hoffman

Founded in 1922 in Nässjö, Sweden, the company rose to prominence thanks to a series of ground-breaking innovations including electric heaters, switchgear and battery-powered radios

The Results

  • Drawings went from hours to minutes
  • 100% Error free quotes
  • Able to quickly react to create custom quotes
  • Fully integrated into CAD

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The Swisslog CPQ project

The Challenge

The manufacturer of warehouse and distribution systems was already serving some of the world’s largest companies, but the manual effort and time involved in preparing customer quotes were hindering growth plans.

The Solution

Swisslog uses Tacton CPQ for its stacker crane business and is heavily dependent on it. Prior to Tacton, Swisslog worked out the specification for the cranes manually using MS Excel and Mathcad. Swisslog sales reps can now produce budget quotations without any involvement from the product experts. This is a real competitive advantage. When the Tacton sales configuration is complete, about 80% of the products can go straight to production.

About Swisslog

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

Martin Björklund, Swisslog

The right level of automation at your distribution facility could set you in the direction of success. Swisslog designs, develops and delivers a wide range of automation solutions, from tote to pallet based, goods to person technologies, intelligent software and self-learning robotics.

The Results

  • 80% of portfolio is ready to be produced after configuration
  • Meets country specific requirements with one click
  • 100% accurate quotes
  • 1,000s of working hours saved per year

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Vencomatic’s CPQ Project

The Challenge

As with any part of the food production chain, poultry farming is closely monitored and highly regulated. Each country has different rules and standards that govern how chickens can be housed. This posed a challenge for Vencomatic. As the company’s global reach grew, it became increasingly difficult to stay on top of the intricacies of the regulatory requirements, and their impact on the equipment configurations.

Vencomatic was operating an online sales configurator that had been developed in-house. It had reached a point, however, where major input was needed to maintain and revise the tool. A decision was made to look for a solution that would deliver the sales configuration functionality Vencomatic needed. Tacton provided that functionality.

The Solution

Meanwhile, the Vencomatic dealer network had an urgent need for a sales tool that would help them configure products accurately and produce professional quotes. The company, therefore, decided to start at the sales end, working with the existing product structures.

The project kicked off in December 2012 and the sales configurator was tested internally by product engineers before it was rolled out to the dealer network. The sales team at Vencomatic can now create complete quotes including pricing for six product lines using the new configurator and so far the new system has been very well received. Country regulations and standard parameters are already figured in, so the dealer doesn’t need to go about defining these for each new quote. This results in a time saving of approximately 40-50% per quote.

About Vencomatic

“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”

Koen Boot, CIO, Vencomatic

Dutch company Vencomatic produces equipment for the poultry farming industry. The company operates in over 70 countries, selling mainly through an extensive dealer network. The industry is highly regulated, with many country-specific standards and legislation.

The Results

  • Speeding up quotation time by more than 50%.
  • Fully integrated into Vencomatic’s CRM and ERP
  • Meets country specific requirements with one click
  • 100% accurate quotes

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