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How Durst streamlined quoting and consistency by integrating Tacton CPQ with Microsoft Dynamics CRM
With a strong presence in large-format printing, labels and packaging, textiles, ceramics, and industrial printing, Durst sought to simplify its sales process and enhance the customer experience.
The challenge
Quoting errors lead to slower sales cycles
Prior to implementing Tacton CPQ, Durst saw an opportunity to improve their Excel-based quoting process, which slowed the sales team and often resulted in errors or inconsistent solutions across sales representatives.
Complex configurations required coordination between sales, distributors, product management, and customers, extending sales cycles. Configuration mismatches occasionally led to renegotiations with customers or distributors. The company also identified an opportunity to streamline their email-based discount approval process to improve pricing transparency.
The solution
Leveling up sales with CRM and CPQ integration
In 2021, Durst implemented Tacton CPQ alongside Microsoft Dynamics CRM, creating an integrated, digital sales workflow. The dual implementation ensured that sales teams could manage leads and customers in CRM while leveraging CPQ to configure products, automate pricing, and generate accurate quotes. Durst leveraged Tacton’s CPQ to enable their team in three core ways:
Comprehensive product configuration
CPQ aligns printer, software, and service contract configurations into a unified solution ecosystem, enhancing Durst’s market differentiation.
Automated pricing and margin visibility
The system streamlines complex calculations, like software update costs, while also ensuring profitability through real-time margin tracking.
Streamlined, personalized quoting
Sales generates a high volume of quotes for highly personalized solutions that meet region-specific requirements—without the long email chains or lengthy approvals.
The impact
Greater quoting speed and margin control
Since implementing Tacton CPQ, Durst can now quickly ramp up new sales hires and achieve speed to value, with pre-defined configurations and automated pricing and quoting. This results in:
Faster quoting—taking price calculations from hours to seconds
Thousands of quotes generated monthly
Error-free orders and increased customer trust
Transparent and profitable pricing
Improved relationships with distributors and resellers
Looking ahead
Durst continues to refine its CPQ implementation, exploring enhancements such as digital signature integration, SAP ERP integration, and further automation of service contract management.
With a smoother and error-free buying journey, Durst can now focus on their number one competitive advantage: innovative printing solutions and productivity software.
