A larger scope of services
“Up to that point we had used Excel tools.” Hartmut Schlee tells us. “During discussions with the sales and business divisions, we discovered that a sales configurator that works like a question-and-answer game would best meet our requirements. While researching online, I came across an article called: ‘The market guide to product configuration’ by Dr Axel Brinkop, who mentioned encoway along with some other providers. In our evaluation process that followed, there were pronounced differences between the companies. Encoway was the one that took the time to look at our processes in depth. We were impressed by this approach because this is exactly how we deal with customer requirements. We did, of course, also ask for references. In the end there were three companies left who presented their models to us. Encoway was the best performer from, among other things, a cost point of view”.
During the process to select a provider, the wider possibilities of CPQ software became obvious. Beschorner tells us: “We decided to integrate the quotation generation process as well. To do this, the programme had to also be linked with our ERP ABAS in order to obtain the right price for the customer. Instead of a pure configuration solution we thus gained a fully integrated sales and quotation concept. We can now extract the parts lists from the orders and transfer them to ERP ABAS for the production.” This integrative approach and the automation have led to a more efficient organisation of the business processes.