We’ve been delivering CPQ solutions for over two decades. Our goal is to get you live with your solution within 5 months.
We're mainly focused on North European manufacturers.
CPQ solutions can deliver considerable improvements to your business. Implementing CPQ involves the whole company, and to unleash the benefits of CPQ you need more than just a great software.
We have been running CPQ analysis workshops since the 2001 and we know how to prioritize to quickly get going. We will guide you to where to start, what to prioritize and what to leave for another day.
HMF produces truck mounted cranes. Everything is produced in Aarhus in Denmark and sold in 35 countries around the world. The turnover is around 1 billion Danish crowns.
In Denmark HMF sell directly to customers, and in all other countries they work with distributors who have the exclusivity of their products.
- We work with complex products. When you buy a crane, you must make some choices. If you choose A, you will not be able to choose B.
A big challenge is that when a distributor needs to offer a crane they might make mistake, make a quote with options that are not compatible. In the worst situation a crane is offered that cannot be produced.
- That’s a big challenge, and that’s were CPQ and cpq.se was a great help for us.
Swift Lifts is a manufacturer of home elevators - lifts made especially for private homes and villas. Swift have developed a very quiet and safe elevator made to fit in any type of interior design style.
- Our customers range from elderly people with an immediate need to move easier between floors - all the way to modern families that just want home luxury and home comfort.
Today Swift is geographically represented in Asia, meaning China, Thailand and Malaysia. Swift also sell to the Middle East and in Europe.
- We mostly work with distributors but we also work with direct sales, says John Löwbäck - founders and CSO of Swift Lifts.
- Just looking at the product, I would say that our product is complicated, because there are so many combinations. If you add color, travel height and doors and all that, it quickly adds up to billions of combinations.
At cpq.se we have one goal when we have our initial meeting with a new customer:
To be live as soon as possible.
This is a challenging task because there are so many things you CAN do, and it's difficult to understand what you SHOULD do (and what things to leave for improvements in a later phase).
That's why we always get very quickly from talking to doing.
As we're writing this, Patrik and Ida is in a workshop analyzing product data, pricing strategies, quote templates, CAD-visualization and integrations.
The question they want to answer is what really required to go live and how can we leverage the functionality that is already set up in our standard CPQ setup?
Once we get a roadmap for the project we can set a date, the day that we go live with a working, first version of CPQ.
Say that we start on January 7, 2023. That would typically mean that we can let the first real user into the system March 10, 2023. At this point in time we will already have a working first version of online CAD - helping the user understand the product during configuration and producing quotes with the exact level of details for sales.
Maybe we'll do some updates to the quote branding in the beginning of March, and then we'll be ready to do the official go-live May 12, 2023.
We would typically run the project online, with short and effective training sessions in the beginning. As the configuration evolves we would typically move into a more coaching role instead. We believe it's key success factor that the sales logic is described and maintained by the customer themselves, by the experts that really knows the product. But at the same time it's also important to describe the product logic correct from the beginning. That's why the guidance from one of our principal consultants is equally important - especially in the start of the project.
Once we go live we will continue to do weekly updates, adding even more automation for the sales reps and partners. As the product continues to evolve there will be weekly big and small updates to the product logic. We would add more roles to simplify usage, we'll remove things that we realize no-one is using anyhow and start to integrate the solution with ERP and CRM.