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Building Better Experiences: Improving the Buyer's Journey with PROS

In my previous blog, I delved into how the PROS platform supports companies in the building material sector, safeguarding profitability through agile margin management. However, what if your aim is to not only protect but also boost revenue or volume? In this blog, I'll illustrate three tangible examples of how PROS customers have integrated new capabilities to streamline and optimize their customers' purchasing journeys.

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1. Saint-Gobain Building Glass: Empowering Small Builders

Saint-Gobain Building Glass, renowned for its diverse range of flat construction glass, wanted to improve the buyer journey for small and medium-sized builders. Often engrossed in their projects throughout the day, these builders struggled to manage orders within traditional business hours. To address this, Saint-Gobain sought to provide a solution enabling seamless order placement and management anytime, anywhere.

Recognizing the cost implications of maintaining round-the-clock customer service, they opted to explore a self-service online solution. This approach ensured constant accessibility while also prioritizing the need for an intuitive, responsive platform that fulfills all customer requirements.

Saint-Gobain chose Smart CPQ from PROS to address these needs. With Smart CPQ, Saint-Gobain Building Glass customers can effortlessly discover suitable products and complete orders, regardless of the time or day.

Saint-Gobain Glass utilizes PROS Smart CPQ across various channels, including integration into Salesforce CRM for internal sales and embedding into a Smart APP accessible directly from smartphones/tablets for dealers.

PROS Smart CPQ serves as a significant differentiator for Saint-Gobain dealers. With its user-friendly interface, it encourages dealers to sell Saint-Gobain products, simplifying their sales process.

During the COVID-19 pandemic, PROS Smart CPQ played a crucial role in boosting Saint-Gobain's revenue. By providing a digital commerce solution, it enabled seamless connectivity for end-users to continue placing orders.

Moreover, PROS Smart CPQ seamlessly integrates with Saint-Gobain's ERP system, allowing users to select available stock products directly. This integration also facilitates proposing a delivery process within the CPQ, covering all order-related information from product selection to delivery logistics.

By digitizing the sales process with a quote-to-order platform, Saint-Gobain Glass Solutions witnessed a remarkable surge in orders placed via their e-commerce platform, skyrocketing from 10% to 80%!

2. Solu+ from PointP: Simplifying Project Estimations

Solu+ (PROS Smart CPQ), implemented by PointP, aims to streamline project estimation processes for contractors. For instance, consider a contractor tasked with providing a quote to a client for installing three drywall ceilings. While this project may resemble previous ones undertaken by the contractor, there could be specific details that differentiate it.

By offering a user-friendly interface and guided configuration, Solu+ facilitated accurate material estimations along with labor time assessments. Its responsive UI ensured easy navigation, while functionalities like cross-selling and upselling enhanced average cart values by 15%.

What Solu+ offers to the contractor is an easy-to-use, step-by-step approach to estimate not only the required materials but also the anticipated time needed.

It begins with a series of simple questions aimed at understanding the project type. The solution then provides options and recommendations, ensuring that the combinations and sizes of different project elements align seamlessly.

Once the user has made all the relevant choices, they are presented with a comprehensive list of materials needed to complete the project, along with associated costs and an estimation of labor time.

3. Collaborative Quoting: Facilitating Dynamic Interactions

Addressing the challenge of asynchronous communication between sales representatives and buyers, collaborative quoting emerged as a solution. By granting both parties access to quotes, buyers can actively participate in refining specifications, adjusting quantities, and reviewing pricing. This real-time collaboration minimizes delays, fostering prompt responses and reducing the risk of losing buyers to competitors. Learn more about collaborative quoting here:

These are a few examples of how PROS customers utilize our state-of-the-art platform to offer a seamless buying experience for their customers. If you'd like to learn more about how we assist our customers or discuss ways to enhance every buying experience and make each transaction more profitable, please reach out to us today.

About the Author

Daniel has over 20 years of experience in the field of pricing, first as a practitioner in the telecom and semiconductor industry, and then as a Strategic Consultant with PROS for the last 10 years. Daniel’s role with PROS is to advise companies on how to make the pricing and sales process more efficient and effective, and how to improve margin and revenue performance. Daniel holds a degree in Industrial Engineering and Management from Linköping Institute of Technology.

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