PROS best-kept secret success stories
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3
Poor quote accuracy and consistency
2
3 reasons for digital transformation
The manufacturer faced 3 key challenges that
made it difficult to grow profitably and achieve
the quote volumes needed. The challenges
included slow quote turnaround time, poor quote
accuracy and consistency, and slow, error-prone
manual workflows.
The organization's manual pricing process was disjointed across
regions, including 24 European and Middle Eastern/Asian countries,
and each country handled quoting a little differently. As one would
imagine, it left much room for human error: One country would be
digging through spreadsheets while another was searching past
proposals for the needed numbers. A customer could query
2 facilities and get 2 completely different offers. The inconsistency
and siloing of information left little visibility into pricing and what
the sales team put into their quotes, ultimately resulting in profit loss.
Salespeople used historical information and spreadsheets retained
on hard drives to compile complex custom quotes for customers.
This method was proving to be long and time-consuming. Sales was
also missing out on many opportunities, including upselling and
cross-selling, and customers were not pleased that they had to wait
days at times for the quotes they wanted.
Slow quote turnaround time
1
Another Another sale slipped
through my fingers
because it took
too long to quote!
Yes, that's
$35,000 $35,000.
That will be
$20,000 $20,000.
