Enabling your Smart Digital Sales Process by Connected Product Data
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The document discusses the importance of digitalization in B2B sales processes, highlighting how connected product data can enhance customer experiences through improved access to information and tailored solutions. It emphasizes a shift from disconnected sales practices to a more integrated approach that facilitates a faster and more transparent sales journey. Key features include a virtual showroom, customer-driven requirements recording, and efficient proposal and production processes.
![The Future of B2B Sales
ENABLING YOUR SMART DIGITAL SALES PROCESS BY CONNECTED PRODUCT DATA
2
The sales managers we interviewed believe that the
digitalization of the sales organization will be the key to
the success of their business
The B2B providers in our study do not offer their
customers the possibility to order something online
The decision process in B2B business is already
complete when the decision-makers first contact a sales
representative
[Source: THINK ACT, Beyond Mainstream, «Die digitale Zukunft des B2B-Vertriebs“, 2015, 2‘745 enterprises surveyed]
60%
57%
33%](https://image.slidesharecdn.com/ifipsmart-salesprocessdigitalintelliact-ag-200706110131/85/Enabling-your-Smart-Digital-Sales-Process-by-Connected-Product-Data-2-320.jpg)
Enabling your Smart Digital Sales Process by Connected Product Data
- 1. Intelliact AG Siewerdtstrasse 8 CH-8050 Zürich T. +41 (44) 315 67 40 mail@intelliact.ch www.intelliact.ch Digital Sales Process Intelliact, July 2020 IFIP INTERNATIONAL CONFERENCE ON PLM 2020 Enabling your Smart Digital Sales Process by Connected Product Data
- 2. The Future of B2B Sales ENABLING YOUR SMART DIGITAL SALES PROCESS BY CONNECTED PRODUCT DATA 2 The sales managers we interviewed believe that the digitalization of the sales organization will be the key to the success of their business The B2B providers in our study do not offer their customers the possibility to order something online The decision process in B2B business is already complete when the decision-makers first contact a sales representative [Source: THINK ACT, Beyond Mainstream, «Die digitale Zukunft des B2B-Vertriebs“, 2015, 2‘745 enterprises surveyed] 60% 57% 33%
- 3. 24/7 digital information The customer can obtain information, specify and order globally and around the clock The customer always receives the necessary product information at the right time and does not have to collect/search for it himself Individually tailored products The customer can find, compare and order the right, individually tailored product based on requirements Transparent influences between requirements and product specification Full consulting The customer can have access to a consultation on request The sales department knows the history of the customer's requirements and can give the customer advice at any time Sales can access live product data and thus always have the latest product information available for the customer, e.g. upcoming changes Accelerated sales process The sales process is digitally controlled and thus offers the best possible product independent of personal knowledge The costs are shown transparently, especially for customer-specific variants Customer Benefits ENABLING YOUR SMART DIGITAL SALES PROCESS BY CONNECTED PRODUCT DATA 3 24/7
- 4. A typical Sales Process – Today ENABLING YOUR SMART DIGITAL SALES PROCESS BY CONNECTED PRODUCT DATA 4 The data is usually available, but often not in the format as required by the customer. IT-Tools,PLMBackboneMarket,UserNeeds ProductionMarketing ServiceDevelopment Customer Sales Customer has Requirements Sales build up Solutions Development "makes" products Marketing Presents Products DISCONNECTED SILOs ERPCRM PDM DISCONNECTED xxx
- 5. Sales Process – Tomorrow ENABLING YOUR SMART DIGITAL SALES PROCESS BY CONNECTED PRODUCT DATA 5 The data is usually available, but often not in the format as required by the customer. Assets,PLMBackboneMarket,Userneeds ProductionMarketing ServiceDevelopment Kunde Sales Connected data Information Digital process Digital communication ERPCRM PDM xxx Customer has Requirements Sales build up Solutions Development "makes" products Marketing Presents Products
- 6. 1. VIRTUAL SHOWROOM: The customer experiences the possibilities of the company and its products. 2. REQUIREMENTS: The customer can record the requirements for the product. 3. CONFIGURATOR & CUSTOM: Based on the requirements, a product can be designed via digital assistance, also customer- specifically. 4. PROPOSAL: Product variants can be compared; the customer receives all necessary product documents and information. 5. PRODUCTION: Automated creation of all production documentation. 6. OPERATIONS & SERVICE: Transparent and fast shipping. ENABLING YOUR SMART DIGITAL SALES PROCESS BY CONNECTED PRODUCT DATA Smart Sales Journey 1 2 3 4 5 6 PRODUKTFAMILIE & PORTFOLIO PRODUKTBESCHREIBUNG PROJEKT ANFORDERUNG & APPLIKATIONSMERKMALE BILDER & VISUALISIERUNGEN TECHNISCHE PRODUKTMERKMALE PRODUKTSTRUKTUR & VARIANTEN PASSENDE PRODUKTE PREIS, LAGERBESTAND, WIEDERBESCHAFUNGSDAUER KOSTEN A B C D E F G H I K
- 7. ProposalConfigurationRequirementsShowroom Example of EAO ENABLING YOUR SMART DIGITAL SALES PROCESS BY CONNECTED PRODUCT DATA Assets,PLMBackboneMarket,Userneeds PIM PDM ERPCAD https://digikey.eao.com/catalog/function/emergency_stop_switch/de/not-halt-taste
- 8. The products should be presented to the customer in an appealing way – the sales process supports the customer in identifying his individualized product The customer should receive sufficient information for the order decision The entire sales process should be up-to-date, correctly orchestrated and used via different channels The holistic and latest view of the product is available to everyone and can thus be used optimally for the customer as well as for internal processes Everyone Benefitting – from Customers to Service ENABLING YOUR SMART DIGITAL SALES PROCESS BY CONNECTED PRODUCT DATA 8https://digikey.eao.com/catalog/function/emergency_stop_switch/de/not-halt-taste
- 9. Download Whitepaper «Smart Sales» COMING SOON intelliact.ch/smart-sales-en Dr. Christian Bacs Senior Consultant Dipl. Masch.-Ing. ETH +41 79 456 68 62 bacs@intelliact.ch
- 10. Thank you for your attention 10