For several years, global technology company Metso Outotec has used KlaroCPQ to support sales across several product lines. According to Application Service Manager Joni Kauppinen, it has cut the time spent preparing quotes dramatically and removed human error from the quotes themselves, with savings that carry on into the project stage.
Delivered by KlaroCPQ, part of the TX Group.
Quoting within complex product lines used to require deep technical knowledge. Without a system, a salesperson would need to know every technology solution and its components in detail. In practice that knowledge sat with a couple of experienced long-term employees, which made them the bottleneck for every quote.
Quotes also had to be checked by hand. Anything missed, such as a wrong component or forgotten transport costs, surfaced later as a problem in the project stage.
KlaroCPQ lets Metso Outotec configure quotes within complex product lines without the related technical expertise. The solution offered always consists of the right components, the process does not stall in the project stage because of wrong choices, and critical elements such as transport costs are included every time.
“In practice, this type of expertise is limited to a couple of experienced long-term employees. KlaroCPQ makes it possible for dozens of people to create quotes,” Kauppinen says.
One product line uses KlaroCPQ for at least 300 quotes a year, and another generates even more. Each quote saves a significant number of hours, which adds up to real savings in resources.
Optimising the quoting process has also brought clarity to the whole chain from sale to deployment. As Kauppinen puts it, KlaroCPQ helps make sure the client has not been offered anything that is impossible or unprofitable to deliver.
The latest addition is multilingual quoting. Alongside English, quotes can now be generated in the customer’s native language directly from the system.
Before, every quote went through a translation agency. Now the first version of a translated quote comes straight out of KlaroCPQ, which makes it easier for the customer to discuss the purchase inside their own organisation and make the decision to buy, while the English original stays as the reference.
The same platform is now used for work supervision.
“Implementing the work supervision features has made a huge difference. We now have a clear and transparent view of what is going on at any given moment. Everyone in the team uses the platform, which says a lot about how significant this is,” Kauppinen says.
“We are very happy with our collaboration with Klaro. And most importantly, we feel like we matter to them.”
KlaroCPQ is the configure, price and quote business of the TX Group. Industrial companies use it to turn product knowledge and pricing rules into correct, complete quotes without the expert in the room.
The same idea runs through everything TX builds: capture how the work actually runs once, then let the system apply it every time.
For information on how we can transform your sector or business, please get in touch using the contact details below.
Street address:
Siltasaarenkatu 4
00530 Helsinki, Finland
