Research by the Aberdeen Group – a prominent research institute in the area of information technology – shows that software for sales configuration and quotation generation helps reduce turnaround time considerably. Also, quotation and order quality improves through the use of this software. Moreover, companies who use sales configuration and quotation generation have a better insight into key performance indicators such as conversion ratios, acquisition costs and order margins. Aberdeen’s advice is therefore: implement technology to automate the sales and quotation process.
In the course of this study, Aberdeen looked at the use of Sofon Guided Selling by Elekta (head office in Sweden). Elekta is a leading supplier of modern medical instruments that help medical specialists to combat serious illness. Elekta selected Sofon Guided Selling to improve configuration and forecasting and to support their sales staff in effectively putting together error-free quotations.
Until recently, producing quotations was a fairly laborious process. Making client needs clear to the Product Management department – responsible for configuring and generating quotations – was time consuming. Elekta sped up this process with Sofon Guided Selling. Their sales staff are now capable of independently configuring systems for their clients, without repeated consultation with Product Management. The new automated process has reduced the sales cycle, as products are configured correctly from the beginning. According to the Aberdeen Group, the current solution makes it possible for Elekta to produce a quotation in half an hour, a significant reduction compared to the half or whole day previously necessary!
The Aberdeen study shows that Sofon user Elekta performs considerably better than other users of product configuration and quotation generation solutions in the area of time reduction in producing quotations and orders.
On February 12th Sofon is organizing a webinar (online seminar) in which the Aberdeen Group, Elekta and Sofon discuss the results of this research. You can also take part in this webinar, which is to be held in English. If you would like to register please visit http://in.demt.nl/
