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EVENTS

SiriusDecisions Summit APAC
SIRIUSDECISIONS SUMMIT APAC
October 15-16, 2019
SiriusDecisions Summit APAC is the must attend event for our community of sales, marketing and product innovators and trendsetters that drive growth in the most well-respected high-performing companies in the market today. We will showcase our theme; Achieving High Performance by Aligning the B-to-B...

LEAP HR: Manufacturing
LEAP HR: MANUFACTURING
October 15-16, 2019
LEAP HR: Manufacturing brings together people leaders from across the manufacturing industry to challenge traditional thinking around how we: Solve a growing technical skills shortage, More effectively build ready-now leaders, Future-proof our talent – and ourselves.

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The Rapid Migration from CPQ to Visual Configuration Software

THOMAS R. CUTLER
The migration from Configure Price Quote (CPQ) solutions to Visual Configuration Software is happening quickly. Recently G2 named ATLATL Visual the sole leader for Visual Configuration Software in the first-ever report on this rapidly growing and important category. This is of particular relevance because G2 provides these awards primarily based on user reviews.


G2, an unbiased platform for users to review B2B software, and is transforming how businesses evaluate new software investments.

The Rapid Migration from CPQ to Visual Configuration Software
Visual Configuration has emerged as a new category, responding to shifts in consumer demands; there is a need to experience products before investing.

Speed and visualization: Selling more faster
Visual Configuration Software leader ATLATL has data to substantiate the rationale for this new product category. Customers experience significant increases in sales efficiency, articulating the value proposition that there is no faster way to sell than when a buyer sees and experiences the exact product they plan to purchase.

ATLATL Visual enables consumers to see the available options, make choices that suit their needs, and review the exact configuration. This process subtracts the month-long iterative and laborious process experienced by customers of ETO (engineer-to-order) products.  The online user interface is dramatically faster than previous methods of sorting through product books, consulting with product teams, and assembling a quote.

One of users surveyed in the G2 report noted, “I can now do in minutes and hours what used to take days and weeks.” The rapidity of visualization represents a transformational change that leads to real sales results.

Visual configuration never sacrifices accuracy
From the start, Visual Configuration Software is expertly implemented by the ATLATL team who works tirelessly with customers to understand the unique product rules and requirements built into the system. This level of detail ensures that each configuration is safeguarded from order errors, providing a confident and accurate buying experience.

Powering this accuracy is a unique Rules Engine. From dimensions, engineering logic, and pricing, users configure the desired product, knowing precisely what is available while adhering to the exact rules set by the manufacturer. Speed and accuracy create a differentiated buying experience generating loyal customers.

Customer expectation: A superior buying experience
The ease with which all consumers have grown accustomed to an easy online buying experience impacts the expectation of how B2B purchases should look and feel. Providing the right buying experience matters most to customers. As the Visual Configuration Software leader, ATLATL heard from users about the type of buying experience they must offer.

First, the right features are essential. Users gave the ATLATL 3D Visual Configuration, AR Configuration, and Drag-and-Drop features perfect ratings. These features set the baseline for interacting with the visual configurator.

Amazing features mean little if they are not easy to use; G2 data revealed that users rate ATLATL ease of use at 91% compared to the market average of only 86%.

Creating impactful buying opportunities
Visual configuration users surveyed were most appreciative how the ATLATL team assisted them in creating impactful buying opportunities.

The road to leadership in visual configuration

It did not happen overnight. For many years the Charleston, South Carolina-based ATLATL has been working to forge a path for visual solutions to become a key element in the company’s go-to-market strategy. The G2 recognition validates the importance of this product category and leadership status.

Delivering faster, more accurate, and more impactful sales experiences drives the continuous process improvements and adheres to lean manufacturing principles. Early innovators capture market share. Hard earned and well disserved.


About The Author
Thomas R. Cutler is the President and CEO of Fort Lauderdale, Florida-based,  TR Cutler, Inc., celebrating its 20th year. Cutler is the founder of the Manufacturing Media Consortium including more than 7000 journalists, editors, and economists writing about trends in manufacturing, industry, material handling, and process improvement. Cutler authors more than 1000 feature articles annually regarding the manufacturing sector. Cutler can be contacted at trcutler@trcutlerinc.com and followed on Twitter @ThomasRCutler.

SPOTLIGHT

ATLATL delivers speed and accuracy to power a more productive sales experience. We’re able to do this by leveraging the benefits of 3D visual product configuration and step-guided workflows to streamline the sales process and drive efficiency. To ensure order accuracy and empower users, we work closely with our customers to understand their business, product, and engineering rules. Building these into our tool, our customers are able to work faster and more independently than before to improve their productivity. The result is increased sales, higher win rates, and a better customer experience when partnering with ATLATL.

EVENTS

SiriusDecisions Summit APAC
SIRIUSDECISIONS SUMMIT APAC
October 15-16, 2019
SiriusDecisions Summit APAC is the must attend event for our community of sales, marketing and product innovators and trendsetters that drive growth in the most well-respected high-performing companies in the market today. We will showcase our theme; Achieving High Performance by Aligning the B-to-B...

LEAP HR: Manufacturing
LEAP HR: MANUFACTURING
October 15-16, 2019
LEAP HR: Manufacturing brings together people leaders from across the manufacturing industry to challenge traditional thinking around how we: Solve a growing technical skills shortage, More effectively build ready-now leaders, Future-proof our talent – and ourselves.