Entice & Retain Customers With 3D CPQ

Now that a large chunk of the B2B world has made the switch from personal selling to online buying, manufacturers now face a new assortment of challenges, like – how to get their customers’ attention and also keep it.

The pandemic has leveled the playing field to a large extent. Manufacturers now can’t just depend on a shiny showroom, great location, or a very smart sales rep to get the right sales. Instead, every company is now on Google, and global competitors are just a click away.

Google Ads are pretty expensive, SEO is a lot of times, hit or miss, and social media doesn’t work for B2B. If you are looking to grab your customers’ attention online, you are to provide a compelling and great buying experience.

With Visual CPQ, you can build a virtual showroom that grabs more attention than anything you could have built in the physical world. You can also customize the configuration process, cut down sales cycles, and also ship products quicker than ever possible before.

Read on to find out:

  • What CPQ is

  • What traditional CPQ solutions are lacking

  • How to grab customers’ attention with a 3D visual product configurator

  • How to wow prospects with augmented and virtual reality

  • How to keep customers’ attention with 3D CPQ

What CPQ is

At its core, CPQ (Configure, Price, Quote) software is designed to automate the processes of product configuration, pricing, and even quoting within an organization.

Rather than configuring products with an endless list of part numbers, sales reps can use a CPQ tool referred to as manufacturing visualization software. It guides them through the entire configuration process, choosing the best options for every customer. Once this process is complete, the CPQ tool calculates the price and generates a quote automatically.

The benefits of CPQ are as follows:

  • Sales reps get to configure very complex products quickly without any chance of committing mistakes

  • Every product gets optimized for the highest customer satisfaction and margin maximization

  • Every configuration is valid from an engineering perspective

  • Recruitshavecan be made acquainted in a few days than just weeks

  • Pricing errors and rogue discounting are eliminated

  • Sales reps can stop relying on Excel and start active selling

  • Time to quote is accelerated, taking you ahead of competitors

  • The entire sales cycle is reduced

What’s Amiss with Traditional CPQ solutions?

The problem with traditional CPQ solutions is that they were built for the pre-pandemic world. They were aimed at the sales reps for use like internal sales tools, and they didn’t allow customers to self-serve.

Today’s B2B buyers (most of them Millennials) no longer wish to deal with a sales rep. They want independent research of the products online and place orders any time through any device. Human interaction is also seen as a big barrier to purchase, not a facilitator.

If your competitors sell engineer-to-order products online and you don’t, it won’t be long before your customers switch to the other side. If you wish to provide a superior online buying experience to grab customers’ attention, you need a 3D CPQ like KBMax.

How to GET customer attention with a 3D visual product configurator

3D CPQ supercharges the traditional CPQ benefits and then adds a mixed layer of additional functionality to it. The most significant differentiating factor, and the feature capturing customers’ attention the most, is the 3D visual product configurator.

A visual product configurator is a highly intuitive 3D interface that customers (and sales reps) use to design products in 3D. Rather than entering text and clicking on drop-down menus, buyers instead interact with a 3D product rendering in a fully immersive environment.

Buyers can change colors, dimensions, parts, as well as additional features with a simple click and point. They can even drag and drop for zooming in and out while inspecting products from every angle. They can experience the products in action, thanks to animated sequences, gaining a complete understanding of every option available to them.

Visual product configuration delivers a highly compelling buying experience to differentiate your engineer-to-order products from the competition. Best of all, it’s intuitive enough to be used by anyone, from even the most knowledgeable product experts to even the most demanding prospects.

Manufacturers can also empower a global pool of customers to configure their products without any kind of input from either sales or engineering. All manufacturers need to do is embed their configurator to their website for providing a complete or partial self-serve journey.

Amaze prospects with Augmented and Virtual Reality

AR (augmented reality) and VR (virtual reality) are revolutionizing the way B2B companies sell their products online. With a 3D CPQ like KBMax, manufacturers can easily leverage these technologies to provide industry-leading buying experiences, which have only been supplied by B2C brands till now.

With AR, manufacturers can put computer-generated imagery of their products onto the real world, captured through a phone or even a tablet screen. This mashup allows buyers to see configured products before they’ve placed their order, leading to better decision-making and inspiring immediate purchases.

Unlike AR, VR creates a simulated reality in which buyers configure products and interact with their designs. Once the customer has worn their VR headset, they can look around 360 as they move in a spectacular virtual showroom.

AR and VR, when entered into your CPQ process have these benefits for customers:

  • They get a complete understanding of complex configurable products

  • They can see the products before they get manufactured

  • They enjoy the configuration experience a lot

  • They don’t need to interact with a sales rep (but if they want to, they can meet in a virtual space)

  • They don’t experience purchase anxiety, boosting better decision-making

  • They can also self-serve from anywhere, any time.

5 Tips to KEEP customers with 3D CPQ

So you have managed to get your customers’ attention with a highly immersive product configuration experience. Now it’s your job to keep it. That’s because if the rest of the sales cycle does not live up to expectations, you are bound to struggle with customer retention, and your CPQ ROI will suffer.

Buyers today want a quick, smooth, and error-free purchase experience from the initial engagement to the first use of the product. They look for personalization, but without a sales rep, and also a finished product that meets their requirements at a price that’s just perfect. Below are five tips in which 3D CPQ makes all of this possible.

Complex product rules built into the back-end of the product configurator make sure that every single product is perfectly optimized for customer satisfaction. Configuration errors have become a thing of the past.

Dynamic pricing gives no more need for quotes at a price that’s always right. 3D CPQ calculates and displays prices in real-time, as users get to configure products. Buyers can even optimize their outcomes without overstepping budgetary constraints.

CAD automation eliminates engineering bottlenecks by the automation of the most menial engineering tasks. In addition to quotes, KBMax auto-generates CAD files, CNC cut sheets, BOMs, and more, getting products to buyers more quickly than you can imagine.

3D product visualization reduces purchase anxiety and lets buyers make quick decisions. They get to see exactly how their finished product will look, so no undue surprises down the road. Hence, fewer returns and refunds for you to deal with.

Integrations with CRM and ERP systems provide sales, engineering, as well as production teams with a single point of truth through which they can provide outstanding and personalized customer support.

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