Digitalizing and globalizing go-to-market processes for an industrial machinery manufacturer

Satisloh manufactures configurable machines for the ophthalmic and precision optics industry including spare parts and consumables, tools, and services support. Satisloh, headquartered in Baar, Switzerland, is a member of the Essilor Group.

Sales and Revenue Challenges

Satisloh’s global sales teams were using non-standardized, manual quoting methods to offer the company’s large variety of complex configurable products. Every region of Satisloh’s sales used a different platform which led to losing hundreds of thousands of dollars in equipment deals and additional challenges including:

• Manual quoting resulting in high error costs for the company
• Inconvenient and time-consuming—for both sales and customers--as customers were ordering spare parts via a service hotline
• Manual order processing leading to lost deals where orders are time-sensitive
• New innovations could not be brought to the market and rolled out globally quickly enough to maintain first-mover advantage resulting in missed opportunities
• Manually compiled business forecasts meant pipeline gaps could not be filled in time with promotions or targeted offers
• Satisloh’s limited capability to forecast demand slowed lead times during order processing, production, and fulfillment, which reflected in lower customer satisfaction and missed deals.

Staisloh’s Transformation Goals

Satisloh’s main strategic goal was to digitalize its global go-to-market approach. Satisloh needed to shorten lead times and make ordering more convenient for customers. The company wanted a solution that could:

• Increase revenue through a globally unified, highly efficient sales process
• Gain large cost savings with always accurate configurations, penny-perfect prices, and error-free approval processes
• Improve forecasting to optimize production costs while meeting market demand
• Become more competitive through accelerated time-to-market for their innovations
• Improve customer experience and customer retention rates by automating aftermarket service requests via their commerce portal
• Expanding Satisloh’s aftermarket services to a wider market through e-commerce

Zilliant CPQ digitalizes and globalizes Satisloh’s go-to-market

With Zilliant CPQ, the sales team can now configure customer solutions, apply global pricing, and calculate margins to the cent which has contributed to 5% increased growth in the first year.

Zilliant CPQ gave Satisloh transparency across the sales pipeline, regions, and business units to let its salesforce identify what needs attention at a glance. The sales team can now forecast 50% more accurately thanks to the increased transparency.

Satisloh’s product expertise was digitized and made available for sales teams and customers through one platform. This process, which took 4 weeks prior to Zilliant, now only takes 3 days and helps Satisloh roll out innovations and new upselling and cross-selling opportunities.

Satisloh can also manage, sort, and prioritize opportunities quickly through the business side. Product and configuration data is immediately available to customers, so new sales staff can start selling quickly, and business scaled on demand.

Satisloh gained business agility and now offers eCommerce self-service to outbid the competition making aftersales easy and convenient for all involved. Spare parts, consumables, and services are available 24/7 through their end-to-end connected aftersales portal. Customers can pick parts that match their installed base and get personalized prices, discounts, and special offers based on purchase history, region, or customer status. This helps to increase share-of-wallet and retain loyalty—making happier customers and sales reps.

Overcoming barriers to digital sales success

With Zilliant CPQ, Satisloh is able to achieve sales accuracy and efficiency to reduce costs. Satisloh now gets its margins right for every deal on every channel, backed by real-time SAP ERP data and a strong configuration-pricing engine. Master price books support regional conversion rates, and automated approvals prevent margin-harming discounts.

All sales processes are united on one platform. Zilliant’s approach empowers Satisloh to fully digitize their sales end-to-end. Zilliant offers a flexible and scalable platform with fully transparent pricing to reach digital sales success.