Trimble Helps Customers Choose the Right Products

Trimble Navigation applies technology to make field and mobile workers in businesses and government significantly more productive. The company’s solutions are focused on applications requiring position or location—including surveying, construction, agriculture, fleet and asset management, public safety, and mapping.

Challenges

As Trimble’s Heavy Civil Construction division began expanding into new markets—including remote parts of Africa—the company looked for a configuration tool to enable it to sell faster, easier, and with greater accuracy.

Additionally, in its more developed markets such as North America, Trimble was experiencing massive channel partner growth, and needed an easy-to-use tool to help partners get their sales operations up and running quickly.

Results

  • 80% of Trimble’s channel partner base uses the solution with ease, without needing assistance from the account team to build quotations.
  • Users are now guided to optimal product options and configurations from simple to complex, and can automatically apply discounts and relevant up-sell and cross-sell opportunities
  • Oracle CPQ Cloud enables Trimble to go directly to the consumer working with their channel partners,lowering the cost of the sale and enabling more low- or no-touch sales.

Williams Reduces Quote Turnaround and Exceeds Customer Expectations

Williams Comfort Products is a nationwide leader in quality heating, ventilation, and air conditioning (HVAC) products. Williams also developed a world class engineering center that aggressively develops new products with the most advanced technology available.

Williams knew it needed to update its manual configure, price, and quote process—which was time consuming and offered limited visibility into the scope of open projects. Williams sought a solution that would boost productivity, profitability, and provide its sellers an improved, easy-to-use tool.

Challenges

  • Automate manual quote creation with a user-friendly system to increase sales activity, boost revenue, and improve customer service
  • Gain visibility into new and existing quotes and use CPQ data to develop more precise forecasts, evaluate how many quotes have converted to orders, and provide sales goals to contracted sales reps

Results

  • Doubled quote volume—from $40 to $50 million, to $90 to $100 million annually—and increased sales from $5 to $6 million to $12 to $15 million annually—by automating manual processes and eliminating time-intensive paper-based processes and orders created in Excel
  • Reduced time required to produce 100-page proposals for HVAC systems from days to seconds with an improved entry and order review process, driving enhanced customer service

We selected Oracle CPQ Cloud because we recognized the solution would enable our sellers to respond to quotes more quickly and easily, ensuring we continue to exceed customers’ expectations.

Jerry Miller
Vice President, Williams Comfort Products

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