Integrating a sales configurator with ERP
15 September 2011
The business case for an investment in a sales configurator can be made quickly. Making more quotations and configurations with less human effort, while at the same time the number of errors in quotations decreases strongly: easy money. But, more is needed to achieve lasting results: an effective integration of the sales configurator with the ERP system.
Effective integration of the sales configurator with the ERP system
An integration of a sales configurator with an ERP system ensures that relevant information is automatically exchanged. In this way, you eliminate the need to manually transfer information from one system to another, which in turn minimizes the chance of errors. For that reason, we at Sofon have invested heavily in certified integrations, for example, with SAP. As one of the few players in our market, we have an SAP-certified Netweaver PI interface and we are part of the SAP Ecohub Partner Programme.
Accurate information = correct quotations + orders
An ERP integration, such as the one we have realized with SAP, enables item and price information from the ERP system can be used by the sales configurator. In this way, the sales configurator always uses the correct data. When the sales rep prepares a customer-specific configuration, the integration can enable all information that the ERP system requires (for example, a customer-specific BOM and routing) to be sent to the ERP system when the customer places an order.
In that way, you ensure not only that the sales team has the pleasure of the investment in a sales configuration or Guided Selling system, but also that everyone benefits:
• Your customer gets a better quotation in less time and gets the product that he needs
• Production gets exact information on the product to be manufactured and knows that it can be produced
• The CFO sees margins rise and costs of failure fall
• The CIO sees improved results on the investments in the ERP system
To us, it is the most normal thing in the world. If this is not the case for you, you know where to find us!
Otto van der Tang is Managing Director at Sofon - supplier of sales support software. As Otto has a lot of contact with clients, he has a clear insight into how companies that deliver customer-specific products and services can realize improvements within their sales and quotation process.
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