There is no such thing as a configurator
13 May 2011
There is no such thing as a configurator. At least, not according to the dictionaries I've consulted. In an earlier blog, I talked about the term “configurator” since this word often comes up when searching for Guided Selling software. But is “configurator” really the right term for the problem that needs solving?
To configure
The English, German and Dutch dictionaries I consulted do not contain the word “configurator”. Apparently, this is still a term for insiders. I did, however, find the verb “to configure”. Wikipedia provides the most detailed description (translated from Dutch):
To configure is to assemble a product from several basic building blocks, a selection and arrangement (combination) of components that together should result in a system with the desired functionality. This concept is primarily used for relatively complex technical systems made up of components for which various versions (variants) may exist, systems such as airplanes, automobiles and computer hardware and software. A chief characteristic of the configuration process is that the billof-material of the product to be created is not available until after the product has been configured. A second characteristic that makes the configuration process possible is that the building blocks or modules are designed to be mutually interchangeable.
The sales challenge
I find the above definition to be an acceptable one. But, unfortunately, not everyone can identify with this definition in terms of their business. Perhaps their products are not modular in nature or their sales challenges are more oriented towards product selection, calculation or quotation generation. This is why we prefer to use Guided Selling in our proposition. With this term, we attempt to cover the entire spectrum involved in the creation of a customer-specific quotation – from product selection to quotation generation, including configuration.
Improving the quotation and sales process
Whether you choose to use the term “configurator” or “Guided Selling”, the goal remains to make your quotation and sales process faster, simpler and more effective. And that is precisely why Guided Selling software was developed.
Marijn Schouten is Director Business Development at Sofon - supplier of sales support software. As Marijn 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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