business-goals

Roles, Approvals, Country Discounts: Speeding Up Manufacturing Sales Cycles

Posted by Charing Kam on Friday April 13, 2018

“Manufacturing” as a category might make up a huge part of a country’s GDP, but when you break it down, the types of products made can range from the smallest screw to the largest forklift. There are automotive manufacturers, medical equipment manufacturers, contract manufacturers, engineer-to-order and make-to-order businesses…the list goes on.

It stands to reason that sales processes can differ dramatically according to the type of manufacturing as well. In this article, we will be looking at the ability to expedite the industrial B2B sales cycle for a section of manufacturers.

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Tags: CPQ Configure Price Quote, Manufacturing, Business Goals, B2B Sales Challenges

The Biggest Challenge Affecting Industrial B2B Sales In 2018 And Beyond

Posted by Charing Kam on Monday February 26, 2018

Industrial B2B sales have been going through a transformation in the past century, with user data rapidly moving online and expanding immensely in scope. When longer buying cycles on the buyer side are combined with advanced prospect targeting on the sales end, we can deduce this: buyers will expect more. 

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Tags: B2B Sales Automation, Smart Manufacturing, Business Goals, B2B Sales Challenges

How To Deal With A Longer Buying Cycle In Industrial B2B Sales

Posted by Charing Kam on Wednesday February 14, 2018

The business world has changed remarkably over the last 20 years. From the times where there was a dominance of large corporations, to lean start-ups littering the landscape, to the current digitisation of business units; the world is dealing with unprecedented levels of competitiveness and upheaval.

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Tags: B2B Sales Automation, Smart Manufacturing, Business Goals, B2B Sales Challenges

Are Negotiations Slowing Your Contract Manufacturing Business Down?

Posted by Charing Kam on Thursday January 25, 2018

Let's talk about negotiations in manufacturing. Where there is tendering, there will always be negotiations and renegotiations of a variety of factors, from pricing to delivery timelines. In the contract manufacturing industry, where a single project lasts for at least a few years and products are manufactured in mass quantities, that negotiation process becomes crucial to ensuring margin retention over the contract lifespan 

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Tags: CPQ Configure Price Quote, Manufacturing, Business Goals, B2B Sales Challenges, Contract Manufacturing

What Is Industry 4.0? 4 Key Concepts All Manufacturers Should Know

Posted by Charing Kam on Wednesday January 17, 2018

The term Industry 4.0 (or Industrie 4.0, if you’re looking for the original), has been around since the Hannover Messe in 2011, but many manufacturers are still trying to wrap their minds around what it means for them. After all, hasn’t computing, programs, and automation been par for the course in production for years? How would this new wave of digitalisation differ?

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Tags: Manufacturing Automation, Industry 4.0, Manufacturing, Business Goals

First To Quote, First To Deliver: The Need For A Manufacturing CPQ

Posted by Charing Kam on Wednesday January 10, 2018

When it comes to the competitive world of manufacturing sales, there are two factors that can affect your quote-to-close rates: speed of response, and accuracy of quote. Let us look at the first point, one that can plague many manufacturers with complex configurations and calculations.

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Tags: CPQ Configure Price Quote, B2B Sales Automation, Manufacturing, Business Goals, B2B Sales Challenges

Industry 4.0 Cloud Forecast: Trends And Concerns For Manufacturers

Posted by Charing Kam on Tuesday January 02, 2018

In the last 10 years since cloud computing has emerged, industries and business, from Manufacturing to Finance, from B2C to B2B, have all jumped onto the cloud computing bandwagon (for good reason). Cloud solutions, from Amazon’s Elastic Compute Cloud to our own Cloud CPQ Express, have taken over the world, allowing for quick distribution and sharing of resources over the internet, regardless of geographical boundaries.

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Tags: Cloud Computing, CPQ Configure Price Quote, Manufacturing, Business Goals

What Singapore’s Smart Industry Index Can Tell Us About Industry 4.0 in 2018

Posted by Charing Kam on Tuesday December 26, 2017

In case you missed it, Singapore’s Economic Development Board (EDB), in partnership with TÜV SÜD, has released a Smart Industry Readiness Index, one that aims to help Manufacturing businesses become Industry 4.0-ready. Taking reference from the Reference Architectural Model for Industry 4.0 (RAMI 4.0) developed by Plattform Industrie 4.0, the whitepaper and Index aims to help Manufacturing businesses become Industry 4.0-ready by providing guidelines for self-assessment and steps for improvement.

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Tags: Cloud Computing, CPQ Configure Price Quote, Manufacturing, Business Goals

Pricing For Complex Manufacturing Configurations: How Cloud CPQ Can Help

Posted by Charing Kam on Wednesday December 20, 2017

When it comes to industries such as Contract manufacturing or the Engineering-to-order (ETO) and Manufacturing-to-order (MTO) industries, the phrase ‘create a quotation’ can lead to weeks of work in complex product configurations, in some cases for customers who might not even end up giving them the project.

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Tags: Cloud Computing, CPQ Configure Price Quote, Manufacturing, Business Goals

One Tool Your Sales Team Needs To Configure Complex Quotes Efficiently

Posted by Charing Kam on Thursday December 14, 2017

Sales is a tough job. They need to chase prospects or handle accounts, pitch products and solutions against competitors, and then negotiate prices to make the right person sign on the dotted line. This process itself can take weeks and often months.

Now imagine that your product isn’t one single item, but is millions of tiny pieces that make up one product. Or that your offered product doesn't even exist yet and you have to figure out how to best serve your customer whilst keeping profitability in mind. 

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Tags: CPQ Configure Price Quote, B2B Sales Automation, Manufacturing, Business Goals, B2B Sales Challenges

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