New B2B Tool Aims to Lower Overhead, Raise Profits

Web Apps

Atlatl Software on Monday unveiled its bCommerce Visual Configurator, which gives manufacturers access to the company’s 3D Visual Configurator via Web browsers.

B2B buyers can use the Visual Configurator on manufacturers’ websites to make selections and pass them on to the manufacturers’ sales reps in real time.

Customer and configuration information in bCommerce is captured in Atlatl’s QuoteBooks Cloud so sales teams can respond rapidly.

“We sell to manufacturers that work most often through distributors,” said Christopher Beaudin, director of marketing at Atlatl Software.

“They can provide this inside their Web experience to provide a smoother, easier portal for their sales teams,” he told CRM Buyer.

Ninety-seven percent of B2B procurement officers considered a supplier’s online customer portal offerings a critical factor when selecting a supplier, and 54 percent felt more confident in their online purchases if the supplier offers detailed product content, a recent Avionos survey found.

Atlatl has partnered with Onshape, which offers computer-aided design Software as a Service.

Sales teams visiting clients can enlist Onshape on the spot to work out an Atlatl rules-based model that the customer can use. The model is sent to engineers after the deal is completed.

“Instead of taking two weeks to discuss the idea, going back to engineers to build the model, and then coming back for further discussions, the salesperson can build the model within 15 minutes and price a quote,” Beaudin said.

“The cost savings in engineering time are incredible,” he added.

“We’re just ending a period in which we’d seemingly run out of ways to improve the salesperson’s ability to get into a deal so that they could act in a consultative manner instead of having to compete on price,” noted Denis Pombriant, principal at Beagle Research.

“That’s what appears to be interesting here,” he told CRM Buyer.

Technologies like this “deliver 4.2 times the ROI of traditional CRM because of automation and the ability to reduce costs,” observed Rebecca Wettemann, VP of research at Nucleus Research.

“We’re seeing other companies like Apttus leverage CPQ roots and [virtual reality] and [augmented reality] to drive innovations in e-commerce,” she told CRM Buyer.

Pricing for bCommerce depends on customer requirements.

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