The document discusses the importance of digitalization in B2B sales processes, highlighting how connected product data can enhance customer experiences through improved access to information and tailored solutions. It emphasizes a shift from disconnected sales practices to a more integrated approach that facilitates a faster and more transparent sales journey. Key features include a virtual showroom, customer-driven requirements recording, and efficient proposal and production processes.

1. Intelliact AG
Siewerdtstrasse 8
CH-8050 Zürich
T. +41 (44) 315 67 40
mail@intelliact.ch
www.intelliact.ch
Digital Sales Process
Intelliact, July 2020
IFIP INTERNATIONAL CONFERENCE ON PLM 2020
Enabling your Smart Digital Sales Process by
Connected Product Data

2. The Future of B2B Sales
ENABLING YOUR SMART DIGITAL SALES PROCESS BY CONNECTED PRODUCT DATA
2
The sales managers we interviewed believe that the
digitalization of the sales organization will be the key to
the success of their business
The B2B providers in our study do not offer their
customers the possibility to order something online
The decision process in B2B business is already
complete when the decision-makers first contact a sales
representative
[Source: THINK ACT, Beyond Mainstream, «Die digitale Zukunft des B2B-Vertriebs“, 2015, 2‘745 enterprises surveyed]
60%
57%
33%

3. 24/7 digital information
The customer can obtain information, specify and order globally and around the clock
The customer always receives the necessary product information at the right time and does not have to
collect/search for it himself
Individually tailored products
The customer can find, compare and order the right, individually tailored product based on requirements
Transparent influences between requirements and product specification
Full consulting
The customer can have access to a consultation on request
The sales department knows the history of the customer's requirements and can give the customer advice at
any time
Sales can access live product data and thus always have the latest product information available for the
customer, e.g. upcoming changes
Accelerated sales process
The sales process is digitally controlled and thus offers the best possible product independent of personal
knowledge
The costs are shown transparently, especially for customer-specific variants
Customer Benefits
ENABLING YOUR SMART DIGITAL SALES PROCESS BY CONNECTED PRODUCT DATA
3
24/7

4. A typical Sales Process – Today
ENABLING YOUR SMART DIGITAL SALES PROCESS BY CONNECTED PRODUCT DATA
4
The data is usually
available,
but often not in the
format as required by
the customer.
IT-Tools,PLMBackboneMarket,UserNeeds
ProductionMarketing ServiceDevelopment
Customer
Sales
Customer has
Requirements
Sales build
up Solutions
Development
"makes" products
Marketing
Presents
Products
DISCONNECTED
SILOs
ERPCRM PDM
DISCONNECTED
xxx

5. Sales Process – Tomorrow
ENABLING YOUR SMART DIGITAL SALES PROCESS BY CONNECTED PRODUCT DATA
5
The data is usually
available,
but often not in the
format as required by
the customer.
Assets,PLMBackboneMarket,Userneeds
ProductionMarketing ServiceDevelopment
Kunde
Sales
Connected data
Information
Digital process
Digital communication
ERPCRM PDM xxx
Customer has
Requirements
Sales build
up Solutions
Development
"makes" products
Marketing
Presents
Products

6. 1. VIRTUAL SHOWROOM: The customer
experiences the possibilities of the
company and its products.
2. REQUIREMENTS: The customer can record
the requirements for the product.
3. CONFIGURATOR & CUSTOM: Based on the
requirements, a product can be designed
via digital assistance, also customer-
specifically.
4. PROPOSAL: Product variants can be
compared; the customer receives all
necessary product documents and
information.
5. PRODUCTION: Automated creation of all
production documentation.
6. OPERATIONS & SERVICE: Transparent and
fast shipping.
ENABLING YOUR SMART DIGITAL SALES PROCESS BY CONNECTED PRODUCT DATA
Smart Sales Journey
1
2
3
4
5
6
PRODUKTFAMILIE
& PORTFOLIO
PRODUKTBESCHREIBUNG
PROJEKT
ANFORDERUNG
& APPLIKATIONSMERKMALE
BILDER
& VISUALISIERUNGEN
TECHNISCHE
PRODUKTMERKMALE
PRODUKTSTRUKTUR
& VARIANTEN
PASSENDE PRODUKTE
PREIS, LAGERBESTAND,
WIEDERBESCHAFUNGSDAUER
KOSTEN
A
B
C
D
E
F
G
H
I
K

7. ProposalConfigurationRequirementsShowroom
Example of EAO
ENABLING YOUR SMART DIGITAL SALES PROCESS BY CONNECTED PRODUCT DATA
Assets,PLMBackboneMarket,Userneeds
PIM PDM ERPCAD
https://digikey.eao.com/catalog/function/emergency_stop_switch/de/not-halt-taste

8. The products should be presented to the customer
in an appealing way – the sales process supports the
customer in identifying his individualized product
The customer should receive sufficient information
for the order decision
The entire sales process should be up-to-date,
correctly orchestrated and used via different
channels
The holistic and latest view of the product is
available to everyone and can thus be used
optimally for the customer as well as for internal
processes
Everyone Benefitting – from Customers to Service
ENABLING YOUR SMART DIGITAL SALES PROCESS BY CONNECTED PRODUCT DATA
8https://digikey.eao.com/catalog/function/emergency_stop_switch/de/not-halt-taste

9. Download
Whitepaper
«Smart Sales»
COMING SOON
intelliact.ch/smart-sales-en
Dr. Christian Bacs
Senior Consultant
Dipl. Masch.-Ing. ETH
+41 79 456 68 62
bacs@intelliact.ch

10. Thank you for your attention
10