NanaWall aimed to substantially increase the sales of one of their complex product lines that was very hard to explain to their customers. The depth of configurability of the products, along with a desire to provide a visual experience, sent them on a quest to implement a visual selling solution.
They figured the best way to affect their bottom line would be to reinvent the sales process and simplify the customer experience. They needed to expose their products to customers directly, by providing the ability to virtually self-serve and configure their own glass wall systems, customize the related options, and then see it animate in 3D – right in front of them.
NanaWall wanted to improve and automate their design and solution process between their architects and designers. They didn’t operate from a centralized catalog of configurations, and hand-offs were required between sales and design teams to get an order put together.
In order to illustrate the product options for customers visually, the NanaWall team was toiling over custom videos for every combination of unit/layout for each system. This was a time-consuming effort to create and maintain these videos and were not directly tied to the sales experience.
“We are making it easier for our customers to accurately configure several of our most customized products in a virtual and self-service way.”
Joe Rapolla, Sales and Marketing Operations Manager | NanaWall Systems
NanaWall’s configurations are animated for users in 3D to show how their customized walls operate. Users can interact with individual openings to change and preview the swing direction, select handles and hardware, as well as other material options.
There are multiple pre-defined layouts that sales people, designers, architects, and customers can choose from to build their wall system. Sales reps, designers, and architects now all work from a centralized catalog of configurations to ensure consistency.
“Beyond the visualization capabilities, KBMax [Epicor CPQ] has excellent integrations with Salesforce, AutoCAD and Solidworks for lots of different output workflows.”
Joe Rapolla, Sales and Marketing Operations Manager | NanaWall Systems
NanaWall was able to adopt Epicor CPQ and make it work alongside their existing sales and engineering platforms. The rich product configuration data that is collected during the visual buying experience is used by downstream systems and processes.
Salesforce Sales Cloud continues to be their customer system-of-record, and Epicor CPQ enhances that experience. The teams are interconnected through workflows and automations that allow for simple scaling of the business during peak events.
NanaWall’s design teams have reduced their transactional CAD work, eliminating human intervention and errors.
