Long sales cycles
Migatronic, a leader in welding technology, faced challenges in showcasing the versatility and customization options of their CoWelder, a collaborative welding robot. With a product capable of numerous customizations, creating an effective sales strategy without a sophisticated configuration tool was daunting.
The intricate nature of CoWelder, catering to various welding needs and specifications, demanded a comprehensive yet user-friendly approach to assist customers in selecting the optimal configurations. Without this, the sales cycle was prolonged due to the complexity of explaining and selecting suitable configurations for diverse customer requirements.
The lack of a configurator meant reliance on manual processes, increasing the potential for errors and miscommunications. Sales representatives found it challenging to convey the myriad of possibilities CoWelder offers, resulting in a less efficient sales process and potential customer dissatisfaction due to the inability to fully visualize and understand the product's capabilities.
Mercura developed an advanced CoWelder configurator for Migatronic that showcases the diverse capabilities of the CoWelder. With over 1000 constraints, the configurator ensures every configuration adheres to technical standards and customer requirements.
This tool allows sales teams to demonstrate the full range of customization options available, from different welding types to robotic arm movements, in an intuitive and interactive manner. The configurator simplifies the complex selection process, making it easier for customers to understand and choose the appropriate configuration for their specific welding needs.
Moreover, the configurator generates visually appealing and detailed quotes, enhancing the sales team's presentation and communication with clients. This visual representation helps in bridging the gap between technical specifications and customer understanding, thereby shortening the sales cycle and reducing the likelihood of errors. The configurator's advanced capabilities not only empower the sales team but also provide customers with a clearer and more comprehensive understanding of what the CoWelder can achieve, tailored to their unique requirements.
At Migatronic, we were looking for a web-based product configurator that could handle complex products in a user-friendly way. Our goal was to streamline the work in our sales organization. Mercura offered a solution that was extremely flexible and could be adapted exactly to our needs. All our wishes about how the configurator should be put together and designed were met. The result is a tailor-made, high-quality solution that we use both as a tool for salespeople and in a lead-generating function on our website. In both the initial phase and during the development process, Mercura has shown professionalism and friendliness. They have worked hard to integrate all our wishes into the solution and have also contributed valuable experience, good sparring and advice. The result is a user-friendly configurator that simplifies complex processes for both our own salespeople and our customers.
Marketing Team Lead, Migatronic A/S
Increase sales volume
The introduction of a configurator tool for Migatronic's CoWelder allows both dealers and end-users to custom-build their welding solutions. This tool simplifies the sales process, alleviates the workload on sales teams, and empowers customers to design a welding setup that meets their exact requirements. The insights gained from customer interactions with the configurator are invaluable for targeted marketing strategies and product development, leading to improved customer understanding and business growth.
Migatronic's Enhanced Market Presence
Through the implementation of the CoWelder configurator developed by Mercura, Migatronic has seen a reduction in time-to-market and an increase in customer accessibility. This strategic tool not only sets Migatronic apart from its competitors but also contributes to an increase in sales volume. Studies show that configurators can significantly boost conversion rates by up to 40% on quotes and increase average sales prices by 30%, thereby enhancing both customer engagement and profitability.