Long-term cooperation in the development of sales digitalization

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Lifting equipment manufacturer Konecranes uses Wapice’s Summium® CPQ sales configurator to support sales digitalization. This solution is harnessed for the global sales of lifting equipment and used in the daily configuration and pricing of equipment.

Konecranes is a world-leading group of Lifting Businesses serving a broad range of customers, including manufacturing and process industries, shipyards, ports and terminals. The enterprise provides its customers with operationally efficient lifting solutions and maintenance services for all crane brands. In 2019, the group’s net sales totalled EUR 3.33 billion. Including MHE-Demag, the group employs approximately 18,000 people in 50 countries.

Konecranes has been using Summium® CPQ for 20 years, and the experiences have been very good. The solution provides expert-level support to the sales team 24/7 and enables various configurations. We were able to quickly adapt the solution to the processes and business environment of Konecranes

Matti Lehto, Director, Product Lifecycle Process, Konecranes Oyj

Scalable CPQ tool for global product sales

Konecranes leverages the Summium® CPQ solution to sell configurable lifting equipment and lightweight crane systems that can be adapted to customer environments. There are several product families, which imposes additional requirements on the tool used.

Wapice develops the system and provides user support, while Konecranes models its products for the system. Wapice’s solution has been praised for its ease of use, and new employees, for example, can quickly get up to speed and participate in productive modelling work. “For Wapice, customer success is critical, and that is why we want to offer a solution that meets customer needs and will continue to be developed in the future," explains Sami Kyllönen, Lead Consultant CPQ at Wapice.

General benefits of the CPQ system:

  • A cost-effective solution that facilitates the sale and management of complex products
  • High-quality and fast quotes and documentation
  • Easy management of pricing, product information and product publications at a global level
  • Extensive integration capabilities

Article image: ©Konecranes