Simplifying Quote-to-Submittal Processes at ABB

Industrial controls company deploys Webcom solution to be "easier to do business with"

Industrial controls company deploys Webcom solution to be "easier to do business with"

Milwaukee — October 3, 2005 — Industrial controls company ABB has implemented a solution from Webcom as part of a project to simplify its quote-to-submittal process within the company's Low Voltage Products group, which offers a range of low voltage products and systems for buildings, industries and original equipment manufacturers (OEMs).

In ABB's industry, a key deliverable to the end customer is the lengthy submittal document. Historically, this is a complex document to prepare, requiring not only massive amounts of text, but diagrams to support wiring and installation instructions, for example. Typically this document is produced after a quote becomes an order because of the amount of time and effort required to create it.

"We are looking to create a competitive advantage by making it easier to do business with us by delivering the submittal document at the time of quotation," said Joe Maloni, ABB vice president of sales, who added that the company was looking to the document generation capability in WebSource CPQ to assist ABB in addressing this challenge.

Webcom provides software solutions intended to simplify the quote-to-order process for the selling of complex products and services. Webcom said that WebSource CPQ allows ABB sales people and channel partners to configure, price, quote and propose product through a Web browser interface. This type of interface has made it relatively easier to implement the solution at ABB, according to Mike Brown, manager of commercial programs at the company.

"We have been impressed with how easy the environment is to develop in: WebSource CPQ is a much simpler environment to implement than other Web-based product configuration solutions I have experience with," Brown said. "The Webcom solution allowed us to quickly deploy a Web-based product configuration and submittal generation solution and deliver a key component of our strategy to make it easier to select and order our products."

"WebSource CPQ allows product managers to add, change, delete and modify any product-related information without any time-consuming compilations, making changes available instantaneously," explained Rick Olson, president of Webcom Solutions.

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