Swecon Group is one of the longest-standing sellers of construction equipment in the world, primarily serving Sweden, Germany, Estonia, Latvia and Lithuania. The company has been an authorized Volvo Construction Equipment dealer since 1946 and also carries products and attachments from brands including Merlo and Metso in the Baltic region.
Because equipment such as wheel loaders, excavators and haulers can be configured with different hydraulic systems, attachments and other options, Swecon needed a more flexible way to create consistent, accurate orders. The company selected Experlogix CPQ as part of its Microsoft Dynamics 365 cloud transformation.
Sales can access Experlogix directly from the Dynamics CRM environment.
Essential information can be pulled from Finance & Operations without moving between separate systems.
The connected process supports automatic pricing calculations during equipment configuration.
Sales can more easily create accurate, consistent equipment orders.
- Give sales teams a more intuitive product configuration experience.
- Access CPQ directly from the Microsoft Dynamics CRM environment.
- Pull essential ERP information into the configuration process.
- Automate pricing calculations for complex equipment orders.
- Improve consistency and accuracy across configured orders.
- Give sales access to metrics such as net price and profit from Finance & Operations.
- Create more flexible product rules and dependencies than the previous configurator allowed.
- Build a connected foundation for expanding into additional brands and products.
Challenge
Swecon's construction equipment can be configured around a wide range of customer requirements, including hydraulic systems, attachments and other customizable elements.
As Swecon expanded, the limitations of its existing configurator became increasingly difficult to work around. Its interface was dated, updates were difficult, and the system lacked the flexibility needed to create the rules and dependencies required for increasingly complex equipment configurations.
Swecon's previous configuration tool could not be easily updated or customized.
The IT service team had limited options for modeling the relationships required by complex products.
Sales spent significant time configuring orders and calculating prices.
Salespeople needed to navigate different systems while building and managing orders.
Sales worked through a configurator that had become increasingly difficult to maintain.
Pricing work added more time to the sales configuration process.
Information needed for an order was spread across separate tools and business systems.
Swecon needed a more flexible cloud-based foundation as its business and product portfolio continued growing.
“We wanted something that would give our sales team a centralized system to configure products, as well as save quotes and order information efficiently.”
Solution
Swecon's search for a new CPQ solution occurred alongside its migration to Microsoft Dynamics 365 Finance & Operations. The company recognized that moving both its configuration and ERP environments to modern cloud-based technologies could create a more sustainable foundation for growth.
Experlogix stood out for the breadth of its capabilities, ease of use for sales teams and its integration with Microsoft Dynamics 365 across both CRM and ERP.
Sales can access Experlogix directly from the Dynamics CRM environment rather than moving into a separate configuration system.
Essential information can be pulled from Finance & Operations as part of the configuration process.
Swecon can create a broader range of rules and dependencies than its previous system allowed.
Experlogix engineers helped train key Swecon stakeholders and establish the initial configuration models.
Sales works from the Dynamics customer and sales environment.
Experlogix rules and dependencies guide the configuration of complex machinery and options.
Dynamics Finance & Operations supplies essential data such as net price and profit.
Information flows between CPQ, CRM and ERP with less need to manage data separately in each system.
Swecon's previous configurator could not support all of the rules and dependencies required by its product portfolio. Experlogix gives the team a more open configuration framework that can accommodate a wider range of quoting requirements.
Learn more about Experlogix CPQ for Microsoft Dynamics 365 Sales and CPQ for Dynamics 365 Finance & Supply Chain Management.
Result
Swecon's sales team can now work from a more connected configuration process spanning Microsoft Dynamics CRM, Finance & Operations and Experlogix CPQ.
Dynamics CE provides the data sales needs to configure an order, while Finance & Operations can provide metrics such as net price and profit. Swecon also reports less effort involved in saving information across its systems.
Sales can use a common CPQ framework to create complex equipment configurations more consistently.
Swecon reports that Experlogix helps its sales team create accurate configured orders.
Pricing can be calculated as part of the connected configuration process.
Finance & Operations provides metrics such as net price and profit during the sales process.
Sales can access CPQ from CRM and pull essential information from ERP without continually moving between different systems.
Swecon can create more of the rules and dependencies required by its expanding product portfolio.
“Experlogix provides an open framework for you to build almost anything. The more you learn how to use it, the more you realize what you can do with it.”
Swecon plans to use the connected CRM, ERP and CPQ environment as it expands the range of brands it sells. Product information can be created or imported once and shared across the connected systems, allowing the team to focus on building configuration rules that support its sales strategy.
See how Swecon connects Experlogix CPQ with Microsoft Dynamics 365 to configure complex construction equipment, automate pricing and create more consistent orders.
