MAPAL uses Zoovu’s AI-powered visual CPQ to help over 550 sales reps worldwide increase their sales efficiencyB2B <4 months Time to launch globally 550+ Sales users worldwide About MAPAL MAPAL is a leading international supplier of precision tools for machining. The company has a significant global presence and a strong reputation in the manufacturing industry. MAPAL has over 5,000 employees and averages over EUR 500 million in sales annually. Industry: Manufacturing, Precision Tools and Solutions Products: Cutting Tools for Reaming, Boring and Drilling Active in: 47+ countries Revenue: $620M revenue per year The challenge With a global sales team and an extensive portfolio of complex products that require precise compatibility, MAPAL wanted to transition from selling via product catalogs to using technology to simplify its sales approach and empower each salesperson to quickly provide quality product advice. However, they faced several challenges with enabling both buyers and sellers. That included a massive portfolio of products with millions of possible configurations for a wide range of industries, like automative, aerospace, and machinery. Adding to that level of complexity was that any system used needed to be standardized for over 550 technical consultants across several countries. The company faced significant gaps and disparities in the quality of consultation and sales performance, which could be further worsened if any new technology was implemented incorrectly. Lastly, the team at Mapal was struggling to decide whether they wanted to invest huge amounts of time and money creating a solution themselves or launch a search for a vendor that could help them The goals and requirements After deciding that a vendor would be the best route to go, Mapal outlined a list of goals and requirements for the project. The company was looking to improve the following KPIs to unlock greater value from their sales team: Increased sales efficiency, including faster sales cycles and reduced time to quote Streamlined and consistent sales conversations A template they could follow to expand digital transformation for their sales team More customer insights and greater intelligence about their product offerings During their search for a vendor, Mapal analyzed each candidate based on four criteria: Scalability: The business wanted to ensure any solution could be used by its large and global sales team, and be able to manage the sales process for millions of products and variants Time-to-value and low maintenance: The project needed to be launched in a matter of months, not years, and require very little extra investment to maintain the solution Future-proofed platform: Any platform needed to come with a promise of consistent innovation and future use cases that could help drive success for not only the sales team, but also other areas of the business Seamless and proven integration: The chosen solution would need to seamlessly integrate into Mapal’s existing and future tech stack without a lot of extra support from their internal team Why Mapal chose Zoovu One of the biggest reasons that Mapal chose Zoovu to help them digitally transform their sales process was that Mapal is an SAP customer and Zoovu is an SAP Industry Cloud Partner Solution. That meant that Zoovu seamlessly integrated with their SAP platform. Mapa also favored Zoovu for its experience in delivering customized AI-powered product discovery experiences with enterprise-grade capabilities, such as automatic semantic enrichment, extensibility, and conversational assistants. Learn more about SAP + Zoovu "Sales teams can now find the right products in minutes without having to look up a long product sheet and documentation." - Dennis Winter, Team Lead, IT and Business Applications, Sales By seamlessly integrating Zoovu into their SAP-based infrastructure, MAPAL developed an intuitive digital assistant, the Solution Expert, now available on every company phone. The Solution Expert speeds up and streamlines the sales process, allowing the MAPAL team to quickly identify the perfect solution for each customer's unique requirements and application areas and easily add products to a quote. "With Zoovu, we found a technology partner that combines an extremely intuitive and flexible platform with an experienced team, available integrations, and the know-how to transfer our unique requirements into a successful solution." - Dennis Winter, Team Lead, IT and Business Applications, Sales You may also like this B2c Trek boosts conversions by 200% by engaging shoppers across their global network Read more B2c LUNA Sandals converts 40% of users with product discovery experiences Read more B2c Canon automates customer guidance and increases conversion by 53% Read more
