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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 automotive, aerospace, and machinery.
Adding to that level of complexity, 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 to invest huge amounts of time and money creating a solution themselves, or launch a search for a vendor that could help them.
After deciding that a vendor would be the best route, 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:
During their search for a vendor, MAPAL analyzed each candidate based on four criteria:
Any solution had to support a large global sales team and manage the sales process for millions of products and variants.
The project needed to launch in months, not years, and require very little extra investment to maintain.
The platform had to come with a promise of consistent innovation and future use cases that could drive success across sales and other areas of the business.
The chosen solution needed to seamlessly integrate into MAPAL's existing and future tech stack without a lot of extra support from their internal team.
One of the biggest reasons MAPAL chose Zoovu to help digitally transform their sales process was that MAPAL is an SAP customer and Zoovu is an SAP Industry Cloud Partner Solution. That meant Zoovu seamlessly integrated with their SAP platform.
MAPAL also favored Zoovu for its experience delivering customized AI-powered product discovery experiences with enterprise-grade capabilities — such as automatic semantic enrichment, extensibility, and conversational assistants.
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"Sales teams can now find the right products in minutes without having to look up a long product sheet and documentation."
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."
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