76 CASE STUDY: LEXMARK take advantage of Experlogix’s modern interface and integration with Microsoft. With the new integrated CRM and CPQ system, the sales team can now visualise and track the entire customer journey, from the moment a customer becomes a lead to all the way through their life cycle. Experlogix enables buyers and sellers to deliver highly customised, accurate product and service proposals with deep, native integration to Dynamics 365 for Sales. The system also provides Lexmark with the functionality to handle reporting on an easyto-use platform. “The integration capabilities between Experlogix and Dynamics 365 have been a huge help,” says Dawn Smith, enterprise business application front office manager. “Our sales team spends a lot less time copying quotes between systems, and the more modern interface allows us to build configurations much faster.” The new integrated system has also increased order accuracy, resulting in a 43 per cent drop in quote revisions. The streamlined system has also significantly reduced the amount of time that Lexmark’s sales time needs to provide a quote to a customer. Sales representatives can now build and show multiple configurations more easily using a modern and intuitive interface, providing the customer with more accurate and helpful information when selecting the product that best suits their needs. In addition to making the quoting process faster and more accurate, Experlogix CPQ provides a guided selling feature. This verifies the accuracy of a quote or order in real time as it is configured by a sales representative, providing intelligent feedback via pop-up messages and colour-coded highlights. It also allows recommendations for add-ons or other products to the help sales team upsell and cross-sell more effectively. For example, when a printer is configured, the system can automatically recommend cartridges, warranties or managed services that will be most relevant to the customer. “The performance of Experlogix allowed us to get past the limitations of our old system,” says Lourdel-Henaut. “We can easily build multiple configurations and see different feature options in real time. Our reporting has also gotten much easier because Experlogix can handle the complex formulas we use for profitability and other analyses.” “ The performance of Experlogix allowed us to get past the limitations of our old system”
RkJQdWJsaXNoZXIy NzQ1NTk=