For manufacturers who sell configurable products, the ability for sales teams and customers to visualize products before they’re made has many benefits. Manufacturers of custom products are increasingly turning to product visualization tools to empower their sales teams and increase sales.
As an increasing number of B2B customers want to buy online the ability to offer interactive product visualization becomes increasingly valuable. A recent survey showed that 71% of B2B buyers are willing to spend more than $50,000 in a single transaction using a remote or self-service model, and 27% would spend $500,000 or more. This shift is also seen in similar research findings where two-thirds of B2B customers said they intentionally reach for digital or remote in-person engagement when given a choice.
But what exactly is product visualization, and why is it so important, especially for configurable products?
Product Visualization
Product visualization is the process of creating visual representations of products, typically through interactive configurators. These tools allow users to manipulate various product parameters, such as size, color, features, and materials, to create custom configurations tailored to their specific needs. When used as part of a visual CPQ solution, product visualization is a powerful tool that can help drive sales and streamline the manufacturing process for customized products.
As an increasing number of B2B customers want to make their purchases via an online sales channel, product visualization for sales of custom products is becoming a key part of both on and off-lines sales strategies.
Benefits of Product Visualization for Manufacturers of Custom Products
Increased Sales
By enabling customers to visualize and customize products to their exact specifications, manufacturers can appeal to a wider audience and upsell premium features or configurations. This can increase sales volume and average sales values.
Improved Customer Satisfaction
Visual product representations make it easier for sales teams to communicate complex custom designs to customers, enabling a clearer understanding of the finished product and reducing misinterpretations.
Faster Onboarding
Interactive configurators with product visualization simplify the sales process by providing sales teams with intuitive tools to showcase complex product offerings effectively. This streamlines the onboarding process and increases overall productivity.
Reduced Errors
By empowering customers to configure products accurately upfront, manufacturers can minimize errors and rework in the production process, saving valuable time and resources.
Benefits of Product Visualization for Sales Teams
Guided Selling
Interactive configurators equipped with product visualization and rules-based pricing functionality enable sales teams to guide customers through the configuration process easily.
Easier Communication of Complex Designs
Product visualization makes it easier for sales teams to communicate custom designs and explain different product options and features.
Cross-Sell and Up-Sell Opportunities
By visually presenting customers with configurable options, sales teams can easily identify cross-sell and upsell opportunities based on customers’ preferences and requirements.
Shorter Sales Cycle
The ability to confidently configure complex products in real-time streamlines the sales cycle and improves lead-to-sale conversion rates, as customers are more likely to proceed with a purchase when they can visualize the final product up front.
Benefits of Product Visualization for Customers
Enhanced Visualization
Interactive configurators enable customers to visualize product options in real time, enabling them to make informed decisions based on their unique preferences and needs.
Purchasing Confidence
By visually customizing products to their exact specifications, customers have confidence in their final product selection, knowing that it meets their requirements. This can also help to speed up purchase approval.
Reduced Uncertainty
Product visualization enables customers to easily see what their final customized product will look like, helping to remove uncertainty and provide confidence in final design choices.
Streamlined Customer Journey
Product visualization provides buyers with a clear and accurate representation of what their final product will look like. This makes it easier to commit to purchasing, reduces any quoting delays, and enables a frictionless customer buying process.
DriveWorks CPQ for Manufacturing with Interactive Product Visualization In Action
F.H.Brundle are wholesalers of steel products which include a market-leading range of handrail and balustrade systems. They stock over 8500 products and new lines are continuously being added.
F.H.Brundle needed a CPQ for Manufacturing solution with product visualization that would allow customers to visually configure systems to their own dimensions, creating accurate quotes and detailed drawings in minutes, saving time and helping to eliminate mistakes.
DriveWorks CPQ for Manufacturing was the ideal solution for their configurator. The technology in DriveWorks made it easy for F.H.Brundle to capture the knowledge of their designers and build a product configurator that enables anyone to visually configure custom products accurately, and automatically create custom SOLIDWORKS drawings and documents that are sent within minutes.
The product visualization technology in their Liveconfigurator™ provides fully-detailed technical drawings of products, configured to the customer’s own dimensions, in a simple, easy-to-use format. In addition to technical drawings, it also provides customers with a detailed quotation within minutes at any time, on any day. Customers receive everything they need, including technical information, instructions, and a detailed list of parts.
Learn more about how different businesses are using DriveWorks Visual CPQM
Take a look at how different businesses across a wide range of industries are using product visualization as part of their DriveWorks visual CPQM solution.