Customer story:

Sectra Quickly Tests and Markets for Competitive Edge using XaitCPQ

Sectra, a leading global supplier of imaging IT solutions, has direct sales in 19 countries, and distribution partners worldwide. They refined their quoting process for greater speed and accuracy.

Gone are the days of inadvertently offering incompatible items or incorrect installation times. Today, they are easily building accurate complex solutions from within their existing Microsoft Dynamics CRM system for a more customer-centric sales model.

Business outcomes:

  • Greater efficiency
  • Increased accuracy
  • Leveraged Microsoft Dynamics CRM
  • Rapid sales team buy-in
Sectra logo

Region
United Kingdom

Company size
1000+

Industry
Healthcare

Solution
XaitCPQ

Complex and Growing Catalog

Sectra, known for its customer satisfaction, faced several time-consuming challenges that echo throughout the medical device manufacturing industry. Complex configurations, fluctuating pricing, and digging through documents.

Sectra wanted to introduce a more customer-centric sales model, enhance the support provided to its sales team, and make the production of quotations easier for its growing catalogue of medical devices.

  • Reduce the time taken to prepare and price quotations.
  • Seamlessly integrate with Microsoft Dynamics.
  • Allow the adoption of account specific pricing.
  • Improve the accuracy of quotations.
  • Improve the margin management process.
  • Ensure that only current products are quoted

About Sectra

With over 30 years of innovation and more than 2,500 installations around the globe, Sectra is a leading imaging IT provider to health systems worldwide. Sectra offers a complete enterprise solution comprising imaging modules (radiology, cardiology, pathology, orthopaedics, and ophthalmology), and a robust VNA. Over the last 11 consecutive years, Sectra has been awarded Best in KLAS for the highest customer satisfaction.

“For me, the most important feature is just how well it’s integrated with Microsoft Dynamics. We use Dynamics as our customer relationship tool. Navigate into any account and you can see all the quotations linked to the opportunities.”

– Brian Maynard, Brian Maynard, Operations Manager at Sectra

Secure More Orders

After starting in the USA with its high running items, Sectra has successfully rolled out XaitCPQ® to the rest of the world. Importantly, their new solution sets can be added and tailored for local market differences.

  • Greater Efficiency: Pricing based on the products selected to further reduce the sales cycle to eliminate errors and delays.
  • Greater Scalability: Incrementally enhance processes, and quickly and easily test and introduce new ways of going to market.
  • Greater Visibility: “Previously we had to spend time digging through documents to find what we needed. Now it’s all in one place. It’s very well integrated.”
CPQ_Mockup-03

“It’s definitely a lot more efficient for us to be able to view what we’re quoting against specific opportunities. Previously we had to spend time digging through documents to find what we needed. Now it’s all in one place. It’s very well integrated.”

– Brian Maynard, Operations Manager at Sectra

“A Lot More Efficient for Us”

XaitCPQ enables Sectra to incrementally enhance processes should bottlenecks appear. For example, it automatically calculates the time required for the installation of equipment and software, based on the products selected, to further reduce the sales cycle.

  • Highly Configurable: New solution sets can be added and tailored for local market differences.
  • Rules and Calculations: Captured and governed to prevent users from inadvertently offering obsolete products, incompatible items, or incorrect installation times.
  • Services: Calculates the time required for the installation of equipment and software, based on the products selected, to further reduce the sales cycle.
  • Margin Control: The pricing and margin information helps Sectra refine its offer and make compelling proposals.
  • Integration: Seamless integration with their existing Microsoft Dynamics CRM system.
  • Intuitive: Requires minimal time to learn, helping to achieve a rapid buy-in from the sales team

Change and Disrupt

Today, Sectra worldwide leverages XaitCPQ and Microsoft Dynamics CRM to deliver a more customer-centric quoting experience. They continue to refine and enhance their customer centric focus,

  • Faster Go-to-Market: Quickly testing and introducing new ways of going to market.
  • Faster Sales Cycle: Reduced the time taken to prepare and price quotations.
  • Accuracy: Preventing users from inadvertently offering obsolete products, incompatible items, or incorrect installation times.
  • Improved Pricing: A more efficient pricing system was introduced globally within a few weeks.
  • Visibility: “Navigate into any account and you can see all the quotations linked to the opportunities.”.

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