NanaWall beats product complexity constraints to unlock visual sales
“We are making it easier for our customers to accurately configure several of our most customized products in a virtual and self-service way.”
The founders delivered their first wood-framed, opening glass wall in 1986. Three years later, NanaWall Systems, was incorporated, with the mission of finding, creating, and delivering an ever-broadening array of flexible design solutions. NanaWall combines precision engineering and outstanding design options across more than 20 unique operable glass wall systems, advancing design possibilities beyond the conventional for almost any space.
The challenges
Reducing complexity of the sale, to sell more
NanaWall aimed to substantially increase the sales of one of their complex product lines that was very hard to explain to their customers. The depth of configurability of the products, along with a desire to provide a visual experience, sent them on a quest to implement a visual selling solution.
They figured the best way to affect their bottom line would be to reinvent the sales process and simplify the customer experience. They needed to expose their products to customers directly, by providing the ability to virtually self-serve and configure their own glass wall systems, customize the related options, and then see it animate in 3D – right in front of them.
Reducing manual touch
NanaWall wanted to improve and automate their design and solution process between their architects and designers. They didn’t operate from a centralized catalog of configurations, and hand-offs were required between sales and design teams to get an order put together.
In order to illustrate the product options for customers visually, the NanaWall team was toiling over custom videos for every combination of unit/layout for each system. This was a time-consuming effort to create and maintain these videos and were not directly tied to the sales experience.
The Solution
NanaWall delivered visual selling across all channels, while enhancing their entire business process
An immersive, life-like experience
NanaWall’s configurations are animated for users in 3D to show how their customized walls operate. Users can interact with individual openings to change and preview the swing direction, select handles and hardware, as well as other material options.
Centralized and consistent product offerings
There are multiple pre-defined layouts that sales people, designers, architects, and customers can choose from to build their wall system. Sales reps, designers, and architects now all work from a centralized catalog of configurations to ensure consistency.
Connected to Salesforce, and to each other
NanaWall was able to adopt Epicor CPQ and make it work alongside their existing sales and engineering platforms. The rich product configuration data that is collected during the visual buying experience is used by downstream systems and processes.
Salesforce Sales Cloud continues to be their customer system-of-record, and Epicor CPQ enhances that experience. The teams are interconnected through workflows and automations that allow for simple scaling of the business during peak events.
CAD automation drives further efficiency
NanaWall’s design teams have reduced their transactional CAD work, eliminating human intervention and errors.
- The product configuration data is collected during the visual buying experience and outputted to XML
- AutoCAD and SolidWorks pick up and use the XML to generate and assemble the models dynamically
- CAD outputs are bundled up with the quote and pricing information from Epicor CPQ, and sent to Salesforce CRM as a quote object
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