World travelers rely on Indra Navia’s air traffic control technology everyday to support airports and pilots as they bring them where they need to go — safely and securely. Indra Navia invests heavily in research and development so that they continue to play a critical role in the support of global flights. Among countless innovations, the company has contributed no less than 20 technological breakthroughs in software and hardware with even more in the works for 2020 and beyond.
The new capabilities of Indra Navia’s solutions have improved Air Traffic communications, navigations and tower controls, but these innovations had also made it more difficult to sell their products. “Complex configuration options had made bidding difficult and time-consuming for us and our prospects,” relates Andrew Fiamingo, Commercial Director, “It was too difficult for one person to have full control and we needed to find a solution.”
The company identified Configure-Price-Quote (CPQ) software as a potential solution because of CPQ’s ability to harness data from many different sources and use the data to help guide salespeople to the right solution for their customers. e-Con was a great candidate because of its industry-leading data structure, which allows e-Con to read/write to any Dynamics asset out-of-the-box. We are also a standout for any company like Indra Navia. e-Con CPQ makes it easy to add or change products and services, which significantly increases value if your solutions evolve quickly.
After implementing e-Con CPQ the company discovered instant benefits. Customers have reported they are impressed with the timing, accuracy, and communicativeness of Indra Navia’s bids. In the front office, sales agents spend less time on bids while delivering the right solutions. That drives efficiency, transformation, and industry value.
In Mr. Fiamingo’s words, “Thanks to e-Con, we can make flights safer.”
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“We wanted our sales tool to generate valid selections. With the old configuration tool, we had too many cases where combinations were selected which could not be built. This is now a thing of the past, while maintaining the flexibility to handle ‘non-standard’ requirements.”
Daniele Nardin, Head of Marketing and After-Sales-Services, CCO
"A major goal is to capture essential knowledge to be able to sell the best solution for our customer’s requirements and make this available for their international sales organization."
"We chose e-Con for several reasons: off the shelf integration with Dynamics 365, e-Con Studio's facility in allowing us to model our product lines in one environment, and for how easy it is to use for sales teams (via CE, portal, or FO). We also value e-Con's international clientele and network. All these things make e-Con an ideal partner for companies like Priva."
Kees van der Kruk, Product Marketeer
"e-Con CPQ will help CSI understand customer requirements, quote and offer the right services, resulting in customers making buying decisions faster."
"Since implemented, e-Con has cut the time spent on order intake from 10 minutes to only 3 minutes, providing plenty of extra time during the typical 15-minute appointment."
Wouter Spann, IT project manager
"We want to work with e-Con CPQ for many years forward because they help us to be the leader in our market"
Tor Martin Aspholm
“e-Con makes it easy to create and work with complex quotes and agreements in a short time frame. It’s simple to use, it’s got a great look and feel, and from the CPQ vendors I’ve seen, e-Con definitely offers the best value for your investment.”
Jaap Versnel, Business Analyst
“Internally we often use the line ‘An empty box isn’t a box’. To get to the right (custom) box/enclosure we need tools to get us those custom-made products as soon and efficient as possible. That’s the added value e-Con brings PM Komponenten.”