Written by Thomas Berg

How Sales Teams Use Vertex To Connect With Customers—No Travel Required

Manufacturing organizations are starting to reopen their doors. As companies refocus on getting back on track, teams are realizing they need to focus on technology rather than face-to-face meetings to push business forward. But as sales teams consider how to maintain open lines of communication with customers and provide an experience they’re used to, they’re challenged with maintaining engagement with a customer-base they could once visit in person.

Sales teams are left with burning questions: How do we stay connected with customers without traveling? How do we maintain business continuity by bringing in new business in the age of a pandemic?

How Terex’s Sales Team Embraced Vertex

Terex Utilities—a leading global manufacturer of aerial devices, digger derricks, and auger drills for the electric utility industry—recently discovered the value of using Vertex to connect sales teams with customers. With over a dozen brands across hundreds of customers, collaborative product design using 2D drawings and PDFs to obtain design feedback quickly became a huge challenge.

With a goal to become a leader in the market, Terex partnered with Vertex in late 2019 to improve the collaborative experience with customers using 3D models. With only 2D PDFs to share detailed design information, Terex quickly turned to Vertex to centralize communication and keep work moving forward.

“Our goal is to communicate the interpretation of a design to a customer,” says Ryan Kloos, Sales Application Supervisor at Terex. “Interactive 3D models give us and our customers a way to better communicate rather than needing to rely on a 2D drawing.”

Download the Case Study

Using Vertex to Collaborate With Customers

Using Vertex, sales teams within manufacturing organizations like Terex can share different configuration options with customers in an interactive, secure 3D environment. Customers gain a rich 3D view of what their product options look like to compel a true sense of ownership in the product. As a result, both parties can agree on the final product configuration and how it will be delivered to the customer.

For example, a sales team may want to showcase new component options to customers so they can place orders for new selections. Using Vertex, the sales team takes Snapshots of each product build with the new components, creating a Story of different configuration options. Then, the sales team securely shares the Story as easily as typing an email address.

The Terex Story

The customer quickly scans through the product visuals, either from their phone or computer. They can add comments in the Story of configuration options they like or ask questions about different features, as can be seen in the image below.

Terex model viewer

Vertex customers that take advantage of using our solution for sales teams immediately see the value. Not only does our solution help to centralize communication, it has cut wasted hours in trying to capture and package information, while also eliminating the need to travel on-site to have in-person customer meetings. Furthermore, companies can improve the sales process by plugging our visuals into their CPQ tools for rich, interactive experiences.

Optimize Sales Processes

Functionality like this isn’t just valuable during a time of physical distancing and limited travel. Even as the globe continues to lift restrictions on travel and social distancing, companies stand to save hundreds of thousands of dollars in travel costs, eliminated data transformation, and minimal deployment time. In fact, Kyle Weisner Terex Engineering Manager, indicated, “The ease of which we can now share 3D models minimizes cost and complexity by giving the customer a more thorough opportunity to review designs.”

You can see how Vertex connects manufacturers to their customers in our video below, or try Vertex for free to see it for yourself.

About Thomas Berg

Thomas Berg has over 10 years of experience as a technician for companies such as Cummins and Ziegler Caterpillar. While at Ziegler, Thomas managed customer interactions and allocated labor for 20 technicians. As a Customer Success Manager at Vertex, Thomas works with customers to fundamentally change how they work with cross-functional teams and 3D product data.