About atlas Copco
Website: atlascopco.com/uk
Industry: Manufacturing
Use Case: Content Sharing
Solution: Showrooms, Salesrooms
Effect: Gained control over message, saved time
Hi, Matthew! Can you introduce yourself shortly?
I’m Matthew Jenner. I’m a business line manager at Atlas Copco Tools and Industrial Assembly Solutions. Our customers and manufacturers are developing their own smart factories and we provide assembly, tooling and software to help them achieve this. We’re the market leader in our field.
Interesting. I know you recently started using SP CE to help you with this work. What top priority problem did you want to solve?
We are transforming to be what we call a sales organization of the future. It’s a more efficient model that allows us to spend more time with our customers. One problem we identified was that there was too much time spent on preparing for customer meetings. Secondly, our methods of sharing information with the customer were unreliable, they were inconsistent between salespeople. That was something we wanted to solve.
How did SP CE solve this problem for you?
1. SP_CE is giving us this ready-made environment to share any amount of information with the customer, in any format. Our salespeople create a shared space and they send it to the customer. It’s super quick and easy.
2. The product literature and videos that we have are kept in a controlled library. That way, we share a consistent message to the customer and they get one message about who Atlas Copco are and what solutions we can provide. They also get a space that is tailored to them, so they’re only seeing the relevant information and are able to have a discussion with the sales person in one place.
If we look at your experience working with SP CE, is there anything you want to highlight?
I wanted our salespeople to be able to create these tailor-made environments for customers, to share marketing material and to continue the engagement with the buyer after that initial meeting. I think that’s where the real value is: that they’ve got this location, that they can share material in and where they can keep an ongoing conversation.
Do you have any tips for other SP CE users?
My tip would be to go step by step. We got two users set up as user champions initially. They set the flavor for how we were going to use the tool, but the key thing was showing them what problem it solves for them. This was the important thing about adoption: we got quick adoption because we did that, and also because it’s a very quick and easy tool to use. It’s very intuitive.
One other thing is to make sure that you use the tool in your initial customer meeting. That way, they will know when they get a link sent to them afterwards and it doesn’t surprise them. It’s a very easy tool to use and to show the customer that this is how we work, right from the outset, really helps make sure there’s no barriers to them.
