What if you could predict what your customers need before they even place an order? Bromma, a leader in container handling equipment, is doing just that by leveraging the power of CPQ (Configure, Price, Quote) analytics. With the integration of Tacton CPQ and Google Cloud’s BigQuery, Bromma has transformed its sales, production, and supply chain processes, turning data into actionable insights that drive efficiency and improve customer satisfaction.
This case study explores how Bromma has optimized key aspects of its business, from forecasting long lead-time components to refining its product rollout strategy, all through the use of advanced CPQ analytics. This was presented last week at the Tacton Summit.
Forecasting Long Lead-Time Components: From Reactive to Proactive
One of the most significant challenges Bromma faced was managing long lead-time components from suppliers. Before using CPQ analytics, the sourcing team had little visibility into what parts would be needed, often waiting until orders were placed to act. This reactive approach strained supplier relationships and delayed production timelines.
Bromma changed the game by integrating CPQ data with their Google Cloud analytics platform, allowing the sourcing team to forecast demand for critical components before orders even come through.
"With this new setup, we can generate reports on long lead-time components that we have in the sales pipeline and use forecasts to proactively order items from suppliers," explained the Bromma team. This proactive approach doesn’t just improve internal efficiency—it strengthens relationships with suppliers by giving them more lead time, which reduces the need for urgent, last-minute requests.
The benefits are clear: fewer delays, happier suppliers, and more consistent on-time delivery to customers.
Improving Product Rollouts with Data-Driven Insights
Launching new products is always risky. Bromma’s rollout of its 6th generation control system was no exception. The company needed a way to monitor how the new system was performing in the market and whether it was being quoted and ordered frequently enough. With CPQ analytics, they now have real-time visibility into every aspect of the product launch.
"Our product manager for the control system now has a dashboard," shared the team. "He can see that we’re quoting it and getting orders. If there’s a specific market where it’s not being quoted, he can talk to the sales guys in that region and understand why." This level of insight is critical for making quick adjustments, whether that’s in pricing, marketing, or sales training, ensuring that the product rollout is as successful as possible.
Moreover, the product manager can track which regions and customer segments are converting the most orders and which ones need more support. This real-time data has made it possible to catch issues early and respond before they become larger problems, significantly improving the success of the rollout.
Analyzing Pricing and Customization Trends
One of the key questions Bromma’s team asks themselves is: "Which products and options drive the highest margins?" With CPQ analytics, Bromma can now track which configurations are driving profits and which are falling flat. This helps the company make smarter pricing decisions and adjust product offerings to better meet customer demand.
"Are there options that are frequently quoted but rarely ordered? Something wrong with pricing?" asked the Bromma team. This is the type of valuable insight that CPQ analytics provides. By analyzing quoting data, Bromma can identify which options may be priced too high or simply aren’t resonating with customers. This data allows for adjustments that increase conversion rates and ultimately boost margins.
Furthermore, CPQ analytics help Bromma optimize the customization process. With so many configuration possibilities, it’s crucial to know which customizations are being requested most frequently and whether they can be standardized to streamline production. These insights directly impact the company’s bottom line by reducing complexity and improving efficiency.
Enhancing Supplier Relationships with Data
Another major benefit of CPQ analytics is its ability to improve supplier relationships. By predicting demand for long lead-time components based on quoting activity, Bromma can engage suppliers earlier in the process, giving them more time to fulfill orders. This proactive approach helps avoid the panic and strain caused by last-minute orders.
"With this new setup, we can generate reports on long lead-time components in the pipeline and use forecasts to proactively order," said the Bromma team. This capability has improved supplier relationships, leading to smoother transactions and more reliable delivery schedules.
But the benefits don’t stop there. Bromma’s ability to accurately forecast demand helps ensure that production timelines are met, customers receive their orders on time, and costly delays are avoided. All of this is made possible through the seamless integration of CPQ data and advanced analytics.
Bromma’s journey with CPQ and advanced analytics shows the transformative power of data-driven insights. From forecasting long lead-time components to improving product rollouts and enhancing supplier relationships, CPQ analytics has become an indispensable tool for Bromma’s success. As they continue to leverage these insights, the company is well-positioned to stay ahead of the competition and continue delivering value to customers around the globe.
If your business is looking to unlock the potential of CPQ analytics, now is the time to explore how it can transform your operations.
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The solution was designed in collaboration with Bromma, cpq.se and three other customers. Based on this, we can offer a fixed price setup for any new Tacton CPQ customer and we'll have you up an running within a month. Set up a meeting with Magnus and Patrik to learn more, http://cpq.se/meetcpqse [link] and check out the BI articles on the CPQ blog [link]