CPQ-Insights

A global commercial vehicle manufacturer makes complexity manageable

A global commercial vehicle manufacturer faces a key challenge: with an enormous variety of models, vehicles must be precisely tailored to different application scenarios. Requirements vary considerably, from distribution transport in flat terrain to special vehicles for mountainous regions. At the same time, the market expects fast, error-free, and sustainable quotes. Together with CAS Merlin CPQ, the commercial vehicle manufacturer has revamped its sales process.

The challenge: Variant diversity and global consistency
With over 3,000 possible model combinations, numerous technical dependencies, and varying regulatory requirements, even experienced sales staff reach their limits. The goal was to find a solution that ensures global consistency, reduces configuration complexity, and systematically integrates sustainability.

Efficient consulting with CAS Merlin CPQ

CAS Merlin CPQ has taken the sales process for commercial vehicles to a whole new level. The solution now makes it possible to accurately capture the diverse requirements of customers while offering sustainable, cost-effective solutions. Above all, customers benefit from transparent and efficient advice based on a targeted vehicle configuration that focuses on their individual wishes.

Guided selling takes salespeople step by step through the configuration process. CAS Merlin CPQ automatically checks:

technical feasibility,
constructability,
pricing logic,
and customer-specific requirements

This results in significantly faster quotation processes and a noticeable reduction in the workload of everyday sales activities.

Sustainable configuration – consistent worldwide

Special attention was paid to the issue of sustainability. With its integrated GreenConfiguration feature, CAS Merlin CPQ enables sales staff to select specific options after the basic configuration that reduce the vehicle's CO₂ emissions. This means that ecological and economic goals can be taken into account equally during the consultation.

The road to the perfect customer solution

With CAS Merlin CPQ, the commercial vehicle manufacturer is now able to provide consistent advice worldwide while still responding to individual customer requirements. Digital support makes complex requirements manageable and ensures that customers quickly receive the right, sustainable vehicle solution.

Another highlight of the solution is the integration of Augmented Intelligence Assistants (AIA®). This technology supports the decision-making process by evaluating and optimizing configuration options based on criteria such as emission values. This enables salespeople to quickly and reliably offer the most sustainable and efficient option for their customers.

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