A proprietary tool provides proof of ROI to fuel an entire sales team

Project

Build a custom calculator to streamline the sales process

Sanger & Eby created a proprietary web-based application for ATX. Sales associates can input custom data points, including the:

• Current costs for the customer’s legacy backup power solution.
• Specific supercapacitor model and price tailored to the customer.
• Peak shavings potential, or the money the customer could save by leveraging the supercapacitor for electricity during peak hours.

The output is a bespoke web page showing exactly when the customer will see a return on their investment in the supercapacitor, illustrated in an easy-to-digest line chart. Further proving the value of the supercapacitor to customers, the chart also shows how much more money they’ll spend over time if they continue using outdated technology and how much more money they’ll save over time with the supercapacitor.

This TCO calculator, as it came to be known, is an incredibly powerful sales tool for their internal team. Not only does it provide the incontrovertible data discussed above, but it also generates a PDF report for the salesperson to send directly to the customer. This generated report saves the salesperson time on the follow-up portion of the sales process — time they can use to pitch another customer.

WHAT OUR CLIENTS SAY

"We’ve been blown away by the experience of working with the amazing team at Sanger & Eby. They’ve demonstrated an elite ability to deliver on complex initiatives that have exceeded even our most ambitious expectations. We are beyond excited to continue building and innovating with the Sanger & Eby team."

– Director Digital Strategy, ATX Networks

Solution

Simplify complex tools to maximize long-term use

The current ATX website did not have a tabbed component that worked properly on mobile devices. Therefore, we started by designing and building a responsive tab component that supported multiple input fields and responsive charts and tables.

To be a quality, user-friendly sales tool, the TCO calculator also had to be branded like the rest of the ATX site. Sanger & Eby built the calculator in ATX’s current instance of WordPress to ensure this consistency in look and feel. We even made it so the tool automatically adds customer data from the calculator to the ATX CRM. We were again saving the sales team time manually inputting that information.

Not only is the tool immediately valuable to the sales team, it will also be usable and adaptable well into the future. The tool is structured so that all common parameters are consolidated into a single settings file, allowing for simpler editing. The ATX team can even go so far as to add a brand-new product with custom validation to the application.

Result 

A more efficient sales process and increased buy-in from customers

In sum, the propriety TCO calculator allows ATX’s sales team to:

• Overcome customer resistance to change and the higher upfront costs.
• Facilitate more productive sales conversations grounded in irrefutable ROI data.
• Give the customer a personalized — and therefore more memorable — sales experience.
• Shorten the sales cycle by expediting follow-up and limiting manual data entry.

Ultimately, each of these wins for ATX’s internal team means more potential supercapacitor sales to customers.

Could your employees benefit from a proprietary tool to support your internal or external processes? Let’s talk!