Scott Heide Reports Value of Sales Automation for Custom Configuration Engineers

Scott Heide Reports Value of Sales Automation for Custom Configuration Engineers

Scott Heide, Founder and CEO of Engineering Intent, discussed sales engineering for custom configuration in the recent issue of magazine. Read the full article here

According to Heide, sales engineering for the custom configuration of complex products presents unique challenges. The solution is to capture and automate configuration and engineering rules and deploy a comprehensive sales automation system. Doing so enables the widest possible range of team members (salespeople, partners, and customers) to create accurate, valid quotes without overloading application engineers. 

Only with a good marriage of engineering and sales automation can ETO (Engineer to Order) manufacturers provide rapid responses and compelling quotes to customers; quotes include custom documents, 2D drawings, 3D models, and renderings. 

Every ETO manufacturer using traditional manual modes of quoting has worried about the time and costs involved in generating proposals. Prospective customers demand detailed, customized proposals, drawings, and other engineered product information. Most are Amazon Prime users at home; they expect RFQs to be answered with a similar rapid delivery modality. 

During the COVID-19 pandemic, the ability to capture cloud-based engineering knowledge is a requirement, not a luxury. No longer are engineers traveling to the point of sale at a high travel expense. is the leading online publisher of automation-related content. The publication helps readers automate factories and processes, solve problems, and improve production efficiencies by providing the most current industry news, information, and resources. 

About Engineering Intent and its ETO Automation Solution, kBridge: 

Engineering Intent is the world’s leading provider of enterprise engineering automation tools that help engineer-to-order (ETO) manufacturers with complex product configuration solutions.  The company’s motto is “Automate the To Order in Engineer To Order.” Founded by Scott Heide, the company’s flagship solution is Knowledge Bridge (kBridge) cloud-based software as a service. kBridge uniquely captures engineering, configuration, geometry, user interface, and business rules. It is designed to enable visual configuration, handle EPQ (engineer-price-quote) needs, and deliver engineering automation. Organizations using kBridge consistently experience increased win rates, increased product and sales scalability, faster time to quote, improved quality, and lower costs compared to companies which rely on manual methods. Heide shared, “The technology is proving to be increasingly attractive to a broad range of ETO manufacturers from massive multinationals to small and mid-size enterprises.” Connect on LinkedIn.

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