Spectrum Industries

Challenges

Addressing the Need For Transformation

With a product portfolio of over 1,000 offerings — each with a range of options, finishes, and accessories — managing the product models and catalog became increasingly complex for Spectrum Industries. For over a decade, they relied on product models within their ERP system to handle quoting and configuration. While effective, it operated with a linear set of rules, making it difficult to manage flexible or dynamic product combinations. Any changes to options required the whole configuration to be redone, introducing opportunities for errors and inconsistencies.

At a Glance: Scaling Sales at Spectrum

Reduced quote time by 50%
Over 20,000 quotes processed in year one
Digitized nearly 1,000 products, including 75 configurable models, in Tacton CPQ

In addition to ERP models, Spectrum used a mix of web configurators and Excel-based tools to communicate product options and pricing. While this approach worked, it required significant resources to maintain and created inefficiencies for both internal teams and customers.

As customer expectations for faster, more visual, and seamless experiences grew — alongside advancements in technology — Spectrum recognized it was time to modernize their sales-to-manufacturing process, improve operational efficiency, and deliver a better, more intuitive experience for sellers and customers.

“When we broke down the process and resources involved, it was clear we needed to modernize our entire workflow — quoting, technical approvals, down to managing bills of materials — to stay competitive, nimble, and exceed customer expectations.”

Ben Jones
Vice President, Sales & Marketing at Spectrum Industries

Solution & Outcomes

Spectrum Industries underwent a significant digital transformation in their sales and manufacturing processes by investing in and implementing a Configure, Price, Quote (CPQ) solution. After a rigorous evaluation process, they selected Tacton CPQ and KETIV as their preferred partners. This strategic initiative aimed to streamline processes across multiple departments, reduce redundant work, and enhance the overall experience for both employees and customers.

Showcasing Capabilities & Product Depth

By digitizing nearly 1,000 products in Tacton CPQ — including over 75 configurable models — Spectrum Industries provided its sales teams with a streamlined, comprehensive digital product catalog. This enhanced visibility not only helps customers better understand the company’s capabilities but also drives higher engagement and accelerates quoting and sales cycles.

Improving Quotation Speed

Automating pricing, processes, and configurations has enabled Spectrum Industries to cut quote times by 50%, while also improving accuracy. Faster turnaround times have boosted responsiveness to customer inquiries, and features like images, 3D visuals, and AR experiences help customers better visualize and interact with products. Within their first year of deployment, their team processed over 20,000 quotes.

“The time our sales team saves on customer quotes has been dramatic. Customers appreciate receiving fast, accurate, and visually detailed estimates, which allows us to be more responsive and stand out as experts within our industry.”

Ben Jones, Vice President, Sales & Marketing at Spectrum Industries

Automating Bills of Materials (BOMs)

A structured, dynamic approach to BOM management now streamlines information sent to production. As the sales team configures a product, Tacton CPQ automatically generates the Bill of Material — including weights, dimensions, and lead times — instantly providing essential data for downstream teams.

“Automating BOMs reduces engineering effort and drives greater accuracy from sales through production. This is contributing to improved efficiencies across Spectrum Industries.”

Ben Jones
Vice President, Sales & Marketing at Spectrum Industries

Enhancing Pre-Sales Engagement

From the very first customer interaction, the CPQ solution improves collaboration and builds not only the sellers but customer confidence. Sales teams can quickly showcase non-standard colors, add logo concepts, or make configuration adjustments on the fly — ensuring clear, real-time communication and a better customer experience.

Improving Communication & Consistency

Tacton has enhanced training, standardized processes, and created consistency across sales, engineering, and production teams. This has led to reduced miscommunication, improved data accuracy, and greater operational efficiency throughout the organization.

Looking Ahead

While Spectrum Industries has made significant strides in modernizing their operations, they plan to continue evolving by integrating guided selling tools into their website and reseller portal. The company is also developing a self-service platform that will empower partners and customers to easily access pricing, configure products, and build specifications for upcoming projects.