Digitizing the Sales Process for Industrial Air Filtration Systems
With a history of innovation dating back over 100 years, Ceco provides highly engineered solutions for air pollution control, water treatment, and energy transition. Their mission is to protect people, equipment, and the environment across more than 40 countries, serving critical sectors such as power generation, petrochemicals, and semiconductor manufacturing.
Our collaboration with Ceco solved a critical bottleneck in the sales and design of their industrial air purification systems, specifically for their extraction solutions used in the metal and woodworking industries.
The Challenge
Slow, Manual AutoCAD-Based Design
Before this project, the preliminary design and pricing for every system were done entirely manually using AutoCAD software.
Resource Constraints:
Designing required highly trained CAD specialists, which created a bottleneck during the initial bidding phase.
Manual Effort:
Preparing quotes and technical drawings was time-consuming, and pricing was largely calculated by hand.
High Barrier to Entry:
Onboarding new staff into this complex, highly technical design process was a long and arduous task.
The Solution
A Smart Sales Configurator
We developed a bespoke sales configurator for Ceco that digitised complex engineering logic and turned it into an easy-to-use digital tool.
Automated Pricing:
The tool automatically calculates the total system price and the required components based on the user’s specific selections.
Visual Design Without CAD Skills:
The sales team can now create preliminary system layouts quickly and independently, without needing any specialist AutoCAD knowledge.
Continuous Partnership:
Since the collaboration began in 2021, the tool has evolved through continuous development to meet the company’s changing technical needs and expanding product range
Results and Benefits
Precision, Speed, and Growth
The digital transformation has allowed PACO to scale its sales operations while maintaining extreme technical accuracy.
High-Volume Lead Generation:
The tool generates thousands of leads annually, providing PACO with a steady stream of customers who have already engaged with the PACO’s building offerings and understand the price point.
Technical Error Prevention:
By automating the calculation of snow and wind loads, the risk of human error in the quoting phase is eliminated, ensuring every structure is safe and compliant with local regulations.
Operational Efficiency:
Integrating the tool into the internal sales workflow has drastically reduced the time spent on manual administrative tasks, allowing the team to focus on closing deals and project management.