A lot of people describe themselves as visual learners and decision makers—they need to see things in order to commit them to memory or pull the trigger on a purchase. When it comes to buying complex products, it’s no different; in fact, it’s arguably even more important that the prospect can visualize the product before purchase.
To demonstrate how important visualization is, and therefore why you need to ensure your business is utilizing it, here are some telling stats:
- Half of the human brain is directly or indirectly devoted to vision (Massachusetts Institute of Technology).
- 65% of people are visual learners (Social Science Research Network).
- Visual aids increase persuasiveness by 43% (University of Minnesota).
Therefore, if you can employ visualization on your website, especially when people are configuring products to their own specifications, you can improve sales and the customer experience simultaneously, ultimately bolstering revenue.
The Perks of CPQ Visualization
Gartner found that companies that implement visual CPQ solutions see “significant improvement in their deal win rate, lower costs for drafting computer-aided design (CAD) drawings, less rework in the factory, and lower carrying costs for samples at retail locations.”
Early Adopters Have an Advantage
Not only are visual configurators an effective tool to win deals at a high rate, early adopters have a substantial advantage over the competition. Gartner analyst Mark Lewis notes:
Application leaders responsible for sales applications should seize the opportunity to disrupt their industry by being the first to offer visual configurations...The first organizations to adopt it in their industry experience substantial competitive advantage and cost savings.
Because early movers take market share, laggards need to react quickly. But not to worry, in many industries, it's still possible to be a first adopter.
Types of Visualization
What are your options when it comes to CPQ visualization?
- 2D: While 2D visual configurators have been around for a while, there’s still a place for them, and tech advancements have taken them from nice-to-have to must-have.
- 3D: Interactive, 3D renderings can be utilized to allow prospects to mock up, visualize, and customize products in real-time.
- Virtual Reality (VR): Using a headset, buyers can view and move through an immersive, custom-designed space, getting a better idea of how the real-life experience will feel.
- Augmented Reality (AR): A combination of actual and computer-generated images, AR provides digital videos or images superimposed onto a real-world setting, allowing users to better get an idea of shape, size, and positioning.
- Computer-Aided Design (CAD): CAD automation helps automate design work for any customization, storing models that can be reused for new variants.
The Bottom Line
Ultimately, if you find a CPQ vendor like FPX that provides visualization capabilities that enable users to interact in real-time and directly with the visual model, you’re off to a good start. A vendor that has experience implementing these capabilities into their solution can deliver that functionality to customers, which also provides an excellent user experience.
If this technology helps your business cut back on the need for physical samples, reduces or eliminates rework costs, improves win rates, and speeds up proposal generation, why wouldn’t you want in?