Case study · Aaline Lighting & Acoustics
How Aaline cut quoting time by over 90% and eliminated configuration errors
- 10x
- faster time to quote
- 90%
- reduction in time spent quoting
- 100%
- elimination of configuration errors
- 5x
- faster price change execution
“Partnering with Electrify has transformed our operations. Their platform has optimized our workflow, enabling seamless scalability across multiple territories through digital integration. Our representatives appreciate the efficiency of our portal, which has significantly enhanced our processes and operational agility.”
Mani M.
Managing Director, Aaline Lighting & Acoustics
“Electrify has made everything intuitive and fast. I used to spend a long time in excel just to price and quote and Electrify has removed the chances of errors in my estimates. I can respond much faster and actually focus on collaborating with our sales reps.”
Debora O.
Sales Support Administrator, Aaline Lighting & Acoustics
Aaline partnered with Electrify on quoting, pricing, and a self-service portal to reduce admin work and efficiently scale operations without additional headcount.
Summary
- Company
- Architectural lighting manufacturer in Toronto, Ontario. A certified B Corp, making products to order from sustainable materials, with some product families offering over 20 fields to choose from.
- Goal
- Improve sales rep and internal office productivity, collaboration, and access to data insights to increase efficiency, customer satisfaction, and capacity to expand to new territories.
- Challenge
- Ordering matrices with 18 or more fields, part number errors that reached customers, slow quote turnaround, and price changes bottlenecked in Excel.
- Results
- 10x faster specification, no configuration errors, price changes executed 5x faster, and reps building whole projects on their own.
Before
With Electrify
Before
18 or more fields to specify by handWith Electrify
Specification done in secondsBefore
Impossible configurations reached customersWith Electrify
Invalid part numbers can no longer be builtBefore
Every change meant another round of back-and-forthWith Electrify
Reps build and adjust whole projects themselvesBefore
Price changes bottlenecked in ExcelWith Electrify
Catalog and price changes execute in secondsBefore
No visibility into option-level demandWith Electrify
Option-level data feeding the roadmapThe challenges
Long, complex ordering matrices created a difficult specification experience
Aaline’s core product lines have over 18 customizable fields to specify before a fixture is fully configured. This added a ton of friction to the specification experience.
Part number errors fell through the cracks and frustrated stakeholders
Aaline’s products have many technical limitations that prevent certain options from being specified together. With so many moving parts, it’s easy to mistakenly specify an impossible fixture.
Long response times, made worse with back-and-forths
Ordering guide complexity added extra admin time to each quote response. When reps wanted to make changes, it added significant admin time to the quoting process, clogged internal bandwidth, and kept the customer waiting.
Bottlenecked by Excel to execute price changes
With such a large catalog of adders, there was significant admin work required to maintain their price file. This hampered Aaline’s ability to react quickly to market dynamics.
Obstacles to data-informed decision making
Data capture from existing sources lacked more granular visibility into deeper product configuration insights. Without this data, Aaline’s product team lacked quantitative market feedback to inform their roadmap.
The outcomes
10x faster product specifications process
Specifying one of Aaline’s products can now be done in seconds. This significantly improves the experience for specifiers who no longer need to read footnotes. It also reduces training time, and opens up internal capacity for other value-added projects.
100% reduction in part number errors for peace of mind and less admin work
Electrify’s configurators stop errors getting through. There’s no more admin work required to check for part accuracy, eliminating the risk of frustrating customers with last minute changes.
Reps configure and build out an entire project on their own
Aaline’s fully branded self-service quoting portal drastically cut down on the back-and-forth quoting process with sales reps. Reps can seamlessly make configuration adjustments to meet budget, and send in projects to Aaline for additional approvals.
Catalog and price changes can now be executed in seconds
The office manager spends 5x less time on catalog and pricing maintenance due to the catalog management features, core to the Electrify platform.
Deep product insights without the additional admin work to manually clean the data set
Aaline’s product team can easily access data on their most popular products as well as granular option-level data to inform next year’s forecasts. This real-time market feedback adds a crucial datapoint to inform future roadmap and stocking decisions.
The results
90%
Reduction in time spent on quoting: a 10x faster time to quote, freeing the inside team to focus on more value-added projects and services.
100%
Reduction in configuration errors. Teams no longer needed to manually verify if part numbers followed their ordering rules.
5x
Faster time to execute price changes across a large catalog of products.