Cameleon Software to Facilitate Manitou Group’s Global Expansion

Cameleon Software, a provider of configure, price, quote (CPQ)/quote to order (Q2O) solutions for tier one organizations, recently announced that the Manitou Group, a global provider of the design, assembly, and distribution of material-handling solutions for agriculture, construction, and industry markets, chose Cameleon’s CPQ solution to support the global standardization of the Group's configuration and quotation processes. In addition, the Group plans to shift its business model from on-premises to the cloud.

Founded in France in 1957, the Manitou Group today has more than 1,400 outlets in more than 120 countries and employs 3,300 people worldwide, manufacturing rough terrain handling, industrial material handling, and compact equipment. Cameleon Software specializes in multichannel and multi-device product configurator, quotes, proposals, and e-commerce software solutions that integrate to popular customer relationship management (CRM) and enterprise resource planning (ERP) systems, including, SAP, Oracle, and Microsoft Dynamics, and are available as either software as a service (SaaS) or on-premises implementations. Cameleon is a public company with strong references in industries such as insurance and financial services, telecom, hi-tech, and manufacturing.

Cameleon and Manitou's collaboration began more than 10 years ago when the manufacturer deployed Cameleon’s product configuration solution in France, enabling its teams and resellers across Europe and Asia-Pacific to configure and price Manitou's products and then create customized orders and quotes. The Manitou Group used to sell products from different brands (Manitou, Gehl, Mustang, Loc, and Edge) through its various resellers depending on the country, which would occasionally result in a heterogeneous selling and buying experiences for both Manitou Group's sales teams and customers.

Why a New CPQ?

For those reasons, the Manitou Group launched in 2012 a vendor selection process as part of its international business transformation initiative aimed at standardizing product offerings from one country to another. The ultimate objective was to offer a consistent selling and buying experience across all channels globally (including on tablets), while leveraging the power and flexibility of the cloud.

After an advanced evaluation, Cameleon reportedly stood out as the most relevant cloud solution (especially on tablets) to homogenize Manitou Group sales processes and streamline its quote-to-contract cycle while offering a superior user experience on every channel and device. The contestants were not disclosed, but one wouldn’t be too terribly surprised if Cameleon had to prevail over the “usual CPQ suspects”—BigMachines, FPX, and Callidus Software.

Through the implementation of a single repository accessible via a unique reseller portal worldwide, the Manitou Group expects to be able to propose the same product and price offerings to all of its customers wherever they are located. The successful implementation projects Cameleon had had in the past in Europe within Manitou were also important assets as the Group looked for a partner able to support large deployments across several countries.
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