Reimagining the Additive Sales Model: From Manual Quoting to Scalable Platform Pricing
The Challenge
Our original quoting process for Additive Manufacturing was highly manual and inefficient. Each prototype order—often composed of multiple parts with low quantities—required quoting individual part numbers, even for sub-$1,000 orders. This made profitability difficult and created a bottleneck in order processing. Quoting via spreadsheets was cumbersome, and the handoff to order entry was error-prone and time-consuming.
The Transformation
I led the redesign of our additive sales model by shifting the focus from quoting parts to offering a service. Key changes included:
Simplified Sales Model: Reframed additive prototyping as an engineering service, removing the need to quote every part individually.
Flat Platform Pricing: Developed a transparent, flat-rate pricing structure that allowed for mixing and matching part numbers within a single order.
HubSpot Quote Integration: Implemented a digital quote process that used HubSpot to generate URLs for easy customer access, enabled e-signatures, and collected payment before order entry into our ERP system.
Value-Added Engineering: Incorporated DFM print analyses to enhance the customer experience and help optimize designs early in development.
The Results
75% Reduction in time spent on quoting and order entry
Streamlined Digital Experience that customers preferred
Increased Deal Size: Raised our minimum order value to $1,000 and began regularly closing $6,000 prototype orders
High Customer Satisfaction: Minimal friction or resistance—customers welcomed the clarity and convenience
The Approach
To develop and implement this new model, I:
Analyzed historical order data to evaluate profitability and quoting inefficiencies
Conducted competitor research to benchmark pricing models and service offerings
Facilitated internal workshops to align stakeholders and gain buy-in
Configured and launched HubSpot quotes with integrated payments
Developed customer-facing messaging and led marketing efforts to promote the new platform
