Metrohm chooses Hive CPQ to accelerate complex sales processes
Metrohm, a Swiss-based global leader in high-precision instruments for chemical analysis, turned to Hive CPQ to accelerate and future-proof its complex sales processes. With over 2,600 employees, 50+ sales organizations, and 80+ countries served, Metrohm needed a digital solution that could streamline its global operations and enable local teams to work faster and more efficiently.
Introduction
The global leader of high-precision instruments
Metrohm is a Swiss company, headquartered in Herisau, Switzerland, and is the most trusted global manufacturer of high-precision instruments for chemical analysis. The company produces products like titration systems, which determine the concentration of a substance in a solution (e.g., determining salt content in food), and ion chromatography, used to separate and quantify anions and cations (e.g., detecting fluoride in drinking water).
Thanks to their broad product portfolio, Metrohm is equipped to service a wide and varied customer base across different industries and applications. With local teams in over 80 countries, the company offers dedicated support through experts who understand regional needs. Everyone within Metrohm is a certified specialist, ensuring that customers always interact with knowledgeable professionals.
With more than 2,600 employees worldwide and a yearly revenue of over 600 million USD, Metrohm has firmly established itself as the global leader.
Some statistics:
- Active in 80+ countries
- 80+ years of experience as a provider of high-quality analytical instruments
- 50+ sales organizations worldwide
Problem
Complex products, slow processes
Selling Metrohm’s advanced analytical instruments is no small feat. Every configuration involves a vast number of specifications, from battery testing parameters to material compatibility.
Previously, sales teams had to fill out Excel sheets with all possible product articles, to create a configuration based on the customer’s needs. Each configuration would then be sent to the production department to check the validation of the product configuration. Sales reps would receive comments that they had to check with the customer again. The involvement of several manual steps and back-and-forths with production resulted in slow quoting processes, a higher risk of errors, and delays.
Add to that the complexity of Metrohm’s intercompany flows, where products are moved or sold between different entities, and the internal processes became even more difficult to manage.
Solution
A flexible and integrated CPQ platform
Metrohm was looking for a Configure, Price, Quote solution, but not just any tool would do. They needed a true partner for the long haul. As part of their wider digital transformation, the company set out to find a CPQ solution that could handle technical complexity, support their global sales structure, and integrate seamlessly with their evolving IT landscape.
Hive CPQ stood out as a powerful fit. The software proved capable of managing Metrohm’s complex product logic, while still offering an intuitive, user-friendly interface. Hive’s CPQ software also offers flexibility to work with different sales organizations. Metrohm has more than 50 units worldwide and over seven production sites, each able to tailor the platform to their (regional) needs.
Hive CPQ also came with built-in integrations for Microsoft Dynamics 365 Finance and Sales, and a connector for PTC Windchill, the PLM system chosen by Metrohm. This ensures a fully connected sales process from the start, significantly reducing the risk of costly errors caused by manual input.
Process
Close collaboration
From the beginning, the collaboration between Hive CPQ and Metrohm has been very close and constructive. The teams worked hand-in-hand to define the data flows needed for ERP, CRM, and PIM integrations, and created a blueprint for a scalable CPQ setup across Metrohm’s many sales organizations.
This proactive approach ensured a setup that matched Metrohm’s business strategy and internal processes, while laying the foundation for a scalable future. The collaboration with Hive also confirmed that they made the right choice in selecting a true partner to help shape the future of their sales.
Results
No more manual processes
With Hive CPQ, Metrohm has transformed its sales process. Manual steps have been replaced by an automated, streamlined workflow. Sales teams can now serve customers faster and with greater accuracy, without increasing headcount.
Hive CPQ’s standard connectors played a key role. The Sales connector enables Metrohm’s sales teams to create quotes directly within Microsoft Dynamics 365 Sales – quickly, efficiently, and without errors. The Finance connector supports intercompany order flows and automatically generates a Bill Of Materials for each configured product, ensuring a smooth transition to production and reducing miscommunication.
But beyond the technology, what really stood out for Metrohm was the partnership. Hive CPQ co-created a tailored solution through brainstorming sessions, workshops, and regular check-ins. The outcome is a future-proof CPQ platform, seamlessly integrated into Metrohm’s digital ecosystem.
Future
A seamless customer experience
The Metrohm teams are currently preparing the rollout of their new solution across the various sales organizations, ensuring each team is fully supported during the transition.
To further ease complex purchasing decisions for their customers, the company will also implement the Hive experience configurator on their website. This offers an intuitive, guided selling tool that simplifies product selection and allows customers to request quotes straight from the Metrohm website.
The story between Hive CPQ and Metrohm is far from over. Together they continue building a more efficient and customer-centric future.
