Industrial sales motion,
direct & indirect
An equipment maker sells through its own reps and through dealers. It describes the motion once, and viax runs both.
Setup
01What it needs
Here’s what it has to do.
Thirteen requirements across sales, engineering, fulfillment, service and pricing. One motion.
- 01Lead from Salesforce
- 02Direct & indirect sales portal
- 03Quote complex products & pricing
- 04Engineers configure complex products
- 05Pricing approvals over threshold
- 06Customers approve & add products
- 07CSR activities on any record
- 08Split fulfillment across ERPs
- 09Unified fulfillment dates
- 10Manage installed assets
- 11Proactive recommendations
- 12Monthly subscriptions
- 13Usage-based pricing
Setup
02Ten systems
Ten systems. Ten RFPs. Years before it runs end to end.
- Partner portal
- CPQ + configurator
- Approval workflow
- Customer portal
- Order management
- Service console
- Installed base
- Recommendations
- Subscription billing
- Usage rating
- Integration
And the motion still lives in the gaps between them.
Or — describe it once.
Step 1 of 4 · Describe
03Describe it
This is everything the business typed.
No requirements document translated into a spec. No system selection. Plain words: who’s transacting, what’s flowing, what’s distinctive.
From business intent to revenue motion8 paragraphs · plus 6 supporting docs
We sell crushers, conveyors, screens and spare parts to mining and aggregate customers, through our own direct sales team and through dealer partners. Both teams quote in the same place and see the same quotes, orders and deliveries for their accounts.
A quote usually starts from an opportunity in Salesforce, but a rep can also start one directly. Reps build quotes with full product complexity: configured equipment, parts, installation and service. They can apply discounts within their limits. Dealers see their dealer price, not our direct margins.
Crushers and conveyors are configurable and need an engineer to configure and validate them before a quote can go to the customer. The right engineering group depends on the product family.
Discounts above our limit need pricing approval: 12% on dealer quotes, 15% on direct quotes. An AI agent can approve anything within policy. A pricing admin approves anything above it.
Customers review quotes online. They can approve them, add products, and see one delivery date for everything they ordered.
When a quote is accepted it becomes a sales order. Equipment ships from our plant system and parts ship from our parts system, so fulfillment splits by product family. Installation is its own job, done on site by a field technician. Customers and reps see a single delivery schedule across all of it.
Once installed, each piece of equipment is tracked as an asset the customer can manage. We use those assets and our product relations to recommend what comes next, like replacement liners and wear parts, and the recommendation goes to the rep before it reaches the customer.
Customer service reps can act on any quote, order or asset on a customer’s behalf. Pricing follows our North American Industrial Sales Pricing.
The scenario and company are illustrative.
Got it. That's the Describe step.
We'll walk you through how viax would model it. Pick a time, or we'll reach out within one business day.
Book a time →Step 2 of 4 · Clarify
04Shape the model
It drafts the model. You answer what matters.
viax drafts the business execution model interaction by interaction, then asks only the questions the description left open.
- Clarified
- Install timing
- Split shipping
- Customer delivery date
- Engineering review
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Participants
Set once. Carried everywhere.
Participants are picked on the Quote, then copied to every related interaction in one click.
Step 3 of 4 · Model
05Lifecycle, ERP & AI agent
Add a step. Connect the ERP. Put an agent on the work.
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Lifecycle
Add a step in one click.
An Engineering review state is added to the Quote lifecycle, on the submit transition.
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ERP action
Connect the ERP on any transition.
Releasing a Sales Order triggers an SAP ERP integration. ERP records. viax executes.
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AI agent
Governed, not loose.
An agent drafts recommendations, with its instructions, what it can read, and the rule model it must follow.
Step 3 of 4 · Model
06Pricing
One pricing model, inherited everywhere.
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Pricing
North American Industrial Sales Pricing.
Seven element groups, applied to the Quote and copied to related interactions.
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Approvals
Policy is part of the model.
Over 12% on dealer quotes or 15% on direct: an AI agent approves within policy, a pricing admin approves above it.
Step 4 of 4 · Execute
07Generated surfaces
Every role gets its own surface. Generated from the model.
No portal project. The rep, the engineer and the customer each work in a surface the model generates.
Rep
Build the quote.
The rep builds quote Q-1042: the crusher line, suggested parts and install, one delivery date. Submitted for engineering review.
Engineer
Configure and validate.
The engineer configures the CR-900: feed opening, jaw profile, tracked mounting. A drive-rule conflict is resolved. Rule checks go green.
Customer
Quote to order, in one motion.
The customer adds the recommended liner set and approves. The order splits across both ERPs and the install is booked.
Step 4 of 4 · Execute · Optional
08Add subscriptions
Add subscriptions. Same motion.
Version 2 adds a subscription bundle to every installed asset, priced with usage included. The rep configures a service contract for the CR-900 fleet, with the monthly invoice estimated from telemetry, and activates it.
AI reasons. viax executes. ERP records.
Any revenue motion you can describe, viax can model and execute. For the first time, the limit is imagination — not systems.
You're on the list. We'll send the next motion film when it's out.