Distributors, manufacturers, industrial services
B2B quotes, fast,accounts well kept.
WEB-AZ builds digital and AI solutions for distributors, manufacturers and industrial service companies: RFQs read automatically, search across the catalogue and technical data sheets, quotes prepared faster and a CRM kept up to date. Sales reps gain time for customers.
Where business-to-business sales can save time
RFQs in any format, turned into a table
One customer sends a scanned PDF, another an Excel file with their own names for things, a third an email saying “the same as last time”. Line items matched automatically to internal codes spare the team from translating every row by hand.
Technical data found on the first search
Tolerances, materials, certifications, equivalent codes between manufacturers: the information exists, but it is often scattered across PDF data sheets and old catalogues. A search by meaning puts it within reach of the whole team.
Quotes that start with the right data
Prices by customer tier, volume discounts, lead times that depend on stock and the supplier. A draft that pulls this data from the ERP leaves the sales rep with only the checking and the decision.
A CRM the team can rely on
Duplicate contacts, companies without a tax ID, opportunities open for a year, visit notes left in a diary. Flagged regularly and cleaned up, the data makes pipeline reports credible.
Consistent follow-up in long cycles
Procurement, the technical side and the managing director decide together, in stages. Weeks can pass between a sample sent and a revised quote; a timely reminder keeps the account active.
Self-service information for partners
Distributors and repeat customers often ask about stock, order status, invoices or declarations of conformity. A portal with per-customer access gives them the answer directly and frees up the back-office team.
AI solutions for B2B sales and account management
Each solution prepares the work for the people in sales and back office. The final price, commercial terms and any commitment to the customer are approved by someone with authority in the company.
- Automatic reading of requests for quotationRFQs from PDF, Excel or email are turned into a table, with each line item matched to the internal code and uncertain rows flagged for checking.
- Catalogue search by meaningA sales rep searches for “oil-resistant hose, 20 bar” and finds the right product, even if the data sheet uses different terms.
- Assistant for quotes and follow-upPrepares the draft quote with prices from the ERP, flags inactive accounts and suggests the next step, which the sales rep decides on.
- CRM clean-up and reportsDuplicates, missing fields and stale opportunities are flagged regularly, and pipeline and account reports are built from verified data.
- Portal for partners and customersOrders, available stock, invoices and technical documents in a portal with per-customer access, connected to your existing ERP and CRM.
Use cases · B2B companies
Conceptual examples, as an illustration of what is possible. They are not delivered projects.
Electrical materials distributor
A contractor sends a long Excel file with names taken from the project. For each line, the system suggests the catalogue code, with the confidence level shown. The sales rep corrects anything uncertain, and the quote starts with prices and stock from the ERP.
Conceptual examplePackaging manufacturer
A customer asks whether a film is suitable for food contact and how thick it is. The internal assistant finds the current data sheet and declaration of conformity and cites the document, and the sales engineer confirms the answer.
Conceptual exampleIndustrial maintenance company
Each month, the account manager receives a list of expiring contracts, customers with no recent service visits and quotes with no reply, each with a short history, to decide whom to call.
Conceptual example
Integration with ERP, CRM and the catalogue
In B2B, the value comes from connecting data sources, not from a separate tool. The systems below are possibilities; compatibility is checked for each project.
- ERPs such as SAP Business One, Microsoft Dynamics 365, Odoo or WinMentor
- CRMs such as Salesforce, HubSpot or Pipedrive
- PIM systems for product data
- Microsoft 365, Outlook and SharePoint
- RO e-Factura (Romania's national e-invoicing system), via SPV (ANAF's online portal) or the ERP
- EDI data exchange with customers and suppliers
- B2B e-commerce platforms
- SEAP/SICAP (Romania's public procurement platform), for monitoring public tenders
Integration challenges
- On-premises ERPs, or ones customised over the years, sometimes offer limited access to data, without a documented API.
- Product codes differ between manufacturer, distributor and customer, and equivalence tables have to be built and maintained.
- Price lists and negotiated discounts often sit in personal Excel files, not in the system.
- Portal access must be designed per partner and per user, so each customer sees only their own prices and documents.
Commercial confidentiality and rules to follow
B2B contact data and the GDPR
The contact people at customer companies are still individuals. Prospecting and commercial emails need a clear legal basis and an unsubscribe option.
Prices and confidential information
Price lists, margins and negotiated terms are protected with role-based access and AI services configured not to use the data to train models.
Electronic invoicing
The assistants can prepare data for a quote or order, but the invoice is issued from the ERP or the invoicing software, through the RO e-Factura workflow you already use.
Accurate technical statements
Any answer about certifications, conformity or product performance must cite the document currently in force and be confirmed by someone on the technical team.
Useful guides
Before you decide, read
- Web & conversionA website that converts: what we check in every redesignA clear offer, structure based on visitor intent, real proof, speed, forms that work: the list we check in every redesign.Read the guide
- AutomationHow to choose the first process to automate in your companyA practical method for choosing your first process to automate: an inventory of tasks, scoring on clear criteria, a small measurable case, human validation.Read the guide
Frequently asked questions
Which AI solutions suit a B2B distributor or manufacturer?
Automatic reading of requests for quotation from PDF, Excel or email, catalogue search by meaning, an assistant that prepares draft quotes and reminds you to follow up, flagging CRM issues and a partner portal connected to the ERP. The final price and commercial terms are approved by someone with authority in the company.
How well does the system recognise the products in an RFQ?
It depends heavily on the quality of your catalogue and codes. That is why each match has a confidence level, and uncertain line items are explicitly left for a person to check.
Do prices and customer data reach third parties?
We keep them in your systems or in infrastructure agreed together, with role-based access. We use AI services configured not to retain data for training and document where each piece of information flows.
We have an old ERP with no API. Can anything be done?
Often yes, through scheduled exports, database access or an intermediate layer. We assess the right option and tell you honestly if the integration is not worth the effort.
Will our sales reps accept a tool like this?
They accept it more easily when it cuts their admin work and does not change the way they work with customers. That is why we involve them from the start, when defining the steps.
Where do we start?
We choose a concrete workflow, usually the path from RFQ to quote, and map it with the people who do it every day. We start from there with a first solution, tested on real requests.
Can’t find the answer? Write to us and we’ll reply directly.
Show us a typical RFQ and its path to a quote
With a real, anonymised example, we can see where time is lost and what can be safely automated.