At the beginning of February, we held our first entrepreneurial discussion in 2023 with over a hundred registrations. The topic: digitization of the decision-making and purchasing process in multi-stage sales. Klaus Gollwitzer from Velux, one of our long-term customers, talks about the challenges and opportunities arising from the combination of customer understanding and technology.

The starting point for Velux was to better understand customer needs. The digitization should primarily better meet the needs of end customers. This is because a smooth customer journey helps ensure that end customers are less price-sensitive. As a basis for orientation and starting point, Velux began with a survey of end customers.

Through better collaboration between trade and craft, Velux aims to provide end customers with a better experience and attract more customers for roof window projects. In recent years, Velux has built an ecosystem consisting of various components, some of which are digital, some partially digital, and some not digital at all.

However, the centerpiece is the digital roof window configurator. The tool is available on the Velux website as well as on the websites of 2,000 partner craftsmen and records over a million visitors annually. It not only offers product configuration but also an estimation of the total project costs.

The success validates the approach. A relevant portion of the overall business now runs through this digital channel, and Velux supports both the craft and trade as well as the end customer with this ecosystem.

The results show that the hurdles for the end consumer have been significantly lowered through the joint journey with the craft. And the journey for this ecosystem has only just begun.

We are pleased to continue to accompany and advise Velux on this path. Through digitization, improvement, and automation, Velux drives its growth through digitization.

Further details can also be found in the recording of our entrepreneurial discussion: