Case Study | Industrial Equipment & Gaming
iGam: B2B Consultative Commerce & Quote Engine
Selling expensive gear isn’t a checkout problem.
INDUSTRY
Industrial Equipment & Gaming
PLATFORM
Magento
MODEL
B2B Consultative Commerce
FOCUS
Quote Engine, Sales Integration
The sales friction problem
Negotiated deals don’t fit shopping carts
iGam’s customers weren’t browsing a catalog and clicking “buy now.” They were making inquiries about expensive, sometimes rare digital products. Price point, availability, terms of sale – all negotiable.
A traditional cart with displayed prices and “buy now” buttons broke the model. It exposed pricing customers could use as leverage. It assumed all units sold at the same price. It eliminated the human conversation that closes B2B deals.
The old platform fragmented the process. Marketing funneled prospects to the website. Quote history lived in email. Follow-ups happened in Salesforce. The sales team had no visibility into what prospects actually wanted.
The architecture approach
From shopping cart to negotiation table
Instead of forcing standard commerce features into a negotiation tool, we built a purpose-built quote system. Every product page featured a “Request a Quote” form instead of pricing and buy buttons.
The form flowed into a backend admin system where sales reps saw customer profiles, past quote history, and special notes. When customers accepted, the order was created directly – no checkout required.
What we delivered
The sales process, digitized
“Request a Quote” forms
Customers indicate interest, quantity, and requirements. No prices displayed. No checkout buttons. The form captures what customers actually want.
Quote dashboard for sales team
Incoming requests in real-time, grouped by customer with full context: past purchases, current requests, quote status. Nothing falls through the cracks.
Custom offer creation
Reps create offers with custom prices, delivery terms, and special conditions. Each offer negotiated specifically for that deal.
Automatic notifications
When a quote is ready, the customer is notified. If they decline, reps can counter-offer. The system keeps engagement alive during research phases.
Quote history as institutional knowledge
Every interaction logged – what was asked, offered, accepted or declined. Reps build a complete picture of each customer’s preferences over time.
The bottom line
When your platform matches your sales process, deals close faster.
Customers don’t get confused. Sales reps have the tools they need. Communication is built in. The process flows the way your business actually works.
Frequently Asked Questions
High-value products require customization, negotiation, and consultation. Displayed prices become leverage points. Standard checkout eliminates the human conversation that closes B2B deals. Quote forms match how these businesses actually sell.
Every customer interaction is logged – requests, offers, acceptances, declines. Reps build a complete picture of preferences and negotiation patterns over time. Institutional knowledge that was previously lost in email becomes a permanent sales asset.
If you’re managing high-value inquiries and negotiations, the shopping cart model probably isn’t serving you. Let’s build what you actually need.
Ready to match your platform to your sales process?
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