Below is a list of frequenty used abbreviations used in regards to sales configuration and mass customization:

  • ATO – Assemble To Order;  is a production approach where once a confirmed order for products is received, products are assembled.
  • BOM – Bill Of Material; describes the different components that together create a product. A BOM for a bicycle, for example, consists of all the parts that make up the bicycle: the frame, the saddle, wheels, and so on.
  • BTO – Built To Order; sometimes referred to as make to order (MTO), is a production approach where once a confirmed order for products is received, products are built.
  • CAD – Computer Aided Design; is the use of computer systems to assist in the creation, modification, analysis, or optimization of a design.
  • CPQ – Configure, Price and Quote; expression for the complete sales configuration suite.
  • CRM – Customer Relation Management; is a widely implemented model for managing a company’s interactions with customers, clients, and sales prospects. It involves using technology to organize, automate, and synchronize business processes—principally sales activities, but also those for marketing, customer service, and technical support. Typically companies either integrate a sales configurator to a CRM system or buy both systems from the same vendor.
  • E-BOM – Engineering Bill Of Material; a list of engineering components in a product (see BOM). Typically used as an complement to Sales-BOM.
  • ERP – Enterprise Resource Planning; systems that integrate internal and external management information across an entire organization, embracing finance, manufacturing, sales and service, customer relationship management, etc.
  • ETO – Engineer To Order; a product in which after an order is received, a part of or the whole design is done.
  • PDM – Product Data Management; typically an IT-system containing information about the product like CAD-drawings etc.
  • PLM – Product Lifecycle Management; in essence the next generation of PDM (even though vendors of PLM like to differentiate)
  • Sales-BOM – As Sold BOM; which is the list of component that are sold to a customer. These components are broken down to a E-BOM.