Customer Success Stories

Enhancing Sales Visibility & System Efficiency Through Strategic CRM and ERP Integration

  • United States
  • Manufacturing
  • ASVP and Integration
  • Salesforce Sales Cloud, CRM Analytics, Einstein for Sales, ERP Integration
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About Company

The client is a leading designer and manufacturer of highly engineered motion, actuation, control solutions and brake/friction materials to customers in the industrial and transportation end markets.

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Challenges

The client, a growing business leveraging Salesforce for opportunity, lead, contact, and account management, integrated its CRM with an ERP system to synchronize critical data such as Account, Contact, Orders, and Billing Lines. However, several challenges hindered CRM efficiency and system performance:

Limited Sales Visibility & Forecasting Challenges

Sales teams struggled with poor visibility into opportunity progress and pipeline movement, making revenue forecasting inaccurate and inefficient.

Inefficient ERP Billing Data Load

  • The Jitterbit integration process was creating excessive duplicate records instead of updating existing ones, leading to 40GB of redundant billing data and consuming unnecessary storage.

  • System performance degraded due to data duplication, increasing operational inefficiencies.

Integration & Server Stability Issues

  • Lack of proper documentation for Jitterbit processes made troubleshooting integration issues difficult.

  • Server instability during data transfers caused workflow disruptions and delayed critical updates.

Inefficient Organizational Structure & Security Risks

  • The Salesforce org lacked a structured region-specific business unit hierarchy, leading to inefficient data organization and restricted access control.

  • Inactive user accounts created security vulnerabilities and complicated system management.

Solutions

CRMIT Solutions engaged through its Application Success Value Pack (ASVP) for Salesforce, focusing on CRM optimization, system performance improvements, and seamless data integration. Key activities included:

1. Enhancing Sales Visibility & Forecasting Accuracy

  • Implemented Salesforce Pipeline Inspection to provide a consolidated view of sales metrics, week-to-week pipeline changes, AI-driven insights, and activity tracking.
  • Enabled Opportunity Scoring to help sales teams prioritize high-value opportunities based on engagement activity and likelihood of success. Activated Einstein Email Insights to analyze email engagement and refine communication strategies.
  • Implemented Einstein Activity Capture to sync Salesforce with email and calendar applications, ensuring accurate engagement tracking and improved forecasting accuracy.
  • Deployed Sales Analytics with CRM Analytics to provide actionable insights into pipeline trends, sales performance, and forecasts.

2. Optimizing ERP Data Integration & Storage Management

  • Upgraded Jitterbit integration and stabilized servers to optimize data transfer between ERP and Salesforce.
  • Restructured the ERP data load process, ensuring proper data updates rather than unnecessary record creation.
  • Conducted a comprehensive data cleanup, removing redundant records from key Salesforce objects, reducing storage consumption from over 130% to just 10%.

3. Improving Integration Processes & Server Stability

  • Resolved Jitterbit integration challenges and collaborated with their IT team to stabilize servers, ensuring smooth data synchronization.
  • Documented integration processes and system configurations to facilitate future troubleshooting and prevent recurring issues.

4. Strengthening System Security & Organizational Structure

  • Resolved Jitterbit integration challenges and collaborated with their IT team to stabilize servers, ensuring smooth data
  • ocumented integration processes and system configurations to facilitate future troubleshooting

Value Delivered

Storage Optimization

 Eliminated 40GB of duplicate data, reducing storage usage from over 130% to 10%, avoiding unnecessary additional storage costs.

Enhanced Data Flow

The Jitterbit upgrade and server stabilization ensured reliable daily updates from ERP to Salesforce, reducing failures and data discrepancies.

Sales Performance Improvement

  • Pipeline Inspection & Opportunity Scoring helped sales teams focus on high-value deals, resulting in more accurate revenue forecasting and smarter decision-making.
  • Einstein Activity Capture & Sales Analytics improved visibility into sales trends, enhancing conversion rates and revenue growth.

System Reliability

 CRMIT’s 24/7 application support ensured 99% uptime for Salesforce, enabling uninterrupted access to critical sales and CRM data.

Conclusion

Through the Application Success Value Pack (ASVP), CRMIT helped them overcome CRM inefficiencies, optimize ERP integration, and improve sales forecasting. This transformation highlights CRMIT’s ability to maximize Salesforce investments and drive tangible business outcomes.

If your organization faces similar CRM challenges, CRMIT’s expertise can help you unlock maximum value from your Salesforce ecosystem.

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