Case Study · Manufacturing
Manufacturer Modernizes Quoting and Integration with Salesforce CPQ and MuleSoft
From manual, error-prone quoting to a standardized, integrated sales and fulfillment ecosystem.
About the Client
Complex products. Distributed teams. Legacy systems.
Industrial manufacturer operating with highly configurable products and multi-tier pricing structures. Relied on legacy systems for quoting, inventory, and order management across distributed teams. Required a unified, scalable platform to improve sales accuracy and operational efficiency.
The Challenge
Manual quoting. Disconnected systems. Inefficiency at scale.
The client’s sales and operations processes were manual, inconsistent, and difficult to scale:
- Inaccurate quoting due to lack of guided selling and pricing controls
- No standardized pricing logic across products, accounts, and hierarchies
- Limited visibility into real-time inventory and fulfillment status
- Disconnected systems causing delays in order processing and reconciliation
- High dependency on internal teams for validation and corrections
The result: slower sales cycles, pricing inconsistencies, and operational inefficiencies impacting customer experience.
Salesforce CPQ — real-time product configuration, pricing rules, and quote generation in a unified sales workflow.
Who Needed This Solved
Three roles. One unified platform.
Sales, operations, and customers were each blocked by the same disconnected workflow — from different sides of it.
Sales Representative
Guided selling flows to prevent incorrect product combinations and ensure accurate, repeatable quoting every time.
Project / Operations Manager
Real-time visibility into inventory levels and fulfillment options to optimize order processing and reduce delays.
Customer / Client
Seamless integration between Salesforce and ERP systems to ensure consistent data and a smooth order experience.
Our Approach
Standardized. Integrated. Automated.
A four-pillar engagement that turned a fragmented sales and ERP landscape into a single connected sales-to-fulfillment ecosystem.
01
Standardized Pricing & Quoting
Applied structured pricing and quoting frameworks across all products and account hierarchies — eliminating configuration errors.
02
API-Led ERP Integration
Designed a scalable MuleSoft integration architecture connecting Salesforce to SAP and Oracle in real time — no more batch delays.
03
Real-Time Data Access
Surfaced live inventory and order data directly within the sales workflow — enabling confident decisions during quoting.
04
Self-Service Experience Layer
Delivered Experience Cloud portals for customers to track orders, access data, and interact with the business independently.
MuleSoft Anypoint Platform — API-led integration connecting Salesforce to SAP and Oracle ERP in real time.
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What Was Delivered
Five capabilities across the full sales and fulfillment lifecycle.
Each capability stands on its own — together they form a single, modular Salesforce-native platform.
Foundation
Sales Cloud Core Platform
Unified CRM with standardized data models, governed access, and automated workflows — reducing data inconsistencies and manual reconciliation.
Quoting
Salesforce CPQ Transformation
Guided selling and structured pricing logic eliminated configuration errors and enabled accurate, repeatable quote generation — reducing rework significantly.
Integration
MuleSoft Integration Layer
API-led integration with SAP and Oracle enabling real-time inventory checks, order creation, and status sync — eliminating batch delays entirely.
Mobile
Mobile CPQ — Inventory Actions
Inventory data surfaced directly within the product page and accessible via mobile — enabling real-time visibility during quoting in the field.
Self-Service
Experience Cloud Portals
Secure self-service for customers to track orders, upload assets, and access data — with custom registration, duplicate prevention, and controlled provisioning.
Technology Stack
Sales operations dashboard — pipeline velocity, quote cycle time, and revenue metrics in a single view.
The Impact
Faster sales. Fewer errors. Better customer experience.
Quoting Accuracy
Reduced manual errors through guided selling and standardized pricing logic.
Faster Sales Cycles
Quicker quote generation and reduced dependency on manual validation.
Real-Time Inventory
Improved planning and fulfillment decisions from live ERP data.
Seamless Integration
Eliminated data silos and reconciliation effort between Salesforce and ERP.
Better UX
Mobile CPQ and self-service portals improved accessibility for teams and customers.
Ready to modernise your sales operations?
Let’s discuss your CPQ, ERP integration, or Experience Cloud challenges — and build a roadmap that delivers results.