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ImplementationClient: Lab and Specialty Chemicals Manufacturer
Industry: Manufacturing, Specialty Chemicals
Geography: South Asia
The Challenge: The field sales team worked without a unified platform, leaving no visibility into opportunity management, pipeline tracking, attendance, or account administration. Business-critical data sat scattered across SAP. Quotes generated there could not be accessed in real time. Besides, a legacy email service caused data parsing issues. Beat plans, meeting schedules, and expense tracking were equally opaque.
What Was Needed: A Salesforce-based field sales platform integrated with the existing SAP system, giving reps real-time access to quotes, orders, and invoices, capturing attendance and meetings by geo-location, and working on mobile in the field.
Technology Enablement: Salesforce field sales solution with SAP integration, opportunity and pipeline management, Google Maps geo-location capture, Field Sales Journey Module, automated account, product, order, and invoice data exchange, dashboards, and Lightning training.
Business Outcomes: Real-time access to order and invoice data, verified field activity and expense claims, stronger reporting for decision-making, higher user adoption, and mobile access for teams on the road.
Measurable Impact: Field reps now reach SAP quote, order, and invoice data directly in Salesforce. Meetings and expenses are verified by geo-location, and dashboards give managers a live view of pipeline and field activity.
The Challenge
Field Sales Ran Without a Platform, and the Data Sat Inside SAP
The client had no unified field sales platform. Opportunity management, pipeline tracking, attendance, and account administration all happened outside any single system, leaving the business with little visibility into how field sales was performing.`
Business-critical information sat scattered across the SAP system. Quotes generated in SAP could not be reached in real time, so reps in the field were working without the numbers they needed in front of a customer.`
Key field sales processes were equally hard to see. Beat plans, meeting schedules, and expense tracking had no system of record, which made resource monitoring and reimbursement difficult to manage with any confidence.`
The organization also relied on a legacy email service that caused data parsing issues, adding manual work and introducing errors into the flow of information.`
Any move to a new platform carried its own risks: data loss, duplication, or corruption during migration, and resistance from users being asked to change how they work. Whatever was built had to be responsive and usable on mobile.`
Why change now: With 8,000+ products, 200+ distributors, and four regional depots, blind spots in field sales were compounding across the network.
Business Objective
The client focused on a practical set of objectives:`
Bring opportunity, pipeline, and account management onto one platform
Give field reps real-time access to SAP quotes, orders, and invoices
Capture attendance and customer meetings against verified geo-locations
Replace legacy email data exchange with reliable system integration
Equip field teams to work from mobile devices while on the road
The Solution
A Salesforce Field Sales Platform Built on Top of SAP
Achieva built a Salesforce-based field sales solution and integrated it with the client’s existing SAP system, so the sales team could work from one interface without losing the data already held in SAP.
Opportunity and pipeline management gave the team a structured way to track prospects through to close. Account and contact data was centralized, and attendance management was built with Google Maps integration to capture reps’ geo-location.
A Field Sales Journey Module added geo-location tagging to customer meetings, allowing visits to be verified and expense reimbursement to be processed against confirmed activity.
On the SAP integration side, quotes generated in SAP were connected through to Salesforce for immediate access. Account, product, order, and invoice data now moves between the two systems automatically. Email-based integration replaced manual steps and made the flow of information more transparent.
The rollout was protected throughout. Data validation included backup and reconciliation procedures. Customizations were tested in a Salesforce sandbox before deployment, and migration ran in stages with regular checkpoints and a rollback plan. Training and change management support brought users onto the Lightning interface.
Key Services Provided and What They Enabled
- Opportunity and pipeline management
Gave the field sales team a structured way to track prospects and monitor pipeline through to close. - Geo-location attendance capture
Integrated Google Maps into attendance management, recording where and when reps logged their time. - Centralized account and contact data
Brought account and contact records into one place, replacing administration spread across systems. - Field Sales Journey Module
Tagged customer meetings by geo-location, verifying visits and supporting accurate expense reimbursement. - SAP quote and order integration
Connected SAP-generated quotes to Salesforce, giving reps real-time access to pricing in the field. - Automated SAP data exchange
Moved account, product, order, and invoice data between SAP and Salesforce without manual handling. - Data validation and sandbox testing
Applied backup and reconciliation checks and tested every customization before production deployment. - Lightning training and change management
Brought users onto the new interface with training and support, lifting adoption after go-live.
Business Impact
Field sales operations became substantially easier to run once the platform and SAP were working as one system.
Sales efficiency improved with seamless access to invoice and order details, so reps could answer customer questions without waiting on someone else to check SAP.
Field operations gained the monitoring they had been missing. Geo-location capture made resource monitoring and reimbursement management far more reliable, and expense claims could be checked against verified activity.
Advanced dashboards and reporting tools gave managers the insight to make better-informed decisions about pipeline, territory, and field performance.
User productivity rose as the Lightning Experience’s intuitive interface helped teams navigate faster, and satisfaction and adoption rates improved alongside it. The responsive design let field teams complete tasks from mobile devices while on the road.
The Bottom Line
The client turned a disconnected field sales operation into a single platform working directly against its SAP data.
The organization can now:
- Manage opportunities, pipeline, and accounts from one platform
- Reach SAP quote, order, and invoice data in real time from the field
- Verify meetings and attendance against captured geo-locations
- Process expense reimbursement against confirmed field activity
- Work from mobile devices, on a platform ready to scale further