Salesforce · Manufacturing Cloud · Industrial Equipment
80 dealers.
A $340M pipeline.
And zero visibility
into any of it.
Vextron Group manufactures industrial equipment sold through an 80-dealer network across Asia-Pacific. Their pipeline was invisible, quoting took three weeks, and service contracts lived in a completely separate system. Amroar implemented Salesforce Manufacturing Cloud and connected every piece of the operation.
Client
Vextron Group
Sector
Industrial Equipment Manufacturing
Region
Asia-Pacific · 6 markets
Pipeline
$340M annual
Dealers
80 across AP network
CRM
Salesforce Manufacturing Cloud
Manufacturing Cloud
CPQ
Field Service
ERP Integration
80
Dealers with a live Salesforce pipeline for the first time
3wk→2d
Quote turnaround — from three weeks to two days using Salesforce CPQ
$340M
Pipeline now visible in Salesforce across all markets and dealers
0
Failed deliverables across the full Manufacturing Cloud engagement
The Challenge
A manufacturer running a $340M pipeline on gut feel.
Vextron's sales leadership had no live view of what was actually in the dealer pipeline, which deals were progressing, or where they were losing. Every piece of critical commercial information lived in dealer spreadsheets, personal email threads, and systems that didn't connect to each other — or to Vextron's own ERP.
01 — Dealer Pipeline
80 dealers managing their own pipelines with no connection to Salesforce
Dealers tracked their own leads in spreadsheets or personal CRMs. Vextron's sales leadership had no live view into what opportunities were progressing across the network, which dealers were performing, or what was actually likely to close in the quarter.
02 — Quoting
Complex product configuration taking 3 weeks per quote
Industrial equipment quotes required product engineering to validate every configuration. The process ran via email — spec requests, revisions, approvals — across three internal teams. Dealers were waiting 3 weeks for quotes competitors turned around in days.
03 — ERP Disconnect
Sales forecasting completely disconnected from production planning
Sales committed to deals without any visibility into production capacity or inventory lead times. Production planning ran from a separate ERP with no feed from Salesforce. Overcommitment and delayed deliveries were a recurring source of dealer and customer complaints.
04 — Service Contracts
Post-sale service contracts managed in a completely separate system
Once equipment was delivered, the relationship passed to a service team running on a legacy work order system. Service history, contract status, renewal dates, and field technician activity were invisible to the sales team — and service had no context on what had been sold or promised.
The Sales Cycle
Every stage of the manufacturing sales cycle — now in Salesforce.
From dealer lead to production order to service contract, every handoff is visible, tracked, and automated. What used to break between systems now flows end to end.
Stage 01
Dealer Lead Capture
Manufacturing Cloud
Dealer submits lead via Salesforce portal
Opportunity created in dealer pipeline
Vextron account manager notified
Stage 02
Configuration & Quoting
Salesforce CPQ
Guided product configurator in CPQ
Engineering approval workflow triggered
Quote generated and sent in 2 days
Stage 03
Order Confirmation
ERP Integration
Deal closed in Salesforce
Order pushed to ERP automatically
Production lead time confirmed back
Stage 04
Production Tracking
ERP ↔ Salesforce
Production milestone syncs to deal record
Dealer sees live build status
Delivery date confirmed automatically
Stage 05
Installation & Handover
Field Service Lightning
Field technician job created from deal
Installation work order scheduled
Completion triggers service contract
Stage 06
Service & Renewal
Field Service + CPQ
Maintenance schedule set in Salesforce
Contract renewal alert at 90 days
Renewal quote via CPQ auto-generated
The Integration Stack
Four Salesforce products. One connected operation.
Salesforce Manufacturing Cloud, CPQ, Field Service Lightning, and ERP integration running together — so sales, production, and service all see the same picture for the first time.
Salesforce Manufacturing Cloud
Dealer Pipeline & Account-Based Forecasting
Dealer Portal in Salesforce
All 80 dealers submit and manage their opportunities through a Salesforce Experience Cloud portal — full pipeline visibility for Vextron leadership in real time.
Account-Based Forecasting
Manufacturing Cloud's Sales Agreements model gives Vextron run-rate visibility by account — beyond just open opportunities — for accurate quarterly and annual planning.
Dealer Performance Dashboards
Conversion rates, pipeline value, and deal velocity visible per dealer, per region, and per product line — updated in real time without anyone building a spreadsheet.
Salesforce CPQ
Configure, Price, Quote — Industrial Equipment
Guided Product Configurator
CPQ guides dealers through complex equipment configuration — pump size, motor spec, control systems — with validation rules that prevent invalid combinations before engineering even sees it.
Engineering Approval Workflow
Non-standard configurations route automatically to engineering for sign-off — with Salesforce tracking every step. Quote turnaround dropped from 3 weeks to 2 days for standard configurations.
Renewal Quote Generation
Service contract renewals generate a pre-populated CPQ quote automatically at 90 days — pulling the installed configuration from the asset record so dealers don't start from scratch.
ERP Integration
SAP ↔ Salesforce via MuleSoft
Order Push on Deal Close
When a deal is closed in Salesforce, the confirmed order pushes to SAP automatically via MuleSoft — no manual data entry, no delay between commercial and production teams.
Production Milestones Back to Salesforce
Manufacturing milestones — build started, QC passed, ready to ship — sync back from SAP to the Salesforce deal record. Dealers see live build status without calling Vextron.
Inventory Visibility in Quoting
SAP inventory and lead time data feeds into CPQ so dealers see accurate delivery windows during the quoting stage — before anyone makes a commitment production can't keep.
Field Service Lightning
Installation, Maintenance & Service Jobs
Installation Job from Deal Closure
When a deal closes in Salesforce, Field Service Lightning automatically creates the installation work order — pre-populated with equipment specs, site details, and required skills from the CPQ quote.
Technician Dispatch & Scheduling
Field technicians are scheduled and dispatched from Salesforce based on location, availability, and certification — with the full equipment history available on their mobile device before they arrive on site.
Service History on Asset Record
Every service visit, part replaced, and fault recorded is logged against the equipment asset in Salesforce — visible to sales when they're preparing a renewal or discussing an upgrade.
Outcomes
What Vextron
runs on now.
An 80-dealer network visible in Salesforce. Quotes that take days not weeks. Orders that flow automatically into production. Field service that connects back to sales. The entire commercial operation in one connected system.
80
Dealers with a live Salesforce pipeline
Every dealer opportunity is now in Salesforce via the partner portal. Vextron leadership has a real-time view of the full $340M network for the first time in the company's history.
3wk→2d
Quote turnaround — standard configurations
CPQ's guided configurator and automated engineering approval workflow took quoting from a 3-week email chain to a 2-day digital process — without cutting engineering out of the loop.
Connected
Sales, production, and service in one system
Deal closure in Salesforce now triggers the production order in SAP and the installation job in Field Service Lightning automatically. Three teams that used to communicate by email now share a single record.
Auto
Service contract renewals generated at 90 days
Every equipment asset in Salesforce has its contract renewal date tracked. At 90 days, a CPQ renewal quote generates and routes to the account manager — no calendar reminders, no missed renewals.
We had no idea what was actually in the dealer pipeline. We were running a $340 million business off reports dealers chose to send us when they felt like it. Salesforce changed that completely — we can see every opportunity, every quote, every service job across the whole Asia-Pacific network. For the first time, we actually know what we're going to make this quarter.
RH
R. Hargreave
VP Sales Asia-Pacific · Vextron Group
Work With Us
Running a dealer or distributor network without Salesforce visibility?
If your pipeline lives in dealer spreadsheets, your quoting is a manual email chain, and production doesn't know what sales has committed to — Salesforce Manufacturing Cloud fixes all of it. Book a free discovery session.
Senior Salesforce architects on the call. Not a junior consultant.
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Enterprise Salesforce implementations — Manufacturing Cloud, FSC, Education Cloud and more
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Certified Salesforce developers — CPQ, Field Service, and MuleSoft specialists
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Failed builds across every Salesforce engagement we've taken on