Case Studies


Case Study: Transforming Operations in the Manufacturing Industry with Salesforce Implementation

How Kenway Consulting helped a Manufacturing client successfully transition from legacy technology to modern processes, systems, and overall infrastructure


Industry: B2B/Logistics

Client: Manufacturing company in the food industry

Solution: Salesforce Sales Cloud Implementation

The client, a prominent manufacturer specializing in food packaging equipment such as metal clips, loops, and labels, faced a critical challenge we see very often in this sector: outdated data management practices. They sought a technology partner to help modernize their processes, systems and overall infrastructure


The manufacturing industry lives in a competitive landscape where staying ahead requires efficiency, agility, and streamlined operations. 

With the industry currently witnessing a technological boom, the absence of a robust Customer Relationship Management (CRM) system was hindering their ability to adapt and scale effectively.


Wide and disparate data: Given the heavy reliance on disparate spreadsheets for Data Tracking, the client was facing operational inefficiencies, time consuming processes, and possible manual errors

Limited Insight: The client struggled with limitations in reporting due to the use of legacy technology

Confusion for users: The client was using manual processes for communication, causing delays and progressive loss of customer trust 


Recognizing the need for a transformative solution, Kenway embarked on a phased approach centered around implementing Salesforce as the client’s CRM backbone. The strategy aims to modernize operations, starting with a Sales Cloud solution to streamline sales processes and enable future growth opportunities.

To execute this implementation, establishing a seamless integration between their existing Enterprise Resource Planning (ERP) system and Salesforce was key. This integration not only facilitated data flow between systems but also laid the groundwork for future data utilization and analytics.

Kenway supported the implementation of Salesforce by:

  • Configuring and customizing objects to precisely match the client’s unique business workflows and requirements. This support involved tailoring the platform to optimize efficiency and effectiveness in line with their specific needs.
  • Ensuring a seamless integration of Salesforce by leveraging tools and processes familiar with the client, such as Outlook, which facilitated a smooth adoption and minimized disruptions.


Kenway’s comprehensive scope of services encompassed:

  • Current State Assessment: Thorough analysis of existing workflows and technical architecture to identify pain points and optimization opportunities.
  • Requirements Gathering: Collaborative sessions to define business flows and tailor Salesforce implementation to the client’s specific needs.
  • Implementation Support: Configuration and customization of Salesforce objects to align with the client’s business processes.
  • Integration: Integration of Outlook and ERP systems with Salesforce to establish a cohesive data ecosystem.
  • Data Migration: Seamless transition of data from spreadsheets to Salesforce, ensuring accuracy and completeness.
  • Testing and Deployment: Rigorous testing protocols followed by smooth deployment to minimize downtime and disruptions.
  • Training and Documentation: Creation of user-friendly guides and comprehensive technical documentation to facilitate user training and system maintenance.


The integration of Salesforce unraveled transformative outcomes across the organization: 

  • Inception of a Single Source of Truth. Consolidated data within Salesforce provided a centralized hub for accurate and up-to-date information, eliminating data silos and discrepancies. 
  • Custom dashboards provided visibility cross functionally to better track and report out measurable KPIs
  • Employees also gained timely access to critical data, empowering them with actionable insights for strategic decision-making.
  • A foundation for a strong sales strategy was created to offer not only success in the present but also paving the way for future growth in services and increased revenue. 
  • Groundwork was laid in Salesforce as the system was designed to accommodate future processes such as servicing activities to further optimize operations and elevate customer satisfaction to new heights.

By leveraging Salesforce as a catalyst for digital transformation, the client positioned themselves for sustained growth and competitive advantage in the dynamic manufacturing landscape. 

To find out how we can help transform your business with technology modernization, reach out to one of our experts at Kenway Consulting.

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