Kawasaki Engines is a leading global manufacturer of general-purpose gasoline engines, serving thousands of dealers across the U.S. and powering equipment used by customers worldwide.

To improve dealer support and strengthen channel relationships, Kawasaki turned to Salesforce and ForeFront for a multi-phase digital transformation. They were looking for more than an implementation team. They needed a partner who could integrate complex systems, solve longstanding challenges, and provide the strategic direction to build a platform for long-term growth.

The Challenge: Complex Systems, Frustrated Dealers

Kawasaki’s dealer network relied on outdated processes and a legacy ERP (LANSA) that was difficult to integrate with modern platforms. Ordering parts, accessing service bulletins (technical updates and advisories that guide dealers on maintenance, parts, and safety), and managing invoices required dealers to jump between disconnected systems, often with incomplete or conflicting data.

Without a modern, integrated B2B commerce solution, Kawasaki risked dealer frustration, lost efficiency, and missed growth opportunities.

The Solution: A Modern, AI-Enabled B2B Commerce Platform

Salesforce introduced Kawasaki to ForeFront after another partner was unable to deliver the ERP integration needed for B2B Commerce. To prove it was possible, ForeFront ran a pilot that successfully pushed data between Salesforce and Kawasaki’s LANSA ERP. That demonstration earned Kawasaki’s trust and set the stage for a multi-phase transformation.

ForeFront then replatformed Kawasaki onto Salesforce B2B Commerce, creating a storefront tailored for their dealer network. With this modern platform, dealers can:

• Search parts using exploded schematics, do real-time inventory checks, and place direct orders
• Access service bulletins, invoices, and ACH payments in one place
• Use enhanced search through an integration with Datasmart, which respects commerce framework rules to ensure the right product goes to the right dealer

The storefront also supports complex dealer hierarchies and allows dealer owners to assign permissions by role. For example, one user can place orders while another manages invoicing.

What excites Kawasaki most is how the Salesforce platform enables capabilities that weren’t possible with their old systems. Annual program orders, for instance, were once managed through spreadsheets and are now digitized and automated in Salesforce.

To further enhance the customer experience, ForeFront also piloted an Agentforce-powered Service Agent on the storefront. Dealers can type natural language queries like “Which spark plug fits this engine?” and instantly receive an answer, complete with inventory data and an option to add the part to their cart. This helps less experienced dealers serve walk-in customers quickly and confidently.

Additionally, ForeFront guided Kawasaki’s team on Service Cloud Voice, helping them resolve challenges and stabilize the platform. While not part of the core commerce transformation, this support demonstrated ForeFront’s ability to advise strategically and ensure Kawasaki’s Salesforce investments deliver lasting value across multiple clouds.