About the Customer

This multi-brand building materials manufacturer and distributor sells fasteners, hardware, and construction products to lumber yards, home improvement retailers, and professional contractors across North America. Its territory managers work the account relationship in person, and when a customer asks for a quote, they need an answer that reflects real pricing, not a lookup that has to wait until someone gets back to a desk.

The organization operates through three distinct brands, each with its own pricing structure and customer base. All of it ran on the company’s ERP system, which held the pricing and account data everyone depended on. It was a solid system of record, but wasn’t built to hand a rep real-time answers in the field, and the organization’s multi-brand structure meant customer, pricing, and account data lived in separate silos that didn’t talk to each other.

The organization needed a partner with deep ERP integration expertise and a track record untangling complex, multi-brand pricing. They engaged ForeFront to implement Salesforce Revenue Cloud Advanced (RCA) and rebuild their quoting foundation around live ERP data.

Three Brands, One ERP, No Shared View

Sales and account teams worked across brands that didn’t share a customer view, leaning on Fortuna, a central ERP that wasn’t designed for real-time use in the field:

• Pricing lived in the ERP, not in the field. Customer-specific pricing required an ERP lookup, turning a job that should take minutes into one that took hours.
• Brands didn’t share a customer view. Account and territory data was siloed by business unit, so a rep working across product lines had no single view of the customer.
• Onboarding ran through manual coordination. New customer setup, credit applications, and account status changes were manual, routed through AR rather than a defined workflow.
• Territory coverage depended on manual upkeep. Account-team assignment wasn’t automated, opening coverage gaps as the business grew.
• Manual lookups meant pricing errors. Reps working from outdated or manually retrieved data introduced pricing mistakes, which incurred a real cost on already-thin distribution margins.

Rebuild the Pricing Layer, Then Connect It Live

ForeFront implemented Salesforce Revenue Cloud Advanced as the new foundation for the organization’s quote-to-cash process, anchored by a real-time integration to its ERP:

• Real-time ERP integration. A MuleSoft-powered, bi-directional integration synced account, pricing, order, and invoice data between Salesforce and the ERP, replacing manual lookups with live sync.
• Pricing at the point of quoting. A custom Lightning Web Component surfaces accurate, customer-specific pricing the moment a rep is building a quote.
• Automated onboarding. New customer onboarding and credit-application workflows now include automated account-number generation with duplicate validation, replacing a manual, AR-driven process.
• Automatic territory assignment. A custom Apex trigger keeps account-team assignment current as customer and territory data changes, closing coverage gaps.
• One customer view across brands. Salesforce Data Cloud brought customer data from every brand into a single, unified view for the first time.
• Automated dormant-account reactivation. A workflow flags dormant customer accounts and routes them back into an active sales motion automatically, instead of relying on a rep to notice and chase them down.
• A modernized integration layer. A modern, OAuth-based Connected App replaced deprecated authentication methods, giving the integration a more secure, future-proof foundation.

This project was far more than a lift-and-shift of an old process onto new software. ForeFront rebuilt the organization’s quoting foundation around real-time data, which will allow the Salesforce platform to scale with the business rather than constrain it.

Revenue Cloud Powers the Full Revenue Lifecycle

With Revenue Cloud Advanced live and their ERP fully connected, the organization now runs quoting, onboarding, and territory management on real-time data instead of manual coordination:

• Quoting runs on live pricing. Reps see accurate, customer-specific pricing at the point of quoting instead of waiting on a manual ERP lookup.
• Onboarding no longer waits on manual handoffs. Automated workflows replace the manual AR coordination that used to gate new accounts.
• Coverage gaps are closed. Territory and account-team assignment update automatically as the business changes.
• Brands share one customer view. Data that used to live in silos by business unit is now unified, for the first time, across the organization.
• Dormant accounts are back in play. Accounts that had gone quiet are now surfaced and routed back into an active sales motion automatically, the same revenue recapture approach that’s paid off for other ForeFront manufacturing clients.
• The integration layer is modern and secure. Deprecated authentication methods have been replaced with a modern, OAuth-based foundation.

Additionally, the organization is already scoping its next phase, with plans to bring an additional brand fully onto Revenue Cloud.

The ForeFront Difference

Multi-brand manufacturers and distributors running mature ERPs tend to hit the same wall eventually: the software can handle complex pricing, but the connection between the ERP and the people who need that data in real time often can’t keep up.

ForeFront’s Revenue Cloud Advanced practice is built around closing exactly that gap: deep ERP integration expertise paired with hands-on RCA implementation experience and manufacturing industry experience, so the platform reflects how the business actually runs across every brand, not a simplified version of it.